Category: lead generation strategies

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How To Generate Leads without Sales and Marketing with John Tripolsky #191

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John Tripolsky Sales Babble Advice Generate Leads without Sales and MarketingHow To Generate Leads without Sales and Marketing with John Tripolsky #191

In this episode we meet John Tripolsky, CEO of JTE Marketing. John shares his process to generate leads through a referral process. When starting John had neither  marketing nor a sales staff. Instead he leveraged his existing network to find qualified prospects and generate leads. It worked and this is how to generate leads without sales and marketing!

Hire a Team Without Hiring

The JTE Marketing earned its first two clients from friends and family. They repeated the process by working networking meetings. John kept attending and connected with five people. From those five they built their portfolio. Building personal relationships is what matters.

John is a strong advocate for LinkedIn. He has 7K connections. Almost all have gotten a personal message welcoming them to connect.   Not everyone is a qualified prospect. Yet all know people who ARE qualified. Referrals come from both existing and non clients

Lead Generation Referral Process

  1. Use the three letter word “ask”    Sit down and casually start… “let’s talk about XYZ …..”
  2. He then asks…. “Do you know anyone I could talk too? “
  3. Next he asks … “Would you introduce me? Would you send an introduction email?”
  4. Share “I would love to talk to them and pick their brain about …. “
  5. Once you get the lead follow up … “John Smith recommended I give you a call…”
  6. Lastly asks if they would be open to personally set down and chat for 10 minutes. In person

This is how you learn about a market and it’s nomenclature. It’s also solid advice on how to generate leads without sales and marketing. This process is great news for startups!

A Watershed Deal

After a terrific presentation he was asked for a proposal. He had no idea what to do but eventually created an order form. It was not pretty. Since he’s a marketing company, he believed this poorly represented the company. He made it beautiful with graphics and brand worthy style.

Make your invoices and quotes BEAUTIFUL!

He recommends Pandadoc 

Having a great proposal maintains the positive feeling that happened at the time of the presentation.

Take Action Advice

Ask……  Make it second nature to make requests of clients and prospects. Get over the hump of shyness. If you never ask you’re never going to get anything from it. Keep forward momentum, embrace lifelong learning and ASK.

Where To Find John Tripolsky

This is the link to the JTE Marketing Group

You can also find John on LinkedIn

How to Prospect and Generate Leads

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6 Ways To Generate Leads With Fatima Zaidi #180

Fatima Zaidi Sales Babble

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Fatima Zaidi Sales Babble6 Ways To Generate Leads With Fatima Zaidi #180

In this episode we meet Fatima Zaidi to discuss 6 ways to generate leads starting with the idea, you should always communicate with purpose.

Fatima is the founder and CEO of Quill and former VP at Eighty-Eight Agency.  With over 10 years of experiences in sales and business development Fatima has become an expert in closing that deal.   In this podcast, Fatima takes you through the ten steps to snagging that opportunity and converting it into a case won. She highlights common mistakes made my sales people when they generate leads, and how you instantly develop that connection and rapport to work in your favour. Whether you’re just at the start of your sales career, or you just want to augment your existing skills, this podcast will set you on a clear path to success.

Hacking Sales

Fatima and I walk through the following list on strategies and ways to generate leads:

  1. Get creative with your pitch
  2. Develop a personal brand that defines you as a thought leader and subject matter expert
  3. Develop relationships both online and off line
  4. Build partnerships with other complimentary businesses
  5. Build rapport by giving before asking
  6. Stay unemotional to quick outcomes

Take Action Advice

Do three small things every day to broaden and deepen your network. This small step will be the start for you to generate leads.

How To Find Fatima Zaidi

Fatima is VP Business Development

This is her phone  416.836.4356

You can find Fatima on Linkedin 

Lead Generation Strategies

There are many ways to generate leads. Here are past episodes that cover this topic. Listen today!

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7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176

Janis Pettit Sales Babble

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Janis Pettit Sales Babble

7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit

If you’re running out of leads, this week’s episode is exactly what you need. Janis Pettit is an expert on the new LinkedIn interface. Today  we dig in and uncover 7 LinkedIn strategies for generating qualified leads. Janis takes us from setting up your profile, finding prospects, connecting, engaging,  moving them to a webinar presentation and on your email list. Not only does this work, but you can do the same thing on Facebook . Of course this assumes that’s where you’re prospect hang out! Stop the cold cold calling and start leveraging social media today!

Lead Generation Today

When it comes to B2B sales and marketing,  LinkedIn is the bomb. 41% millionaires are on LinkedIn with the  average income at $75K.  Members of LinkedIn are buyers. Janis gave us 7 strategies to turn those buyers, into prospects.

  1. Make sure your LinkedIn profiles clearly states who your are. Only  focus on people who have issues that you can provide solutions.
  2. Identify your ideal prospect, find them using advanced search, send a note to connect. Expect 40% will accept. Once they accept, engage them in a conversation and ask a strategic question.
  3. Keep track of your messaging in your CRM. This engagement can take weeks per prospect. Stay organized and follow up.
  4. Find active groups and become visible by offering valuable content.  Janis gave an example of an eBook she authored. Cross post on your “status update” on LinkedIn.
  5. When people view your status update, reach out to them and connect.
  6. Create a high converting funnel, get their email and place it on an email list. From that list offer webinars to engage and convert them into clients.
  7. Work on it 30 minutes a day

Get a free Slidebean account today!

SlideBean Free Trial

Facebook for Prospecting

The above process can be used on Facebook too. It’s all dependent on the market niche you serve. If you’re interested in:

  • restaurants
  • retail
  • small businesses

How to Find Janis Pettit

Janis can be found at her company  Small Business, Big Results

Get a free copy of her eBook “How to Get More Business Leads From The New LinkedIn” to LinkedIn Strategies for Generating Qualified Leads

Connect with her on Facebook

Connect with her on LinkedIn 

Slidebean Examples Created for Sales Babble

As I mentioned here are  couple slide decks that I created for two Sales Babble presentations. Enjoy!

https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success

https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups

Get a free Slidebean account today!

SlideBean Free Trial

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How To Schedule Sales Appointments with Automated Emails with Neil Kristianson #157

Neil Kristianson Automated Email

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Neil Kristianson Automated EmailHow To Schedule Sales Appointments with Automated Emails

In this episode returning guest Neil Kristianson shares his automated email expertise. How many times have you walked away from a networking event or a conference with a truckload  of business cards wondering how you’re going to follow up? Neil tells us exactly what to do to keep those leads warm and convert them into an appointments with automated emails. 

 Problems With Follow Up

People collect leads at an event. Then they struggle with what to do with them. Maybe they send an email, maybe two. But that’s the national average. Studies say you need to follow up at least 8 times before you can convert a lead to a conversation.

Things you must do:

  • Get them out of social media into a place you can control. Create your own email list.
  • Prospects read their email.  You’re not at risk of losing them like you do with your FB or LI account.
  • Email is easier to follow up with vs a social media venue.
  • Don’t add them to your generic blog list without permission.
  • Ask permission by giving tips on your topic. Get them to put themselves on your email list.
  • Let them download something of value.

Email systems are all permission based. Don’t buy a list and just add them. That’s a No No!

Gmail  canned response

Use this for the first email you send to your prospect.

How To Use Gmail Canned Responses

 

Engaging Email Keeps Prospect Warm

You must get people to interact with your emails. Google looks at the behavior of the readers of your email. If they are not opened, you will be moved to the promotions tab.

  • Plain text emails are more likely to be opened then fancy pretty emails. Google prefer genuine authentic emails.
  • Create a welcome series of 5 – 7 emails.
  • Each email should talk about one thing. There should be 1 call to action. Don’t confuse the reader. Focus on the core thing.
  • Have a story… Email #1 What’s your problem, #2  the issues you face, #3 solutions they can use.
  • Create Lead Magnets: Downloads, video, free consulting call, etc…..
  • Email has two games…. a short term sell and a long term nurture.

How To Find Neil Kristianson

Join the Sales Babble Facebook Group

There are daily postings on the private Sales Babble Facebook Group.

Lead Magnet Episode

Listen to this past episode on How to Build a Lead Magnet  with Yoon Cannon.   These are used to get people on your email list.

Lead Generation Strategies

 

 

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Take Command of the New LinkedIn User Interface with Brynne Tillman #151

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Take Command of the New LinkedIn User Interface

In this episode we dig into the new LinkedIn user interface.   To acquires some insight in this new user interface a past guest immediately came to mind. Brynne Tillman transforms the way professionals grow their business by leveraging LinkedIn and Social Selling. In this episode Brynne walks us through a profile and points out what’s changed, what’s stayed the same and actionable things you can to grow your social selling skills.

Visual Examples of the New Linkedin User Interface

Brynne use her profile and step-by-step we walked through the new LinkedIn user interface.

  • Desktop interface mimics mobile app
  • Most functionality still exists, just in a different place
  • Click the show more at the right for phone numbers, websites, emails etc….

  • Advanced searches and saved searches have been removed
  • Boolean searches still work in LinkedIn.

 

 

 

  • Posts from your home page cannot be cross posted across LinkedIn groups. You can share with people.
  • To share and cross post content across LinkedIn groups, you will need to create a LinkedIn Pulse article. From there you can share across groups.
  • The Microsoft acquisition probably had nothing to do with this new interface
  • The order of your profile is locked in place.
  • The summary is only two lines, you must click  on “more to read” thus it must be optimized for a “Call To Read” to create interest in the reader (potential employer, client, or partner).

  • The job description is now the hot spot for describing yourself. I must speak about your clients experience. Include philosophy and deliverables.
  • Your job description must convey your value. Answer the question why would someone hire you.
  • Only the top 3 skills now show up.
  • People can only endorse you skills you recommend.

  • Recommendations still exist and can be sorted by you. Place the best ones on top.

 

  • Accomplishments are still in your profile. However only one shows in full. You have to click see more to review the rest.

 

  • The banner on the desktop is shared with mobile, but make sure it looks good in both situations.

Why LinkedIn is Relevant

Each LinkedIn profile is a micro webpage for all employees in an organization. The goal is to get buyers to raise their hand and reach out. You may not prospect but your buyers will search for you. Don’t leave money on the table!

Permission Based Selling

 

  • Warm up people buy connecting on LinkedIn
  • Always provide value
  • If you set up a call to share insights, add value. Don’t sell them.
  • The first call don’t pitch
  • Qualify them on the call, to see if you can provide killer insights
  • Close is to recap the value you gave them. Tell them you some more insights, ask permission to share (may need another call). Now you’re getting them ready for the pitch

 

 Take Action Advice

When asked what you can do to take action this week, Brynne was quick to answer:

  1. Don’t be afraid to play with the new LinkedIn. You won’t break it.
  2. Build a playbook for want you want to do with your profile before starting to update.

How To Find Brynne Tillman

Brynne mentioned two articles she authored in LinkedIn Pulse regarding the new LinkedIn User Interface:

Social Selling Episodes

 

 

 

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Referrals – The Master Key To Winning Sales with John Spence #127

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John Spence Referral ExpertReferrals – The Master Key To Winning Sales

People trust their friends for advice they don’t trust strangers, especially those of us in sales. If they have a friend who is happy with your company, they are much more likely to consider you as a vendor. so If you can get your customers to recommend your business, their friends are much more likely to become loyal clients too. Way too often, sellers fail to leverage these relationships. In this episode we learn that one of the master keys to winning sales, referrals.

Today’s guest is John Spence. John is recognized business thought leaders, international keynote speaker and management consultant. John has written five books on business and life success and he currently has a fascination with the topic of referrals, the master key to winning sales.

5 Keys To Referrals

Key 1 – Make sure your product or service is remarkable and reliably provides Value Differention. This includes you as a salesperson. You must be remarkable.

Key 2 – Study master sellers and do what they do.

Key 3 – Know your KNL – Knowledge, Network, and Love

  • Know your products and services
  • Who do you know and can help you
  • Be loved by your clients

Key 4 – At the end of the day answer three questions:

  • What did I learn today
  • Who did I meet today
  • Did I live my values

Key 5 – Build a Sales Process e.g. , Know our Ideal Client and market to them until they know you. Ensure they like you as a good person, and the trust you as a credible seller. Then make it easy to try you, buy you, repeat buy and then referrals to others.

Take Action Today

Read more and study your craft. Read one book every other month.  6 a year and your in the top 10%.

How To Find John Spence

Website:    johnspence.com

Email:    john @ Johnspence.com

Free Sales Babble Gift:   johnspence.com/salesbabble

 

Lead Generation Strategies

Learn how to generate leads in other epiodes:

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Looking for Leads with Social Media, an interview with Brian Basilico #34

Brian Basilico Sales Babble

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Brian Basilico

Today we meet Brian Basilico,  the author of It’s Not About You, It’s about Bacon, Relationship Marketing in a Social Media World. Brian talks about the various social media outlets and how each has it’s own DNA. We discuss which venues  make the most sense for finding leads in your industry.  Secondly he speaks about how lead generation is all about building relationships.

Brian is  a best selling author, and speaker on the topics of Social Networking, Relationship Marketing, and Internet Marketing for Business.

I’ve seen Brian speak a number of times and I’m very excited he’s found a moment to visit us here on Sales Babble.

Right Click Here To Download Podcast

In This Episode, Lead Generation

There are two ways to  build credibility

  • Under promise and over deliver
  • Recommendations and testimonials

Every person and business has it’s own DNA

  • If you’re in the consumer good business, Facebook could be your go to social media site.
  • If you’re a B2B, LinkedIN is a place.
  • Wedding fashion food,   Pinterest!

Ask yourself the question, where does your ideal client hangout?

Brian recommends that you segment your email:

  • Emails from clients who want to buy something
  • Nice to know emails…. people sending  information  about events and news
  • And then the rest, random arrivals from strangers. These are distractions

Resources for Social Media Marketing

This is Brian’s website  b2b-IM.com   B2B Interactive Marketing 

Brian has a new podcast called My Marketing Magnet  It was just launched November 1, 2014!

Learn More

But don’t go away quite yet!

If you haven’t done so already, click here to download 20 Secrets for Selling Success

and click here to leave a review for me on iTunes.

 

 

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

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Patrick McFaddinToday 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.

Sign Up Today

Sign up today for Selling with Confidence.    Build your selling skills and invest in your profession by clicking here.

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Crossing the Chasm an Interview with author Geoffrey Moore

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Geoffrey-Moore-PhotoEver wondered why  the Segway scooter  never took off?   Or QR Codes ? Have you ever wondered why the iPad became hot while the Zune Player died a lonely life? Do you look at  Google Glass and wonder “huh….is that the future”?

If  you’ve ever pondered the question why  some technologies stick,  and others fade,  it would be useful if you had a frame of mind to better understand what works and what doesn’t.  If you’re a sales professional in high tech,  you NEED a way of ensuring your stuff becomes popular and not the next  WebTV.

Today Geoffrey Moore is going to  answer these questions. Geoffrey is the author of the book “Crossing the Chasm” and today we’ll talk about how to market and sell disruptive products to mainstream customers.

Go to www.salesbabble.com/contest   Enter your name and address to  be entered in the contest!

In This Sales Episode

In this episode we discuss the following:

  • Everybody is at different spot on the Adoption curve, it’s not a moral statement!
  • Some people are early adopters for technologies, and late adopters for other. It depends.
  • Understand the stakeholders in your deals. Not everyone agrees on where the organization stands on the adoption curve.
  • Ask the question,  “Where are they on the curve when it  comes to your technology?”
    • Are they early adopters?
    • Laggards
    • Pragmatists?

Right-click here to download the MP3

 Items of Interest

Geoffrey Moore’s website is here    There is a wealth of information available here

The book Crossing the Chasm can be found here.   This is the third addition with all new examples using contemporary technologies.

Contest

Again, would you like to win a copy of Crossing the Chasm?

Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by September 22nd  2014 to  place your name in a raffle  to be  announced on Tuesday September 23rd. This is a great book that any seller in technology must own.

Click here  to enter the contest!

Got a Question on Sales?

If so ask me!  Go here to  leave an audio message.   Or click here to type a message.

I’ll review your cold calling script! Leave a question and I’ll respond!

 

I really appreciate your support and sharing what we do with friends and colleagues.   If you would like to share the love  on Twitter, click here.

To learn more about Sales Babble and how we can teach you a selling style that fits your personality start here.

 

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SB020 – Down to Earth Sales, an interview with Diana Schneidman

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DianaSchniedman_whitebackground-001Last month I read a fantastic book titled Real Skills, Real Income. It’s written for people looking to start their own business, especially freelance and consulting services. The book teaches how to get your first client in 30 days. In this episode Diana Schneidman shares her insights on sales and business.

Want to receive a free copy of Diana’s new book Real Skills Real Income, A proven marketing system to land well-paid freelance and consulting work in 30 days or less?  Click the link below now!

Go to www.salesbabble.com/contest

In This Sales Episode

We talk about

  • Cold Calling
  • Freelancing and Consulting
  • Copywriting
  • How women can be successful in modern sales

Right-click here to download the MP3

Items of Interest

Diana’s blog, Stand Up 8 Times, can be found here.

Again if you want to receive copy of Diana’s new book go to www.salesbabble.com/contest
fill in your name and I’ll forward the information to Diana.

Breakthrough in Sales

Listen to Diana’s advice on cold calling. She said two things, first she does her cold calls first thing  in the morning. And she may call  an existing client to get herself in a good mood.

Second she doesn’t view cold calling as cold at all. She’s calling to warmly offer her help. She also shared that over time she finds the calls easier than real work! How funny is that.

Why don’t try this for a week? Get your list together for tomorrow morning. Make your calls. Repeat for 5 days.

Housekeeping

I’m going to stick to publishing on Tuesdays. So expect a new podcast every Tuesday, most likely late mornings on Central time.

This weekend, August 15-17th, I’ll be attending the very first Podcast Movement conference in Dallas Texas. My goal is to raise the quality of these podcasts and to make great connections. If you’re attending let’s connect!

Thanks for stopping by and spending a moment here at Sales Babble.
I really appreciate your support and sharing what we do with others. If you would like to share the love AND you’re on Twitter, click here.

Been wondering what Sales Babble is all about? Start here.

We can teach you a selling style that fits your personality and works!