Category: Marketing and Lead Generation

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The Orange Squad with Dean Petrulakis #351

dean-petrulakis orange squad

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The Orange Squad with Dean Petrulakis #351

BREAKING NEWS: Announcing the Orange Squad!

In response to the pandemic,  guest Dean Petrulakis  has created a collective of “Creatives” called the Orange Squad. His goal is to nurture a network of like minded individuals that will collaborate on work, projects and personal growth.  To my (Pat Helmers) good fortune I’ve been honored to become a member thanks to  Michelle Kelly. Today, December 15, 2020,  the Orange Squad is officially launched to the public.

dean-petrulakis orange squadIn this episode, founder Dean and I talk about the formation, structure and aims of the Orange Squad. We talk about the nature of creativity and the power of networking. Given the diverse membership of the Orange Squad, it’s unclear the exact course it will take. But Dean is certain, given the nature of creativity, the squad will serve the world with generosity and a smile.

But….. what’s this got to do with sales?

Lots.

Dean is the Senior Vice President of Sales at LCP . We discuss how prospects buy on their own terms and how sellers must respect that process. We talk about relationship building and nurturing clients for more business. Most importantly, we emphasize the necessity for sellers to be creative in their relationships since it’s the foundation of selling success.

What’s a Creative?

What is a creative?  That term is under dispute but to make it simple, it’s any professional who uses creativity to push the bounds of their art. In the case of the Orange Squad  e.g marketing, writing, graphics, podcasting, event planning, health trainer, etc…   Creatives are collaborative and work for results beyond monetary wealth. They believe if you do what you love, the money will follow.

The Orange Squad of Creatives

Dean shared some of the plans to bring positive change to the world:

    • Website with insightful blog posts on the process of creativity.
    • Jam Session webinars that delve deep into the rabbit hole of creativity.
    • Podcast that facilitates, asks and answers insightful questions about the nature of creativity.

At first glance, the Orange Squad may look like a marketing agency. But that’s not the purpose of the collective. We believe in the power of networking and admit business may come from these relationships.  However business is not the ends, only the means. According to the website:

Your imagination inspires the rest of us. No joke. You are creative beyond belief. Ideas light the way for your workmates and family and friends. As your creative self grows, so does your career. ExpoNENtially. Our best self is oftentimes found in the embers of our creative fire. We feel the future and it is BRIGHT.

The Orange Squad is your community to explore, excite and accelerate creativity.

Take Action Orange Squad Advice

Dean shared three points sellers can  take action in their professional careers:

    1. Genuinely invest in your existing clients. Generously give your time, advice and all  you can do to help their success.
    2. Be careful if money is your guiding light. When you take a transactional view of business, business will vanish.
    3. Invest in process and develop trust. Play the long game knowing you will get what you give.

How To Find Dean Petrulakis

This Dean on LinkedIn

This is the Orange Squad

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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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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How Personalized Prospecting Generates More Leads with Ankesh Kumar #324

Sharetivity

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How Personalized Prospecting Generates More Leads with Ankesh Kumar #324

Ankesh Kumar is a serial entrepreneur who has taken 2 companies from zero to $20m, raised over $50 million in venture funding and sold patents to Google. He was born in India, raised in London and now lives in Palo Alto with his wife and 2 daughters. In this episode Ankesh explains how personalized prospecting can be used to generate highly qualified leads and set appointments using his Sharetivity tool.

The Prospecting Challenge

It’s difficult to stand out from all the noise on the internet. Prospects are flooded with pitches for all kinds of products and services. This is where sales people  get it wrong. Sellers need to standout  which requires them to better understand buyers.

Sellers who take the time to look at buyers social media footprint and craft their message to help it stand out get it right. When you look at LinkedIn, Twitter, YouTube, the company website and Facebook you can discover the whole person. It can take a long time to do this by hand, Productive sellers can prospect 20 leads a day with this process doing it by hand. Unfortunately, it’s a  time consuming process to find an icebreaker. It’s a challenge despite the fact that personalized outreach converts significantly higher than canned emails.

Personalized Prospecting Solutions

Sharetivity is launching an  outbound personalized prospecting service. With one click you get the social footprint of your prospect. This footprint accelerates personalized outreach.
Sharetivity is a chrome extension in the Chrome store. Click a button and it does a
    • Google search
    • Find the Twitter account
    • Personal LinkedIn post
    • The company LinkedIn account
    • Company website

This creates the possibility for personalized messages with context ;   a recommendation they shared or the college they attended. Templates can be built into the system, but they are all personalized. Creates an opportunity to create playbooks for new SDRs.

How To Find Ankesh Kumar and Get Sharetivity

You can find Ankesh here :   https://www.linkedin.com/in/ankeshkumar/

This is Sharetivity

    • https://sharetivity.com/
    • https://twitter.com/sharetivity
    • https://www.linkedin.com/company/sharetivity/?viewAsMember=true

To get Sharetivity click here

    • https://bit.ly/Sharetivity

…. then send an email mentioning “Sales Babble” to ankesh @ sharetivity.com

Thank Our Sponsor Sharetivity

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.

Start Your B2B Podcast with 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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Top 10 Sales and Marketing Books for 2020 with Michele Kelley #308

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Top 10 Sales and Marketing Books for 2020 with Michele Kelley #308

Sales and marketing is often about setting goals and putting in the long hours and hard work to achieve them. Regardless of what type of business you work for (or own),  it’s likely that “selling more” is tip-top on your yearly goals.  This aspiration requires staying up to date on new techniques, honing strategies, and being in touch with the latest industry news. In this episode,  returning guest Michele Kelly and I share the top 10 books sales and marketing books you should read this year. This reading list can have a significant impact on your success. Let’s get reading today!

Michele’s Books:

Pat’s Books:

How To Find Michele Kelly

This is Michele and Roderick’s company K&L Story Tellers

LinkedIn – linkedin.com/in/michelekellystorylove

On Twitter @mkellywriter

Thank Our Sponsor Sales Nexus

Sales Nexus tip for this week – Follow a Diagnostic Process, Not a Sales Process

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

Past Episodes Top 10 Sales and Marketing Books

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 To Find Great Leads at Conferences with Megan Powers #302

Megan Powers Sales Babble

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How To Find Great Leads at Conferences with Megan Powers #302

Megan Powers Sales BabbleIn this episode Megan Powers and I talk about how to find great leads at conferences and trade shows. These events are a unique networking situation. Megan shares how she prepares for conferences to meet an attendee. We talk about preparation, how to target, the intent of all your “in-person” introductions and lastly, how to follow up after meeting.

What To Do When You Attend a Conference

Before you travel to your conference or trade show be prepared. Have a process like the one below to find great leads at conferences.  Keep in mind you’re playing the long game.

      1. Download the attendee list. Look for prospects.
      2. Build a hit list.
      3. Email the hit list before hand “Hi I see that you’re going to attend the XYZ conference. Could we meet for coffee?”
      4. At the conference follow up and meet for coffee.
      5. Don’t make a pitch!  Don’t sell. Exchange business cards and try to get to know them.  You will follow up after the show.
      6. Understand that sales is a long game. Take your time to build trust.
      7. The trick is  find leads at conferences and trade shows for each every event. Don’t just show up for goodwill. Aggressively use the opportunity to grow your funnel.

When You Return From The Conference

Create a drip campaign with all the people you met at the event.

      1. Send a handwritten note.
      2. Wait a week, connect on LinkedIn.
      3. Send an email when they accept your connection request.
      4. Wait a week, set up a phone call either via email on on LinkedIn INmail.

Now you’ve warmed them up for your pitch if….. you’ve found they are qualified. If they’re not, still keep in touch. Things can change in 6 months.

RFP Thoughts

In some situations you can’t get around responding to an RFP.  Megan advices asking follow up questions before responding. Take the answers that you get and integrate them into your response. By reaching out to the buyer, it shows your interest and they will appreciate that.

How To Work A Trade Show Booth

The biggest mistake exhibitors make at  a trade show is failing to follow up. It only happens 60% of the time according to Megan’s research study. Create a process (see above) and execute for your next conference.

How To Find Megan Powers to Find Great Leads at Conferences

For further info on how to find leads at conferences and trade shows find Megan here:

Podcasts:

Thank Our Sponsor Sales Nexus

Sales Nexus tip for this week – Know Your Ideal Customer

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

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 here and learn how you can start selling with confidence today.

Babble Me

Maybe you’d like to share your musings on the podcast? If so “babble me” an email here, or if you can’t wait chat Pat now. Or leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 


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Business and Marketing Strategies That Work with Jason Van Orden #290

Jason Van Orden Sales Babble

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Business and Marketing Strategies That Work with Jason Van Orden #290

Jason Van Orden Sales BabbleIn this episode we meet digital marketing expert Jason Van Orden. Jason is the  author and former host of the Internet Business Mastery podcast. Jason’s podcast and marketing course shaped Sales Babble in its early years.  Jason and I babble  about business and marketing strategies. Next we discuss  the sales process and how to find the perfect audience for your products and services. Lastly, we discuss how marketing has changed in the last six years and what you can do to stand out from the crowd.

Top 3 Strategy Questions

Ask yourself the following questions regarding your market:

    1. Who are you serving ? Who do you want to benefit from your expertise? If you’re unclear about that, you’re marketing and sales campaign will fall flat.
    2. What is the outcome your customers want? What are the results that matter to them?  You should focus on the needs, outcomes and aspirations. Don’t get overly fixated on the solution. This is a common mistake. Instead define messaging in terms of outcomes. When speaking about outcomes, the solution will naturally come up during conversation.
    3. What is the the conversation they’re are already having in their mind? Speak in this context since they are already open for a solution.

Marketing is harder due to the fact the noise level has gone up. Listen don’t talk. Don’t make any assumptions.  Have true conversations everywhere you go: conferences, network meetings, zoom calls and coffee meetups. Interview  about challenges and ask about stories and experience.

Not Leading the Witness

Don’t do this and say “I have this idea and I want to know what you think….”    People will tell you what you want to hear.  Instead search for an unmet need and then see i you’re a fit. Use their own words and language to market and sell to them.

When you use their words they will say “Wow it’s like you’re reading my mind!”   Instead of telling,  have empathy and walk in their shoes. Jason mentioned the book the Mom Test by Rob Fitzpatrick, How to talk to customers & learn if your business is a good idea when everyone is lying to you.

How To Find Jason Van Orden

You can find Jason here at https://jasonvanorden.com and you can find him on social media:

Selling With Confidence Online Sales Class

Learn How To Start Selling With Confidence

Sales and Marketing Alignment

Here are other episodes that delve into business and marketing strategies from the past. Listen now!

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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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How To Be a Buyer Painkiller with Guillaume Moubeche #279

Guillaume Moubeche Sales Babble

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How To Be a Buyer Painkiller with Guillaume Moubeche #279

Guillaume Moubeche Sales BabbleToday’s guest is Guillaume Moubeche, and oh by the way thank you for listening to the Sales babble podcast, builder of the lemlist email outreach tool. Lemlist is based on dynamic personalization (text, images, videos, landing pages). It  helps businesses get more replies to cold emails, and makes their sales process  more contextual and human. In this episode Guillaume and I babble about the selling process and how it intersects with marketing.  We chat about the power of having an Ideal Client profile and ways it  can be used to automate the discovery of qualified leads. If you do it right, you can become a buyer painkiller that turns prospects into customers.

Marketing and Sales Intersection

Marketing is OK, but it’s sales that pays the bills. Quite a statement from our guest!   He believes the world is getting more digital but it’s important to keep in mind that people buy from people not companies. From sales, you can learn about your customers, then use that knowledge to build marketing campaigns. Your value will then become a buyer painkiller. Let’s first identify the ideal client.

Ideal Customer Profile

It’s essential to build an  Ideal Customer Profile.   First start by talking to people and better  understand their pains, needs, and what holds them back.  Next use their answers to design your marketing campaign. In our babble, Guillaume shared his five step process:

  1. Educate Customers – they have a rough idea on what they want, but not how to reach their goals.  Educate them with examples and how they can achieve their goals, step by step.
  2. Listen – the more you listen,  the better you understand. Repeat back the question to prove you were listening.  This builds trust.
  3. Feel their Pain – if you emphasize the pain, they are more open to accepting your solution. You become a “buyer painkiller”!  Don’t forget to address desire. Find the balance of selling desire and pain.
  4. Connecting on the Personal Level – Social selling on LinkedIn works really great, Facebook too. Understand the buying process and how it’s built on trust.  Social selling creates friends. People buy from friends.
  5. Value Beyond Product –  stay away from being feature oriented. Instead focus on desire and the value it will bring to the customer.  Focus on the Return on Investment (ROI).

How To Find Guillaume Moubeche

Lemlist is a new startup in Paris.   They state:

“Never rewrite the same email ever again. With lemlist you can automate and personalize your emails in just a few clicks.”

To thank our Sales Babble listeners, you can extend the trial by reaching out and mention “Sales Babble“. at lemlist.com

If you want to chat with Guillaume, this is his profile on LinkedIn linkedin.com/in/guillaumemoubeche

Sales and Marketing Alignment

Listen to past episodes on sales and marketing alignment!

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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: