Category: selling innovations

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Sales Babble Special Announcement: A New Beginning

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Sales Babble Special Announcement: A New Beginning #396

Sales Babble Special Announcement!    Starting with this episode, Sales Babble will be taking a new course when babbling about sales. After nearly 350 interviews I’ve decided to take a pause on the conversation and instead take action on a book I’ve been wanting to write regarding sales.

Nobody has ever approached the subject of selling in this manner. It’s new, authentic and diverges from the traditional podcast format.

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  Ongoing episodes will use a new podcast shortened format for this new beginning. I’m excited to hear what the listeners think.

This Chapter is called “Listening: 

“The Master Seller listens before talking 
Sells without effort 
Sharing without preaching 
Explaining without judging 
Demonstrating without closing. 
Never assuming the sale, 
the Master never loses one. “

Now the story, the next sales babble

Chris scheduled the sales presentation and then whooped for joy in the office. 
Chris had fully qualified the prospect and knew they would buy.  There was zero doubt! 

“One second” said Pat after being startled by the joyful shout. 
“Let’s not count our chickens until they’re hatched. 
There are many reasons the prospect won’t be ready to buy. 
Take your time and don’t assume it’s a done deal. 

Share what we do, how we help  and don’t forget to fully ask 
why they have agreed to meet with you. 
Listen .   Listen with intent to their answers 
If you do that you will know how you can help 
And you will know what to do.”

 

How To Find The Tao Te Ching of Sales

To get a sense of what this Sales Babble new beginning might look like check out the following links:

  • This is the link to the blog; https://taotechingofsales.com/
  • This is the Tao Te Ching translated to English

 

 

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

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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Buyer Centered Selling with Tom Williams #384

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Buyer Centered Selling with Tom Williams #384

Who’s the got the money?  Who’s got the pain, the problem or the aching desire to be fulfilled? In short, it’s the buyer. Yet in the industry of sales, the focus is always on what the “sellers” should be doing, how the seller should act, how the seller needs to be resilient and tough and tenacious and have a mindset that never gives up.  But today’s guest, Tom Williams has a different take on this. He believes that we should adopt Buyer Centered Selling and start to focus our energies on how buyers buy versus how sellers sell. He believes we should let the buyers take control of the sale, to follow their lead and mitigate the risk of choosing something new. Our greatest competitor is the status quo. By taking Tom’s approach we can find solutions that are a win for both the seller AND the buyer.

Dump your sales process and adopt a buyer centered process.

Buyer-Centered Selling

Buyer-Centered Selling provides sellers strategies and tactics that help the buyer address eleven dilemmas likely to slow and obstruct the buying process. Tom shares that buying and selling are inextricably connected in their focus on helping the customer buy.

Without the collaborative efforts of both seller and buyer, many buying processes are doomed by lethargy, fear and eroding internal support from the buying community. By focusing too much on the seller, it leads to bad behaviors in hopes of “closing a deal” vs solving a buyer centric problem.

Take Action Advice

There is risk in any buying decision. It’s the sellers responsibility to uncover those factors and craft solutions that address all concerns. If you can do that, you can close deals.

How To Find Tom Williams

Tom’s book, Buyer Centered Selling is available on Amazon https://amzn.to/2kq7xwc and  https://amzn.to/2LJ057j and in bookstores worldwide  

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

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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Friction Free Influencing with Harry Mills #367

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Friction Free Influencing with Harry Mills #367

Many years ago Harry Mill’s  Rainmaker Toolkit book influenced  Pat to become the sales manager he is today. In this episode Harry gives listeners an update on the need for friction free influencing given the power shift from the seller to the buyer. With compassionate curiosity, sellers should aspire to get buyers into a state of self persuasion.

Friction Filled Selling

The Internet flipped the power to the buyer. In the past sellers never had control of the buying. The buyer has always been in control. Two ways to sell:

    1. Direct persuasion – trying to convince someone to buy with your reasons
    2. Self persuasion – help people persuade themselves

Friction free influencing is when you let the seller take control of the purchase. This should be the goal of every seller. Make it as easy as possible for the buyer to talk themselves into the value the seller offers.

Compassionate Curiosity for Frictionless Selling

Compassionate Curiosity is a way to create fast trust  with strangers. Harry recommends: 

    • Switching statements into questions
    • Brainstorm with questions
    • Questions with simple choices build relationships

How To Find Harry Mills

Harry is offering workshops titled  Friction – Free Influencing : How to double your income by building fast enduring trust.

Connect with Harry on LinkedIn
or ahaadvantage.com  (Company Website)

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of interview-based 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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Selling Value and Not Solutions with Sara Larsen #358

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Selling Value and Not Solutions with Sara Larsen #358

In this episode we meet Sara Larsen, a tech sales professional from Stockholm who speaks with authority on how it’s the value, not the solution that catches the buyers eye. It is the responsibility of the seller to show how their product or solution fits in the context of the buyers business.  Showing the value is the surest path to generating applause at a demonstration.  When it comes to B2B sales and selling tech, Sara and Pat babble about the presentation process and the importance of selling value over tech solutions.

Technology of Selling Value

Take collaborative approach when presenting to a group. This provides  buyers with a strong sense they are controlling the conversation. In reality, it’s  the seller who has set the stage AND in control. They did this by enlarging their credibility to a level where the buyers trust what they hear  without needing to see a complete demo with their own eyes. This turns sales demos into a conversation about  value. The seller is selling value, not a canned solution.

Take Action

If you’re bored with what you’re selling, you  will never be successful. You must love the process, product and clients to truly excel. Find a product that touches your heart. Don’t be that seller who is working at the wrong company. Find a job that fits, today.

How To Find Sara Larsen

Sara is a strong proponent of video outreach, using technology that shares the whole person. If you connect with her, she will respond using Canned.me.     To connect with  Sara…..
Follow these links:
– Website – www.canned.me
– LinkedIn – https://www.linkedin.com/in/larsensara/

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 Selling Value

 

Headliner Audiograms

Check out this new tool I’ve been using called Headliner Cool stuff!

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 Sales Enablement is Not Another Buzzword – Garrett Schwartz #309

sales enablement

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How Sales Enablement is Not Another Buzzword – Garrett Schwartz #309

sales enablementIn this episode Garrett Schwartz and I chat about the details of Sales Enablement. This is not just another word in a long list of buzzwords. Sales Enablement adds process, content and workflow to accelerate the productivity of sales and marketing organizations.  Garrett has sales experience in a range of high-technology markets—from enterprise storage — to virtual machines and hypervisors — to thin clients—and now to Adobe Sign software.

Empowering Sales and Marketing Staff

Sales enablement systems are designed too  empower companies to elevate customer conversations and drive strategic growth. The goal is to create an integrated  platform that combines intelligent content management, training, contextual guidance, customer engagement, and actionable analytics.

Innovative organizations invest in these systems  to deliver a unified buying experience that increases revenue, customer satisfaction, and retention. These are not easy solutions to deploy. But organizations that take the plunge, see the benefits quickly.

How To Find Garrett Schwartz

You and find Garrett …

Website: https://acrobat.adobe.com/us/en/sign.html

LinkedIn: https://www.linkedin.com/in/garrettschwartz/

Thank Our Sponsor Sales Nexus

Sales Nexus tip for this week – Start Your Monday Morning with a Cup of Coffee and a Big Deal Report

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

Past Episodes on Sales Tools

Let’s keep the babble going!

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 Automate Follow Up with a CRM and Craig Klein #295

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How to Automate Follow Up with a CRM and Craig Klein #295

In this episode guest Craig Klein, president and CEO of Sales Nexus, discusses the challenge of lead follow up. Craig and Pat chat about the issues sellers and sales managers face nurturing leads. We then go into problem solving mode and discuss strategies and tactics that can be used to leverage the power of a CRM. The key is to automate follow up with a set and forget solution.

CRM Conundrum

The biggest failure in sales is follow up. On average sellers follow up twice when they need to follow up at least 8 times. What are some of the characteristics to automate follow up?

    • Lead nurture is a necessity for follow up. Automating the process demands having a CRM.
    • Use a drip campaign for the majority of leads who never get back to you.
    • Follow up emails should not  be salesy.   Instead they should share free advice similar to blog posts.
    • Simple little emails is the focus to automate Follow Up

KPIs Matter

We talked at length on what data to collect and when. The most important metrics are KPIs, Key Performance Indicators:

    • Every business is different. Don’t take the metrics out of the box, focus on data that make sense for you.
    • Number of  calls, number of new leads are a good place to start.
    • Focus on little details e.g seller collected 100 qualified  leads.  But ask the question,  is the target industry correct? Is the size of organization correct?

CRM Value to Manager and Seller

Configure the CRM in a way that adds value to both seller and sales manager. Make the CRM the source of all leads. Don’t forward the leads via email. The desire for new leads will keep sellers in the CRM. Inconsistency shows up when leads arrive all over the place. It’s a killer when you hope to automate follow up.

How To Find Craig Klein

Craig is easy to find on the internet!

Past Episodes on Sales Tools

Look up past episodes with advice on how to automate follow up and use tech to engage prospects.

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

Selling With Confidence Sales System

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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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

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Perfect LinkedIn Strategy with Brian Basilico #264

Brian Basilico Sales Babble

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Brian Basilico Sales Babble
Brian Basilico is a long time marketer, author, speaker and online  strategist who became interested in understanding the process of prospecting on LinkedIn.  After a year of experimentation with LinkedIn Navigator he found it doesn’t work. After a bit of research he came to learn about a series of tools that work with LinkedIn. Together he calls this the Perfect LinkedIn Strategy.

Three Prospecting Sales Tools

According to Brian, Nimble, Crystal and 366 give you direct access to your customers in the shortest amount of time. Collectively these tools capture data on your prospects and allow you to contact the person in the style they prefer.

Nimble CRM

Nimble is a CRM Gmail plugin that leverages and manages contacts stored in your Gmail.  We’ve discussed this in the past. Just last year Jon Ferrara was a guest on  Sales Babble .     $20/mo  for a subscription and it’s the foundation of Brian’s system. Similar to Saleforce, Insightly and Base, this CRM contains the lions share of your customer contact demographics.

366 Tool

366 is a tool that can best explained as a combination of LeadPages, Mailchimp, HootSuite, and email drip marketing campaigns (Similar to Active Campaign).   It can feed from Nimble, and build targeted emails campaigns based on tags. Tags are based on the Crystal profile (see below).   $50/mo for a subscription.

Crystal Tool

Crystal uses Linked and social media to create an instant DISC personality profile using AI.   Creepy and cool all at the same time.  It will recommend you on how to approach a sales call.  According to the company it’s 83% correct,  $29/mo for a subscription.

Evernote

This is a phone app that can scan business cards. Once scanned it sends out a welcome email.  Next it sends a LinkedIn request using Zapier push the information into Nimble.   $69/year for a subscription.

OPEN Prospect Stages

Brian mentioned the OPEN process he uses to walk prospects down a sales pipeline. OPEN is an acronym:
  • Oblivious – clearly not qualified
  • Pondering – interested in learning more
  • Engaged – plan on buying soon
  • Need – needs to buy now

Depending on the stage, you give the prospects different content (email drip campaign from 366) until they reach the need stage. Once they arrive at that state it’s time to call them. This requires three different levels of campaigns.

Social Media

According to Brian,  Social Media is a relationship building tool first, content delivery platform second and a sales too last.  Too often sellers focus on the latter vs the former.

10-10-10 Strategy

Spend 10 minutes/day or 10 people (new or existing) and 10 words. “Just wanted to say hi. How can I help you.?”

Do this daily and you will generate new opportunities. Slow and steady wins the race.

How To Find Brian Basilico

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Selling with FBA (Fulfillment by Amazon) with Louis Kreppert #262

Louis Kreppert Sales Babble

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Selling with FBA (Fulfillment by Amazon) with Louis Kreppert #262

Louis Kreppert Sales BabbleAre you looking to create extra income for yourself on a full or part time basis?   Do you have a small business selling products and you’d like to expand and sell across the country? Or, do you have a product idea you’d like to bring to market? I believe all sellers are secret entrepreneurs  fascinated with creating their own gig.  Selling them on Amazon may be the solution
for you in 2019. In this episode our guest Louis Kreppert visits the new Fox.Build podcast studio and  explains the nuts and bolts of the FBA Fulfillment by Amazon program.

In this episode we discuss how to sell on the number one e-commerce marketplace, Amazon. We’ll cover all the basics on selling physical products on their FBA, including cost and fees associated with it. Louis will share some  best practices for success and examples of successful products and others that have bombed. By the end of this chat you will be able to confidently know if this a platform for you and the steps necessary to get started.

FBA Way

Fulfilled by Amazon, is  a program where Amazon does all the storing, packing and shipping versus merchant fulfilled, where you hold all the inventory, do the packing and shipping.  FBA provides sellers the opportunity to only focus on marketing and selling.   Their only responsibility is finding customers and meeting their needs.

Elements of a Great Listing

There is one listing for every product. The best way to sell is to create your own listing and differentiate from the rest. Amazon drives prospects to look at  your listing.  Everything is searchable. SEO is key. The words are great but the pictures are what really matters. A great set of photos shows the benefits. The first photo must be shot on a white background. The rest of the photos can be anything else product related but it  should tell a story. Each photo should have 85% image, 15% words at the most.

The Title should sound human (not a babble of keywords). Then add 4 bullet points, 1-2 sentences long.

The ratings,  “1- 5” stars reviews, really matter. People want to see authentic reviews that  reflect reality. If there are no reviews, that’s a hurdle.

Compensation

You can make money as a full-time sellers (third part seller). It’s important to keep your costs down and add value (beyond some commodity). On average FBA takes 50% of your sale. It costs Amazon 25% for the fulfillment services, and keeps 25% for profit.

Example Product Stories

Win – Louis put a bundle together e.g. birthday party bundled set. Got good reviews and it started selling. Views started to snowball. He sells 10 day. Took 4 years to get this product right.

Bomb – Louis had a product that wasn’t unique. Unbundled hand warmers (successful for a while) then the competition found it. started competing then  drove the price to the ground.

Take Away

Take the Amazon university course or hire an  expert like Louis.

How To Find Louis Kreppert

Louis helps struggling businesses become successful through E-Commerce sales and marketing. In 2014 he started his own marketing company:

LK Sales and Marketing helps people focus on selling products on
Amazon and other e-commerce platforms.

Contact Louis in LinkedIn    or you can reach him here:   Louis@lksalesandmarketing.com

Sales Tools

Here are other sales tool you can add to your tool box. Listen today!