Category: sales tools example

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Power Formula For LinkedIn Success with Wayne Breitbarth #372

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Power Formula for LinkedIn Success with Wayne Breitbarth #372

As you know. LinkedIn is the place to go where you virtually meet potential networks of clients and leads.  By doing what’s natural with real world, in person,  habits  you can snag opportunity from the jaws of obscurity. Our guest is author Wayne Breitbarth who shares the Power Formula for LinkedIn Success. We babble about his processes and formulas for referrals based prospecting.  o

LinkedIn Success Best Practices

LinkedIn is the #1 B2B Business development tool, especially when you use it to get referrals.  The way to do this is simple. Pick a person in your network who will be your referral source.  Next go to CONNECTIONS  click  “Connection of NAME” and then filter for the people you want to connect with.

In the title box enter keywords for people you’re searching. For example we mentioned “CMO” or “VP marketing” or “Director of marketing”.  Then ask your referral about the list you generated. Ask if  there any people on the list you don’t know? Cross them out. Of the remaining people, have  your referral partner help qualify the list.

When you get a match ask your friend, “Can I use your name if I reach out to one of these people in your network?”   Most likely they will say yes and you now have a qualified lead. Review the attached Worksheet to learn how to work with your referral source.

LinkedIn Free, Premium, and Sales Navigator

All versions of LinkedIn have some lever of searching and filtering to aid networking.

    • Free – Regular LinkedIn Platform
    • Business Premium  – everything in Regular LinkedIn platform PLUS enhanced – better filtering – you see 90 days of stalkers
    • Sales Navigator  – Different website but same database -better filtering with a zip code or mile circle

Wrong LinkedIn Profiles

People don’t explain how they can help customers on their profile. It confuses the act of selling and earning new  business from the act of getting hired. This is the big mistake:

    • Looks like you’re looking for a job
    • Doesn’t look like you’re looking for customers

Show how you solve pain points instead.   Put this in the ABOUT section and HEADLINE.

Fill out the FEATURE SECTION.  You can add links to whitepapers, sign up, worksheets, guests, YouTube videos, or your website for example.

How to Promote Content on LinkedIn

Like all social media, you can make posts on LinkedIn.

    • Have a network of your ideal clients. Post only go to your network.
    • Create posts that add value and  your network would appreciate
    • Share marketing content from your company
    • Stay on top of engagement, like and comment all those to comment on your posts for LinkedIn success

The way to turn a post into money is to follow up on everyone who likes or comments on your content.

Download Your LinkedIn Contacts

You have the ability to grab all your contacts and import them into a spreadsheet or your CRM. Wayne recommends that once on a quarterly basis, go to settings, click on  download your data, click on connections, and you will get a spreadsheet in 10 minutes.

Name –  Title – Company – Date Connected

LinkedIn is free so it’s a good idea to get this information in your hands every so often.

How To Find Wayne Breitbarth

Thank Our Sponsor Outreach

Today’s podcast is brought to you by Outreach.io   Outreach helps Sales Reps to not only close deals but to close more deals, faster.  Their platform offers a suite of automation, workflows, efficiency tools, and insights that help teams engage with leads more effectively.   Outreach is the #1 Sales Engagement Platform on the market today for a reason. It’s a must-have software solution for any Revenue Team looking to optimize and scale their business. Visit the link to  schedule an exclusive demo with Outreach today!

https://click.outreach.io/salesbabble-demo

 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Zoom Fatigue with Todd Caponi #364

Todd Caponi Sales Babble

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Zoom Fatigue with Todd Caponi #364

Todd Caponi Sales BabbleThis week returning guest Todd Caponi visits to share his research on the phenomena we call Zoom Fatigue.  Todd wrote a LinkedIn post that  curated his research and simplified  and summarized  the nine most common, science-backed explanations for  Zoom Fatigue. In this episode we walk through his findings and he shares thoughts and advice on how to stem this problem.

Nine Curated Explanations for Zoom Fatigue

These nine explanations were enumerated in Todd’s post “Zoom Fatigue: Nine Curated Explanations”

    • 1) Delays in verbal responses
    • 2) Resolving Conversational Interruptions
    • 3) Lack of eye contact
    • 4) Lack of nonverbal queues
    • 5) Taking Turns
    • 6) Reduced Physical Activity
    • 7) Looking In The Mirror
    • 8) Preferred Interpersonal Spaces, Proxemics & Peripersonal space
    • 9) Satiation – Leading to Loneliness

How To Connect With Todd Caponi

You can find Todd on the internet.

Books Mentioned:  Transparency Sale can be found on Amazon

Todd previous appearances:

    • https://www.salesbabble.com/the-transparency-sale/
    • https://www.salesbabble.com/transparency-sale-2/

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales Babble

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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales BabbleThis week Jeffrey Gitomer returns to the podcast to discuss his new book  “Go Live” just  published this year and being released in time for our economic and COVID sales recovery.  Jeffrey and Pat talk about webinars, video email, Youtube channels, podcasts and how to succeed at virtual selling during sales calls.

Multi-faceted Virtual Selling

Given the pandemic, face-to-face meetings and in-person sales presentations are no longer the only or the best practice to find business, conduct business, hold seminars, or make sales. COVID-19 has changed the rules of connecting, meeting, selling, and doing business.,  changes that are not going away.

Virtual selling is the solution to overcome out inability to meet prospects in person. Examples of virtual selling include:

    • Use online tools like YouTube, LinkedIn Live, and Facebook Live to connect with prospects and develop leads
    • Get your message to the right people in the right way using Twitter, Instagram, and other social media platforms
    • Create podcasts that have limitless marketing and sales value
    • Promote and repurpose your content to make a powerful impact on your audience
    • Sell your service or product from anywhere in the virtual world

In this new normal, sellers must create a new  playbook for transforming offline sales strategies into online profits.

How To Find Jeffrey Gitomer

You can find Jeffrey all over the web:

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes with Jeffrey Gitomer

Go here to see the past interview regarding Jeffrey’s book on Napoleon Hill

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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When and Where to Automate Sales Outreach with Gessi Schechinger #326

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When and Where to Automate Sales Outreach with Gessi Schechinger #326

Gessie Schechinger is the CRO  for the  OnCourse Sales Engagement Platform. As CRO he is responsible for successful execution of the strategies for their sales and client success teams. Gessie is a proponent of sales automation. In this episode he shares his process  with steps that automate sales outreach and steps that are best left manual  for personalization.

Sales Automation

Many people are skeptical of automation. Some see it as junk email. Gessie believes most of what you see is nonsense.Yet he believes in the possibility that you can automate outreach while still have a personalized touch. This is especially the case on LinkedIn. LinkedIn allows direct access, but this needs to be done responsibly.

Automate Outreach Process

Gessie shared advice on connecting. There are 6 steps. These are researched based steps proven successful. When automated, sales outreach can scale quickly.

Automation:

    1. See if they are open to connect and only that. Connect WITHOUT a note.
    2. Thank them when they connect as in a live situation.
    3. Ask questions about their business.
    4. Go to a manual step when they respond

Manual:

    1.  Two-by-Two method: take two minutes and find two things  relatable
    2. Ask to find a time to schedule a meeting

Topo Report inbound leads take 8-10 touches, over 14 days, have response time less than an hour. With a generic email its 2%, a call is 12%, use LinkedIn you will get 30% engagement rate.

How To Find Gessie Schechinger

Email: gessie @ tryoncourse.com
Phone: 8015203648
Skype: gschech@hotmail.com
Website: www.tryoncourse.com
LinkedIn: https://www.linkedin.com/company/oncourse-crm/
Twitter: https://twitter.com/OncourseCRM
Facebook: https://www.facebook.com/pages/category/Software-Company/Oncourse-CRM-109627220402324/

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Email Marketing Salesmanship with Rob and Kennedy #316

Rob and Kennedy Email Marketing Sales Babble

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Email Marketing Salesmanship with Rob and Kennedy #316

Rob and Kennedy Email Marketing Sales BabbleIn this episode we meet Rob and Kennedy of the Email Marketing Show podcast. One continual challenge sales professionals face is to remember to follow up with qualified prospects.  Today Rob and Kennedy  share practical advice on ways to automate an email marketing sales follow up process and how to never let a warm lead go cold.

Why Follow Up is Important

It takes tremendous effort to hunt down a qualified prospect, however its work that has a special satisfaction. Once a prospect gets to know you, they are far more likely to convert into a customer. However this takes time and unfortunately the follow up process lacks the excitement of the hunt.

Consider the possibility of automating that follow up. With each step you  advance the prospect a little bit towards the won deal stage. You never have to worry about it. It all happens on it’s own. So how would you do this?

Create a system based on the follow up conversation you’ve had with one client. Look at the emails and see how they are authentic and focused. Don’t send newsletter emails, instead emails that give the illusion you individually emailed them. Use the real dialogue with a prospect as a framework.

Often sellers struggle with what to say in an email. Consider a broad range of topics related to your product/service:

    • a case story
    • testimonial
    • new release/version of the product/service
    • industry news
    • detailed look at one benefit
    • detailed discussion on a common objection

Each email should add value.

Never repeat the same email e.g “just following up to see if there is anything else I can do to help”.  Asking if you can help is OK, yet don’t squander an opportunity. Each mail warrants further information on some topic. Always, add value.

How To Find Rob and Kennedy

To connect with Rob and Kennedy, you can find their survey platform: www.ResponseSuite.com
Their blog: EmailMarketingHeroes.com
You can find them on social media:
Twitter: @robandkennedy
Instagram: @robandkennedy
Get better email marketing by listening to The Email Marketing Show. www.TheEmailMarkeingShow.com

Thank Our Sponsor Habanero Media

We help busy companies grow influence, trust, and provide value that attracts new customers and clients through the magic of podcasting! Start your podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a Podcast” here.

Past Episodes Using Tools for Prospecting

Sales Consulting To Grow Your Business

Pat helps businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.


Listening Options

You can find us on:

 

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How Sales Enablement is Not Another Buzzword – Garrett Schwartz #309

sales enablement

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How Sales Enablement is Not Another Buzzword – Garrett Schwartz #309

sales enablementIn this episode Garrett Schwartz and I chat about the details of Sales Enablement. This is not just another word in a long list of buzzwords. Sales Enablement adds process, content and workflow to accelerate the productivity of sales and marketing organizations.  Garrett has sales experience in a range of high-technology markets—from enterprise storage — to virtual machines and hypervisors — to thin clients—and now to Adobe Sign software.

Empowering Sales and Marketing Staff

Sales enablement systems are designed too  empower companies to elevate customer conversations and drive strategic growth. The goal is to create an integrated  platform that combines intelligent content management, training, contextual guidance, customer engagement, and actionable analytics.

Innovative organizations invest in these systems  to deliver a unified buying experience that increases revenue, customer satisfaction, and retention. These are not easy solutions to deploy. But organizations that take the plunge, see the benefits quickly.

How To Find Garrett Schwartz

You and find Garrett …

Website: https://acrobat.adobe.com/us/en/sign.html

LinkedIn: https://www.linkedin.com/in/garrettschwartz/

Thank Our Sponsor Sales Nexus

Sales Nexus tip for this week – Start Your Monday Morning with a Cup of Coffee and a Big Deal Report

Get the free download here  for the 12 Sales Tips to Steal  for 2020  Success  and 4 Steps to Market Domination 

Past Episodes on Sales Tools

Let’s keep the babble going!

Sales Consulting To Grow Your Business

Pat helps businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.


Listening Options

You can find us on:

 

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Top 10 Sales and Marketing Tools for 2020 with Neil Kristianson

Top 10 Sales Marketing Tools

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Top 10 Sales and Marketing Tools for 2020 with Neil Kristianson

Top 10 Sales Marketing ToolsIn this 300th anniversary episode  Neil Kristianson returns from Email Splat visits Sales Babble for the 6th plus time in the Plano podcast studio. As we gather around the fire,  Neil and I drink homebrews, sample salsa, mustards, various cheeses and crackers.  With 2020 vision,  Neil and I share the top 10 sales and marketing tools, we feel Sales Babble listeners should adopt in 2020.

Pat’s Sales Tool Links

Below are links to each of the tools mentioned in this episode.

Neil’s Marketing Tool Links

Here are sales and marketing tools Neil fell in love with this past year. Check them out:

How To Find Neil Kristianson

You can find Neil online for automated email and marketing advice:

This is Neil’s email business Email Splat

Past Episodes Top 10 Sales and Marketing Tools

Sales and Marketing Tools for 2019 with Neil Kristianson

Sales and Marketing Tools for 2018 with Neil Kristianson

Sales and Marketing Tools for 2017 with Neil Kristianson

Sales and Marketing Tools for 2016 with Neil Kristianson

Sales and Marketing Tools for 2014 with Neil Kristianson

Selling With Confidence Sales System

This online course helps non-sellers who aspire to grow their persuasive skills in order to find great leads, close more sales and accelerate their business. All this and at the same time, not be pushy! 

Click below and learn how you can start selling with confidence today.

Selling With Confidence Sales System

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.


Listening Options

You can find us on:

 

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How to Automate Follow Up with a CRM and Craig Klein #295

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How to Automate Follow Up with a CRM and Craig Klein #295

In this episode guest Craig Klein, president and CEO of Sales Nexus, discusses the challenge of lead follow up. Craig and Pat chat about the issues sellers and sales managers face nurturing leads. We then go into problem solving mode and discuss strategies and tactics that can be used to leverage the power of a CRM. The key is to automate follow up with a set and forget solution.

CRM Conundrum

The biggest failure in sales is follow up. On average sellers follow up twice when they need to follow up at least 8 times. What are some of the characteristics to automate follow up?

    • Lead nurture is a necessity for follow up. Automating the process demands having a CRM.
    • Use a drip campaign for the majority of leads who never get back to you.
    • Follow up emails should not  be salesy.   Instead they should share free advice similar to blog posts.
    • Simple little emails is the focus to automate Follow Up

KPIs Matter

We talked at length on what data to collect and when. The most important metrics are KPIs, Key Performance Indicators:

    • Every business is different. Don’t take the metrics out of the box, focus on data that make sense for you.
    • Number of  calls, number of new leads are a good place to start.
    • Focus on little details e.g seller collected 100 qualified  leads.  But ask the question,  is the target industry correct? Is the size of organization correct?

CRM Value to Manager and Seller

Configure the CRM in a way that adds value to both seller and sales manager. Make the CRM the source of all leads. Don’t forward the leads via email. The desire for new leads will keep sellers in the CRM. Inconsistency shows up when leads arrive all over the place. It’s a killer when you hope to automate follow up.

How To Find Craig Klein

Craig is easy to find on the internet!

Past Episodes on Sales Tools

Look up past episodes with advice on how to automate follow up and use tech to engage prospects.

Selling With Confidence Sales System

This online course helps non-sellers who aspire to grow their persuasive skills in order to find great leads, close more sales and accelerate their business. All this and at the same time, not be pushy! 

Click below and learn how you can start selling with confidence today.

Selling With Confidence Sales System

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.


Listening Options

You can find us on:

 

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Perfect LinkedIn Strategy with Brian Basilico #264

Brian Basilico Sales Babble

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Brian Basilico Sales Babble
Brian Basilico is a long time marketer, author, speaker and online  strategist who became interested in understanding the process of prospecting on LinkedIn.  After a year of experimentation with LinkedIn Navigator he found it doesn’t work. After a bit of research he came to learn about a series of tools that work with LinkedIn. Together he calls this the Perfect LinkedIn Strategy.

Three Prospecting Sales Tools

According to Brian, Nimble, Crystal and 366 give you direct access to your customers in the shortest amount of time. Collectively these tools capture data on your prospects and allow you to contact the person in the style they prefer.

Nimble CRM

Nimble is a CRM Gmail plugin that leverages and manages contacts stored in your Gmail.  We’ve discussed this in the past. Just last year Jon Ferrara was a guest on  Sales Babble .     $20/mo  for a subscription and it’s the foundation of Brian’s system. Similar to Saleforce, Insightly and Base, this CRM contains the lions share of your customer contact demographics.

366 Tool

366 is a tool that can best explained as a combination of LeadPages, Mailchimp, HootSuite, and email drip marketing campaigns (Similar to Active Campaign).   It can feed from Nimble, and build targeted emails campaigns based on tags. Tags are based on the Crystal profile (see below).   $50/mo for a subscription.

Crystal Tool

Crystal uses Linked and social media to create an instant DISC personality profile using AI.   Creepy and cool all at the same time.  It will recommend you on how to approach a sales call.  According to the company it’s 83% correct,  $29/mo for a subscription.

Evernote

This is a phone app that can scan business cards. Once scanned it sends out a welcome email.  Next it sends a LinkedIn request using Zapier push the information into Nimble.   $69/year for a subscription.

OPEN Prospect Stages

Brian mentioned the OPEN process he uses to walk prospects down a sales pipeline. OPEN is an acronym:
  • Oblivious – clearly not qualified
  • Pondering – interested in learning more
  • Engaged – plan on buying soon
  • Need – needs to buy now

Depending on the stage, you give the prospects different content (email drip campaign from 366) until they reach the need stage. Once they arrive at that state it’s time to call them. This requires three different levels of campaigns.

Social Media

According to Brian,  Social Media is a relationship building tool first, content delivery platform second and a sales too last.  Too often sellers focus on the latter vs the former.

10-10-10 Strategy

Spend 10 minutes/day or 10 people (new or existing) and 10 words. “Just wanted to say hi. How can I help you.?”

Do this daily and you will generate new opportunities. Slow and steady wins the race.

How To Find Brian Basilico

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Selling with FBA (Fulfillment by Amazon) with Louis Kreppert #262

Louis Kreppert Sales Babble

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Selling with FBA (Fulfillment by Amazon) with Louis Kreppert #262

Louis Kreppert Sales BabbleAre you looking to create extra income for yourself on a full or part time basis?   Do you have a small business selling products and you’d like to expand and sell across the country? Or, do you have a product idea you’d like to bring to market? I believe all sellers are secret entrepreneurs  fascinated with creating their own gig.  Selling them on Amazon may be the solution
for you in 2019. In this episode our guest Louis Kreppert visits the new Fox.Build podcast studio and  explains the nuts and bolts of the FBA Fulfillment by Amazon program.

In this episode we discuss how to sell on the number one e-commerce marketplace, Amazon. We’ll cover all the basics on selling physical products on their FBA, including cost and fees associated with it. Louis will share some  best practices for success and examples of successful products and others that have bombed. By the end of this chat you will be able to confidently know if this a platform for you and the steps necessary to get started.

FBA Way

Fulfilled by Amazon, is  a program where Amazon does all the storing, packing and shipping versus merchant fulfilled, where you hold all the inventory, do the packing and shipping.  FBA provides sellers the opportunity to only focus on marketing and selling.   Their only responsibility is finding customers and meeting their needs.

Elements of a Great Listing

There is one listing for every product. The best way to sell is to create your own listing and differentiate from the rest. Amazon drives prospects to look at  your listing.  Everything is searchable. SEO is key. The words are great but the pictures are what really matters. A great set of photos shows the benefits. The first photo must be shot on a white background. The rest of the photos can be anything else product related but it  should tell a story. Each photo should have 85% image, 15% words at the most.

The Title should sound human (not a babble of keywords). Then add 4 bullet points, 1-2 sentences long.

The ratings,  “1- 5” stars reviews, really matter. People want to see authentic reviews that  reflect reality. If there are no reviews, that’s a hurdle.

Compensation

You can make money as a full-time sellers (third part seller). It’s important to keep your costs down and add value (beyond some commodity). On average FBA takes 50% of your sale. It costs Amazon 25% for the fulfillment services, and keeps 25% for profit.

Example Product Stories

Win – Louis put a bundle together e.g. birthday party bundled set. Got good reviews and it started selling. Views started to snowball. He sells 10 day. Took 4 years to get this product right.

Bomb – Louis had a product that wasn’t unique. Unbundled hand warmers (successful for a while) then the competition found it. started competing then  drove the price to the ground.

Take Away

Take the Amazon university course or hire an  expert like Louis.

How To Find Louis Kreppert

Louis helps struggling businesses become successful through E-Commerce sales and marketing. In 2014 he started his own marketing company:

LK Sales and Marketing helps people focus on selling products on
Amazon and other e-commerce platforms.

Contact Louis in LinkedIn    or you can reach him here:   Louis@lksalesandmarketing.com

Sales Tools

Here are other sales tool you can add to your tool box. Listen today!