Sales Skills for Successful Sponsorships with Vernon Ross #71

Sales Skills for Successful Sponsorships

Vernon Ross,a social media strategist and host of the social strategy podcast. Vernon is an expert on cultivating relationships and today he talks about obtaining successful sponsors and the sales skill for successful sponsorship’s.

What are Sponsorships?

In-kind sponsorship – when a company gives you a product, service or time for the opportunity to build brand loyalty.

Aspects to consider:

When there are 3 or more prospects gathered, it’s an opportunity for a successful sponsorship
Find a sponsor that would benefit that audience. You don’t sell for them but the sponsor would value forming a relationship with you, because of your relationship with your prospect
Be careful not to water down your brand
Have a sponsor, sponsor lunch. I elevates your value to the audience (you have connections)

6 Pillars of Successful Sponsorships

Description of your program. What you’re looking for and who you are trying to serve. Go deep.
Sponsorship Benefits – how they will benefit. It’s not just about “exposure”. Must be deeper e.g. building brand loyalty, conversions, driving people to website
Demographic Information – the exact description of audience/prospective clients you are targeting. Build an “Avatar” e.g. Bobby is 45, yoga teacher,
Media Partners – bloggers are a media partner, article published, news letters, associations,
Have a marketing plan: squeeze page, email list, lead capture page, let company give brief chat at the event, how you’re going to promote the sponsor
Strategic alliances – what other people who can compliment but NOT compete

Using LinkedIn to Find Sponsors

Connect with people in similar industries via LinkedIn groups
Say “I see we’re in similar industry with common connections I’d love to connect”
3 days later “I see we have common interest in XYZ, would you have a moment for a brief chat on the phone?”

Vernon has been influenced by

Think and Grow Rich – Napoleon Hill

“You can have everything in life you want, if you will just help enough other people get what they want” – Zig Ziglar

The Social Strategy Podcast

Web: http://socialstrategypodcast.com

Twitter: @rosspr

Skype: rosspr

Phone: (314)266-8376

Win a copy of ScreenFlow

This is a $99 value for screencasting and editing software from Telestream.

To win go to www.salesbabble.com/contest and enter your name. I will pick a winner on August 17th, 2015

Sales Training, Sales Coaching, Sales Consulting

Become confident in sales and grow your business. Check out the Selling With ConfidenceSales System for both new and experienced sellers. This is an opportunity for you to

Be Yourself
Add Value
Make Sales

Don’t be shy. You too can start Selling With Confidence today!

June 23, 2015June 30, 2015

How To Be Bold By Prequalifying Prospects Part 2 with Tom Reber #65

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How To Be Bold By Prequalifying Prospects – Part 2

This is the second of two parts where we continue to chat with Tom Reber a sales coach from the Contractor Sales Academy. Tom shares advice on the power of prequalifying prospects and optimizing your time with open ended but focused questions.

Qualification Sales Questions

In this episode we continued the conversation on the power of qualifying prospects to increase your sales efficiency. Commonly this is done over the phone.

Know your client
Don’t project “you” on your client. How you buy may NOT be how our ideal client purchases products and services.
Money may not be an issue with your clients. If you ask them they will tell you the most important thing. If money is NOT number one, it’s really NOT number one!
Who is your” Ideal client” is may change over the years. This demands the seller to stay on top of the market and constantly reevaluate.
Create content on your site to excite your ideal client. If there is a lot for them to read, they will sell themselves.
The more content you put on your website, the more they will enroll themselves on your business.

Tom Reber on Social Media

Skype tom.reber.9

Facebook

https://www.facebook.com/tom.reber.9

https://www.facebook.com/MotorHard

LinkedIn

https://www.linkedin.com/in/tomreber

Twitter

@MOTORstrong

@StrongPodcast

The Contractor Pain and Pleasure Cheat Sheet

To get a copy of the prequalification questions in the Contractor Pain and Pleasure Cheat Sheet send and email to tom @ motorhard.com

Biography Tom Reber

Tom Reber is a contractor at heart. Having built a million dollar company in just
three years, completing more than 3000 projects and being awarded many industry
awards, he knows how to deliver an elite contracting experience. In 2011 he took
this skill and created MOTOR, a business coaching and personal development
company for the service industry.

MOTOR is his personal mantra and mindset he brings to all of his speaking and
coaching. It’s a mindset that keeps fighting and finds a way. It’s a willingness to
do the work others are unwilling to do and to always keep faith in your vision.

He currently works with contractors in several industries to help them create and
implement the systems needed to consistently deliver great experiences for their
clients, which lead to higher profits and more balance in life.

In 2015, he created Contractors Sales Academy. Their vision is to help contractors
begin to immediately get back their time and make more money by implementing
a few simple steps to take back control of their businesses.

Tom lives in Manitou Springs, CO with his wife and 3 adopted kids Dakota, Tiga
& Iris and can be reached by going to www.motorhard.com

How to Stop You from Stopping Your Sales

Are you intimidated by sales?
Do you dread the thought of picking up the phone?
Are you always finding ways to avoid prospecting?

Or maybe you know what to do. But you just don’t do it.

It’s as if your biggest barrier in sales is YOU.

How can you fix that?

This Thursday, June 25th, I will be offering a live online Sales Babble workshop to address this very issue. In this live online workshop you will learn 4 techniques.

How to approach prospective clients.
How to create authentic conversations.

How to justify your cost and pricing.
How to stay focused until the deal’s won.

At the end of this webinar you will have a solid strategy you can immediately apply the next day in your business.

Reserve your spot here

https://attendee.gotowebinar.com/register/1905737692209718786

Thursday June 25th 2015

6:00 PM GMT
1:00 PM EST
12:00 PM CST
11:00 AM PST

Another free workshop from the Sales Babble Sales Training, Sales Coaching, Sales Consulting webinars.

June 9, 2015June 8, 2015

How to Grow Your Business With LinkedIn with Brynne Tillman

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How to Grow Your Business With LinkedIn

In today’s episode we meet Brynne Tillman an author and expert who helps professionals grow their business through LinkedIn and social selling. Brynne shares the 4 areas of social selling and how you can use LinkedIn to listen online, educate, prospect and position yourself to get appointments and close sales.

If you’re selling high ticket products and services in the BbB space Linkedin is a great place to strike up conversations and get your foot in the door.

Four areas of social selling

Listen online. Answer the questions what are they liking, sharing, publishing, and following. Gather intelligence.
Educate with insights. Prove you’re an expert by creating consistent content: blogs, articles, podcasts that has real value.
Prospecting. Send a request to ask for a conversation: “I would like to explore ways we can work together. I have lots of clients like you. Whether or not we decide to work together our time will be well worth the time. I will offer you insights that will blow your mind. And even if we never talk again, it will be well worth your 30 minutes.”

Time Tree tool recommended by Brynne for scheduling.

She asks for 20 connections a day to meet for a call.

She makes 10-12 prospecting calls a week.
Positioning. Take all the things you’ve learned about prospective client position yourself as the SME (Subject Matter Expert)
- You can sell on LinkedIn… it’s more than just a networking tool.
- Challenger Sale – Corporate Executive Board did a research study on sales professionals. This is what they found: People buy from people who can solve their problems, not sellers who ask large numbers of discovery questions.
- Be a guide. This is what she will tell prospects to build trust: “When we worked with this one company, in a similar situation, this is what we did and it could work for you too… ”

A LinkedIn Allstar Profile is not Meaningful

Look at your profile as bait. Your profile must be engaging. Look at the top of your profile (above the fold).

Banner – focus on the banner vs the rest of the profile
Headline – show the value you bring (not just a title or company name)
Tell them what they will get when they meet you. Say “Learn how… “ to motivate them to click below the fold. Be a resource.
Make it resourceful, tips, checklists, handouts….. valuable content.

Resource Section of Profile

Place this in your text:

Tell people what you do. Products and services go her.
Then say let’s have a call. Have a call to action in your profile.

Brynne Tillman on Social Media

You can find Brynne (not surprisingly) on LinkedIn!

Twitter

Social Sales Link

LinkedIn

https://www.linkedin.com/in/brynnetillman

On the web

This is Brynne’s FREE Online class “Monetizing LinkedIn” with the Password “SSL”

Name Biography

Sales Training, Sales Coaching, Sales Consulting

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for you to

Be Yourself
Add Value
Make Sales

Don’t be shy. You too can start Selling With Confidence today!

October 14, 2014June 9, 2015

SB029- How To Generate Leads on LinkedIn, an Interview with Patrick McFadden.

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Today we meet Patrick McFadden. Patrick is a collaborative consulting expert for Indispensable Marketing as well as an Open Forum Advisor for AMEX. Patrick’s an expert in sales and today he’s going to reveal the secret sauce on how to generate leads through LinkedIn.

Right Click Here to Download

LinkedIn Recommendations

LinkedIn is a great tool for building relationships. Patrick feels strongly it’s all about reaching out to people in an authentic manner. It’s not at about collecting LIKES as you see on Facebook. It’s about connecting.

He recommends the following:

1. Identify your ideal client
2. Connect with friends and existing clients first
3. Mine networks for opportunities
4. Keeps tabs on your clients and track conversations in LinkedIn notes
5. For all people personalize content on case by case basis
6. Engage in sharing content your contacts author
7. Use it for introductions, get common friends to bridge meeting

Resources Mentioned:

The website of Patrick’s company is Indispensable Marketing

His LinkedIn business site is www.linkedin.com/in/indispensablemarketing

This is the free eBook he mentioned. Download it free by clicking here http://indispensablemarketing.com/free-ebooks/

Patrick is a wealth of knowledge. Visit his resources and draw upon his experience.

Selling With Confidence Webinar: November 5th

I’m hosting a LIVE webinar, and I’m going to show exactly what I do when it comes to sales. I’m going to share for the first time how to skyrocket your sales step-by-step.

By the end of this FREE webinar, you’ll have the confidence to know exactly:

what to say,
when to say it,
and how to influence prospects to buy your products.

I’ll talk about the three skills you need to master sales.

Next I’ll explain the 6 steps of any sales and walk through each stage so you’ll know what to do and when to do it.

This is my complete process, A to Z.

Category: how to prospect