Category: lead generation strategies

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How To Get Free Leads At The Library with Kent Palmer #371

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How To Get Free Leads At The Library with Kent Palmer #371

In this episode we meet business librarian Kent Palmer from the Naperville Public Library.  Kent shares eight free online resources  sales people can use to research prospects. All of the databases are free to the public and available in libraries throughout the United States. If you’re looking for free leads with contact information on a companies:

    • executives,
    • financial reports,
    • revenue results,
    • published reports,
    • SWOT analysis,
    • industry associations or
    • guidance on how to start a new business venture.

This is the episode for you.

Sales people are always looking for fresh free leads. They are right around the corner, at the library. So let’s buckle down and get to it.

Free Leads Databases

Here are 8 resources you can use to aid your business research. These databases can be filtered,  sorted and downloaded to a .csv file. Leads can be  stored on a thumb drive and uploaded into  your CRM.

    • Reference Solutions  – contact information for businesses including executives, address,  phone numbers, size of business, number of employees, revenue, and sometimes emails.
    • A to Z Database – contact information for businesses including executives, address,  phone numbers, size of business, number of employees, revenue, and free lead resources.
    • Mergent Intellect – research database for a companies financials, employees, executives, product information, subsidiaries. Contains a tool called First Research provides financial reports and credit background including D&B (Dunn and Bradstreet) resorts. You can search by industry and get key “hot points” to bring up during a sales call.
    • Gail Business Demographics– Census data in an easy to read front end interface. It make research easy to find by geography, list of residential and business prospects.
    • Gail Directory Library – Encyclopedia of associations that can be searched by keyword. Nation regional, state and local offices. Easy way to contact members and attend conferences.
    • Gail Business Entrepreneurship – Articles on how to start a business, with worksheets, handouts and training materials.
    • Gail Business Plan Builder – Tool to build a business plan if you want to raise our borrow money.
    • EBSCO Business Source Premier – Provides industry reports, company reports, SWOT analysis,  and supplemental research resources.

NaperLaunch

NaperLaunch is a free co-working space with conference rooms and public computers and software.  It’s a community for sparking collaboration and sales productivity.  The community  provides cutting-edge technology that allows members to succeed at business without the price tag.

How To Find Kent Palmer

Kent worked in sales for 28 years in the insurance industry. as a sales rep and territorial sales manager. Kent started his own agency and became aware of the free online business resources.  He was spending  $20/per lead and amazed the leads are free at the library. So amazed he decided to become a librarian.

To connect with Kent and find free leads at the library go to:

You can email Kent here or call the Naperville library at 630-961-4100

Thank Our Sponsor Outreach.io

Today’s podcast is brought to you by Outreach.io There’s nothing worse than seeing solid email engagement, but not booking meetings to continue the conversation with your customers.

Traditionally, sales teams have relied on metrics like email reply and open rates to guide their sales process, but that can be  super misleading. Instead, try this. Measure sentiment, not just vanity metrics.  Using a solution like Outreach can help you understand exactly what your ‘replies’ mean and how you should follow up. By understanding the sentiment behind the email replies, you’ll be better suited to improve your messaging, book 14% more meetings and ultimately close more deals. 

If this resonates with you, our sponsors at Outreach put together an awesome eBook about best practices for how to use buyer sentiment to streamline your sales process. Click here for the eBook! 

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 on How to Prospect and Generate Leads

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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How To Sell With Podcasts with Tom Schwab #340

Tom Schwab Sales Babble

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How To Sell With Podcasts with Tom Schwab #340

Tom Schwab Sales BabbleTom Schwab is the Chief Evangelist Officer for Interview Valet. They help businesses  leverage targeted podcast interviews that talk directly to their ideal customers. As the premier full-service concierge-level service, Tom’s company takes care of everything but the speaking. In this interview Tom and I discuss how to sell with podcasts  that build brand, authority, influence and trust.

Buyers Listen to Guest Who Sell with Podcasts

Edison Research has found that 70 million people listen to podcasts monthly, and it’s growing!  Podcasting is the premier method to speak directly to audiences about different niches and industry topics. According to Tom:

    • 51% Americans listen to podcasts
    • 65% have bought something mentioned on a podcast

Podcasts quickly create awareness and trust faster.  They are a cost-effective, fast, and scalable way to reach your ideal prospects. in just 30 minutes, listeners get to know, like, and trust you.

You have the opportunity to build a relationship founded on a trust that grows with each podcast episode. You are sharing your authentic voice. Decision makers are happy to be guests on a podcasts speeding up the sales cycle.

How To Find Tom Schwab

Tom can be found ALL over the Internet!

Email: Tom at InterviewValet.com
 InterviewValet.com
 269-217-6690
 in/ThomasMSchwab on LinkedIn
 @Interviewvalet Facebook
 @TMSchwab on Twitter
 /ThomasSchwab on Twitter

 Free offers mentioned on the podcast at interviewvalet.com/SalesBabble

Sales Babble Announced Best Podcast For Sales

Sales Babble was chosen a best sales podcast  by Clodura.ai. According to the article we’re “a sales podcast that shares Selling Secrets for Non-sellers. You can learn sales for startups, business development, cold calling, prospecting, closing and referral selling by subscribing to Sales Babble by Pat Helmers. If you’re a sales rep, account executive, SDR, BDR or even a sales manager, Sales Babble is your best 30 minute investment each week.”

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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Do and Don’t of Social Media Marketing with Joe Sanders #328

Do and Don’t of Social Media Marketing with Joe Sanders #328

Today we meet  Joe Sanders of Relevant Elephant. In the interview Joe shares common mistakes businesses make when attempting social media. Then he shares a 5 step strategy for promoting your brand and closing the prospects. Great stuff and dare I say, quite relevant. 

Digital Social Media Marketing

Many businesses attempt social media marketing but do it poorly. When they don’t see the results, they assume social media marketing doesn’t work for them. This  isn’t true. Common mistakes include:

    • Random post irrelevant to the business
    • Lots of work that seems like a waste of time
    • Failing to post relevant content that reflects the brand

Social Media Strategy

A good social media strategy has five points:

    1. Define your audience
    2. Create content
    3. Promote business as a brand
    4. Use ample resources
    5. Analyze and evaluate your post campaigns (number/quality of reaches)
    6. Close the prospects with a “call to action” 

How To Find Joe Sanders

You can find Joe Sanders and Relevant Elephant  social media marketing here:

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. Get a free account at Sharetivity and tell them you listen to Sales Babble

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. Find us at Habanero Media.

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

Past Episodes Social Selling

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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Defending Sales Development Reps (SDR) with Nikki Ivey #322

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Defending Sales Development Reps (SDR) with Nikki Ivey #322

Our guest is Nikki Ivey  a member of SDR Defenders an advocate for sales development reps (SDR). Today she shares strategies and tactics for business development, old habits we need to stop, and new areas where we should focus our energy. This episode is all about respecting the profession of prospecting and the people that do it.

Your SDR Gets No Respect

Sadly this is the case for most SDR professionals:

    • Generate 60% of organizations pipeline, yet lowest paid
    • SDR Considered entry level
    • Something a robot could do

SDR Strategy

Nikkie feels strongly that it’s the SDR mindset that matters most:

    1. Have empathy for buyers
    2. Understand the buyers industry
    3. Look for context when positioning your product or service
    4. Help the account reps close the deal
    5. Tactics  should include tone, cadence and make sure all questions are personalized and relevant

SDR KPIs

What are the metrics we should use to measure SDR success?

    • Meetings held
    • Minimum number of dials per day (<50)
    • Retention of closed clients

How To Find Nikki Ivey

Nikki is easy to find on LinkedIn and here true self on Twitter. Look here for SDR defending….

Instagram.com/knownikkiivey
10 Questions Every SDR Must Ask in an Interview is located here:

https://www.sdrdefenders.com/content

 

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 on SDR Prospecting

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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How to Convert Leads with Video with Matt Barnett #321

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How to Convert Leads with Video with Matt Barnett #321

Don’t argue with 2 million years of evolution says guest Matt Barnett.  Matt is a proponent of using video to catch the interest of prospects. Why? Video contains all the facial expressions and visuals that are missing in emails and voicemails. Although not as good as meeting in person, it’s a wonderful second substitute, especially valuable if you sell around the world. Today’s topic: How to produce a quick and economical individualized video that converts. Pull out your phone, and start to convert leads with video today.

How To Find Matt Barnett

Matt’s easy to find on the internet. Look here!

How to Launch a B2B podcast webinar

This is the recently held podcast webinar link broadcast last week hosted by the Habanero Media podcast agency.

Join us Thursdays for the Sales Babble Telebabble here.

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 Lead Generation Strategies

Listen to these 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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Dinner Seminars for Lead Generation with Rylee Meek #286

Rylee Meek Sales Babble

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Dinner Seminars for Lead Generation with Rylee Meek #286

Rylee Meek Sales BabbleToday we meet Rylee Meek, the founder and author of the Social Dynamic Selling System, which according to Rylee, “turns dinner seminars marketing into a science.”   I used to do this for school district administrators and it created an opportunity to present to many people, all at once. It was a very productive way of selling and if you’ve never heard of this before, this is right episode for you. Rylee shares his campaign processes based on his new book “Food For Thought; How to Use Dinner Seminar Marketing to Grow Your Business in Ways You Never Thought Possible“.

The Challenge

We’re all capped by the amount of time in a day. You only have so much time to pitch in a day. The opportunity to present to multiple people at once is far superior to 1-on-1.  1-to-many approach is the key to dinner seminars.

Fishing with Corn Dogs

Fish love corn dogs. The trick is to find the corn dog for people. Rylee recommend buying dinner or a daytime meal to motivate prospects to show up. Attending is a challenge for time sensitive people to attend, give to get. Depends on your avatar. Steak dinners are the best. How do you pick a time of day? Understand your ideal customer and what  works for them.

Dinner Seminars Process

This approach is not a good match for low priced goods. Otherwise this is the process:

    1. Consider your ROI. Ideally a $1K+ per sale is a good threshold.
    2. Pick a venue that is convenient/affordable
    3. Create invites, craft a message.
    4. Send direct mail , works VERY well
    5. Follow up to see if they are attending,  get food orders
    6. Call up day before (maybe morning of) to reconfirm
    7. Present to create know-like-trust. Don’t try to close there.  Assume 80-90% attendance
    8. Set up later appointments

How To Find Rylee Meek

How to Prospect and Generate Leads

Other past episodes on lead gen! Listen now.

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Prospecting and Cold Calling for New Sales with Steve Kloyda

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Prospecting and Cold Calling for New Sales with Steve Kloyda  #277

Sadly my past guest and good friend Steve Kloyda  passed away on June 27th, 2019.  Steve was a two time babbler on the podcast.  He was the host of the “Get In the Door” podcast and recently published a new book  “The Art of Prospecting: Your Guide to Get in the Door“   I’d like honor Steve and rerun an interview we did in 2015.  Steve’s wit and wisdom is spot on when it comes to prospecting and cold calling for new sales leads. His timeless message and book is a must for all any sales professionals looking to get a foot in the door.

The Prospecting Expert

When Steve started in sales his first lessons included:

  • How to connect with the senior VP, President, or business owner.
  • How to educate them on his service. 
  • How to ask for the business.
  • How to get around voicemail, gatekeepers or no answer.
  • His first script was ….

“Hi I’m Steve Kloyda do you have a moment to talk?

The purpose of my call is to let you know about XYZ stock how many shares do you want to buy?”

  • Steve was taught to make 100 dials everyday.  For each call is task was to paint a picture in the mind of the listener on what he was trying to communicate.
  • From this he learned the fundamentals of successful sales prospecting.

How To Prospecting From Scratch

If you’re starting from scratch, it’s hard and takes energy but it can be done. Steve recommends:

  • Make a list of every company in your area.
  • Find the executive team and connect on LinkedIn.
  • Call them but makes sure every call and voicemail adds value.
  • Find qualified candidates to get an appointment.
  • Each voicemail must add value.You have only one opportunity to make a great first impression.

This is Steve’s script with urgency and a compelling reason:

“Hi this is Steve Kloyda with the Prospecting Expert my phone number is NUMBER,

The purpose of my voice mail today is that we have created an XYZ that provides a BENEFIT

Pat if you want to learn more about our unique XYZ give me a call at your earliest convenience my phone number is NUMBER or if you prefer to email me at EMAIL.

And Pat I want to thank you for the time to listen to this voicemail and I look forward to speaking to you soon.”

Gordon Gecko on the original “Wall Street” is a Steve’s favorite example working with the GateKeeper Natalie.

“What’s on your mind, why should I even listen to you?”

Steve’s Last Sales Nugget

This week’s Sales Nugget: Praise Your Competitors

This week’s Quote: “I will speak ill of no man and speak all the good I know of everybody” ~ Benjamin Franklin

How Find Steve Kloyda

Steve’s book can be purchased here:  The Art of Prospecting: Your Guide to Get in the Door

How to Prospect and Generate Leads

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How To Prospect for Leads Using Video with Jason Bay #273

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How To Prospect for Leads Using Video with Jason Bay #273

Jason Bay is the cofounder of Blissful Prospecting,  a company that helps  B2B sales reps,  small businesses, and nonprofits create sustainable revenue growth. Jason has a unique approach for lead generation. In this episode he shares how to prospect for leads using video.

Five Step Video Prospecting Process

I was happy to bring Jason on to the podcast after receiving this video.  Each week I receive many requests to get on Sales Babble. But this is approach really got my interest.

A video makes it easier to build a connection. Buyers can see your body language and actually  see your words. In a world of commoditization and automation, a video can help you stand out.  This is his process:

  1. Identify your ideal client profile – know who you’re targeting and why
  2. Find a list of leads and pick companies and organizations who you “think” would be a good fit.
  3. Find personas (roles/titles) who will make the decision to buy. Jason mentioned the book Above and Below the Line by William Miller.
  4. Define you messaging cadence e.g. email, LinkedIn, call, Facebook message, email again etc….    Use multiple marketing channels. This is where you insert the video prospecting.
  5. Execute

Video Prospecting Tools

Jason uses Loom to makes his videos and embed them into his emails.  He uses a script (listen to the video above for an example). He uses

  • Loom  https://www.loom.com/
  • You can get a free account, it will hold 100 emails.
  • Make sure each email is 30-60 seconds and no longer.  30 seconds is best.
  • Make sure you have a good webcam
  • Make sure you have good lighting

How to Find Jason Bay

To learn more about Jason and how to prospect for leads with video, you can find his links here:

Lead Generation Strategies

Let’s keep the conversation going on lead generation strategies AND tactics:

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Digital Prospecting vs Cold Calling with Ken Guest #267

ken guest sales babble

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Digital Prospecting vs Cold Calling with Ken Guest #267

ken guest sales babbleToday’s guest is Ken Guest, an associate at the Ruby Group.  Ken  has extensive experience in sales and is the author with Mike Jones a new book titled “Digital Prospecting – Finding, Nurturing, and Closing Sales with Social Technologies”.  Ken and I talk about ways to use social media to learn about prospects and then use referral selling to make connections.

Social Prospecting not Social Selling

Ken believes it’s difficult to sell with social media. Better to leverage the information in social media to better understand the buyer.   He believes in connecting with all the people you already know in LinkedIn. Once connected, look if they know anyone who might be a qualified prospect. If they do ask for an introduction.

Ken found that on average, 7 out of 10 people will know the person well enough they will agree to an introduction. Also, 4 out 7 will  agree to a first time conversation. Not all clients will not give you referrals. But that’s OK, the vast majority will.

Make the introduction through an email.  When you get it,  “reply all”, taking ownership to set up a chat. The follow up emails should look like you typed them. To your best ability,  customize the email for the reader.

Two Week Cadence

Ken believes you should wait two weeks between sending emails.  Don’t look too needy. People are busy, give them time to agree and chat. You will get a response.  Digital prospecting via referral selling is the foundation of Ken’s entire prospecting process.  He even sends prospects homework (cross-out the topics you don’t want to talk about) to ensure their time is respected.

Cold Calls and Cold Emails

There is a very low response rate when coldly reaching out. In some situations you have no other recourse. But if you can avoid it, do.

  • Make sure the emails look personal.
  • Speak a bit about your value proposition.
  • Benefits they will experience.
  • Reference people and companies they MIGHT know.
  • Share how prior to working with us, companies have found some good experience.
  • At the end of the email, “…it would be disrespectful of me to presume anything about your business. If you would be open to a conversation  I would certainly welcome it and if you have no interest feel free to let me know that too.”   

Again use the two week cadence. Expect a 11% response rate. Not all bought. Forward back the original email and get a 17% response rate.   In two weeks,

“I’ve sent you a few emails, I haven’t heard back  and have the feeling you simply have no interest. in learning about me or how I work with companies and you’re too polite to tell me that. If you could be kind enough to confirm my suspicions I won’t bother you anymore. ”  The response rate is 71%   Less than 10 people would say “don’t bother me”.  Most would be apologize why they’re not responding due to time.

How To Connect with Ken Guest

This is Ken’s email:   ken,guest @ sandler.com

Connect with Ken on LinkedIn: https://www.linkedin.com/in/kjguest/

To get his book “Digital Prospecting”  you can find it at shop.sandler.com

Lead Generation Strategies

Overcoming Sales Fears