Category: networking tips

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7 Habits of Highly Successful LinkedIn Users with Dennis Brown

Dennis Brown on LinkedIn

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Dennis Brown on LinkedIn7 Habits of Highly Successful LinkedIn Users with Dennis Brown

In this episode we meet the author of The  7 Habits of Highly Successful LinkedIn Users, Dennis Brown. Dennis shares his system for generating leads and helping sellers attain their business goals.

Dennis honed his LinkedIn skills at a logistics freight management company he started in 2003. Once he found a 6 figure client using LinkedIn,  he was sold that this was a great way to find new clients.

LinkedIn is best suited for B2B (business to business) lead generation.

The LinkedIn System

  1. Connect to all your customers on LinkedIn
  2. Connect with all your friends and colleagues on LinkedIn
  3. Look at people connected to friends and clients in your target market
  4. Ask them to introduce you to other connections

Network with LinkedIn Referral Sources

  • Use the advanced search of LinkedIn to find common people or groups
  • If in the same group send an InMail introducing yourself
  • Possible script to create a common bond e.g. the group, common friends, common geography, background, alumni, or skills.  Tell them it makes sense for us to connect
  • Do not give them a pitch!
  • Finish the message with “I thought it would be interesting to connect”
  • 50-80% of the people will accept your connection request
  • Any follow up is no longer a cold call

Advice….

Don’t treat your profile like it’s a resume. Update your profile to reflect your business before connecting with others.

Dennis Brown on LinkedIn and Website

This is his website  www.LinkedAcademy.com

LInkedIn   https://www.linkedin.com/in/askdennisbrown

Free eBook…. text Dennis 63975 with the word “ebook”.

20 Secrets For Sales Success 

Instantly Download “The 20 Secrets For Sales Success” and stop your fear of sales in it’s tracks.  Learn how you can skyrocket your confidence today.

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Small Business Sales Techniques an interview with Kent Zaretzke #75

Kent Zaretske

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Kent ZaretskeSmall Business Sales Techniques

Today we travel to the  shores of Lake Winnebago in Neenah Wisconsin to  meet Kent  Zaretzke who owns a Mr. Sandless floor refinishing business.  Kent  is  a classic small  business owner who uses sales to grow revenue. In this episode Kent shares  how he first  connects with prospective clients at networking meetings, how he follows up,  and closes new business. For Kent the trick is to build trust and never ever be pushy!

Kent tells us all his selling secrets. No matter what you sell, you will find value in these small business sales techniques.

Networking Event Advice

  • So what do you do?  “We refinish wood floors, but we do it in a unique way”. 
  • Kent is not pushy, he only wants qualified prospects
  • If they are qualified he will say “Here is my card, you can call me. Would you mind if I call you in a couple days if I haven’t heard from you?”
  • Kent believes in building trust.  Never pushy or salesy.
  • If they don’t answer he will call twice. He will leave a voice message.   “Hey Joe this Kent from Mr. Sandless we’re Floor Refinishing , and I talked to Susy at the networking event. She gave me your number and mentioned you were looking to have your floors refinished, I just wanted to give you a quick call, I hope she told you this!  If not I’d like to talk a little bit about your floors and see what I can do for you, explain a little bit about our process, because it’s a unique process and I think it might be a good fit for you.  If you could just give me a call back my number is 920-558-9663.”
  • Typically a purchase is around $1K.   He understands it’s big decision for many families. He is patient.
  • He offers to give a free estimate. On the estimate sheet he shows the problem issues. He is very clear what non-sanding will do and what it won’t do.
  • To close the deal  he asks the prospect when they are thinking of making a decision…. if it’s soon, he will ask if they can put it on the calendar right now.

Links to  Learn More  About Kent

Do you live in Wisconsin? Have some wood floors that need TLC?  If so connect with Kent and ask for an estimate:

Selling With Confidence

But before we get started I want you to know  this episode is brought to you by Selling With Confidence, the online self-paced sales course that teaches you how be yourself, add value and make sales. Start selling with confidence today.

Sales Babble Mini Course

Also mentioned in this episode the Pitch Your Business Mini Course.  Learn how to give a sales pitch in ONLY 10 minutes. Stop the fear of sales in it’s tracks!

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How To Kickstart Your Networking in Sales with Evie Burke #56

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Networking is great way to generate leads and our guest Evie Burke coaches us how to enter a room, make connections and not  what she calls “freak out”.

Evie Burke is a coach and expert on the pleasures and pitfalls of networking. She says in her bio she went to at least one networking group a week for almost two years and learned a thing or two along the way. Through her Keep-in-Touch Kickstart program, she teaches entrepreneurs how to naturally network, build relationships and generate more clients with ease.
In this episode we talk about how generate leads, follow up, get an appointment, and keep in touch.

Networking in Sales Kick-start Process

Evie mentioned a favorite quote:  “You need to meet new people to generate new old friends.”

  • Find the “pain” of your idea client. Interview past clients or look at your former self.
  • Explain how you address the pain that matters to your audience
  • Create a 30 second pitch. “I help” these kinds of people who see these “results”.
  • Go to places your ideal clients hangs out.

How to Find Evie Burke

You can find Evie on the Internet!

This is her free  gift to listeners. 

Easy Networking Conversation Tool
“3 Steps to More Productive Networking Conversations” by Evie Burke

Sales Training

I’ve  launched the new Selling With Confidence Academy, a self-paced course that teaches you how to be yourself, add value and make sales.

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 the new  Selling With Confidence Academy today!

Click here to learn more about Selling With Confidence.

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Pleasantly Persistent Sales With Thomas Ellis #15

Thomas Ellis Portrait

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Thomas Ellis PortraitPleasantly Persistent Sales with Thomas Ellis

In this episode we  interview  Thomas Ellis,  a  business sales trainer and coach. Thomas shares his views on “pleasantly persistent sales” .   He believes tenacity and persistence are a must to close  sales, while at  the time sellers must be both patient and pleasant.

Right-click here to download the MP3

In This Episode Pleasantly Persistent Sales

… we talk about pleasantly persistent sales:

  • To focus on creating conversations, and not selling when networking
  • Tactics for starting a conversation when networking
  • How follow-up is the secret sauce
  • Pleasantly Persistent Sales – what it is and how to use it.
  • Meetings are called “chats” or “conversations”
  • How it’s critical to uncover the truly important problems during the conversation
  • Propose solutions you are certain address their most important needs
  • Tell stories of past successes to build credibility
  • Becoming  a Rolodex for your clients

In the interview Thomas said …..

“If you master the basics of sales, you will be wildly successful. “

Items of Interest

….. we  mentioned  the following pleasantly persistent sales resources:

Breakthrough

Next time you’re at a networking event strike up a conversation with a stranger by commenting on the venue and then ask them why they’re attending. Challenge yourself to see how long you can keep the conversation going WITHOUT talking about yourself.   Over time they may self identify as a prospective customer.  Fi that happens you should say ” we should continue this conversation later”, exchange business cards and follow up in three days.  That’s prospecting!

Click here to subscribe to SalesBabble.com

Enter The Contest

Win a copy Thomas’s book “How to Close More Sales Today,Tomorrow, and Forever “

Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by July 7th  2014 to  place your name in a raffle  to be  announced on Tuesday July 8th. This is a great book and that discusses the fundamental of sales.

Click here  to enter the contest!

If you recall two weeks ago we kicked off a  contest for Bob Rickert’s book Profit Heroes.  and today I’d like to announce that  Ginger Booth of Connecticut is the winner.  Congratulations!

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

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