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

Neil Kristianson Automated Email

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

 

 

How to Network and Get Referrals with Victor Clarke #94

Victor Clarke Sales and Marketing

Victor Clarke

How to Network and Get Referrals with  Victor Clarke

In this episode we meet Victor Clarke of Be Better Do More. Victor share’s his experience on how to network and get referrals for your business.  According to Victor, he helps clients market their marketing!  He does this by using print, mail, promos, design, websites, etc.    Also, he does this by bringing client ideas  to life with an emphasis on high ROI.

Challenge of Sales

The single most challenging thing in sales is convincing  clients that they must change their marketing thinking from analog (i.e print, direct mail, TV, radio, etc.) to digital (i.e websites, email, blogging, content marketing, etc.)  This is a difficult paradigm shift for many established businesses.  It’s the responsibility of the the seller to help clients make the right choice.

Networking to Get Referrals  

You need to be able to laugh at yourself, and learn from things that happen.   Secondly, you need to  roll on to the next prospect or appointment, let go of failure and move on. 

Also, never get too high or too low recommend Victor.  Never accept all the credit for the sale, but take the responsibility for a lost sale, learn from it, and move on.   

Victor believes you should never push products or services on a customer if they don’t need it. Again it’s the responsibility of the the seller to help clients make the right choice versus winning a deal.

Victor Clarke’s Biography

Owner of Clarke, Inc. for 20 years evolving it from a print shop to an inbound and outbound marketing firm. In my free time I am a high school football and lacrosse official, and the bass player in the Barleydogs rock and roll cover band.

Website: www.bebetterdomore.com

Twitter: https://twitter.com/clarke_inc

Facebook: https://www.facebook.com/ClarkeMarketing/

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

Free eBook Victor Clarke

Free eBook  “How to Choose a Marketing Services Provider”

Find More Sales Resources and Advice

Go  here to find  Sales Babble resources:

  • How to prospect for new clients
  • How to qualify clients
  • How to ask great questions
  • How to give a presentation the persuades
  • How to close a deal
  • How to stay organized
  • How to overcome your fear of sales

Go here for free advice from our Sales Babble guests!

How To Generate Trade Show Leads with Jason Tenzer #49

Jason Tezner, Sales Expert working Trade Shows

Jason Tezner Trade Show ExpertTrade Show Leads for MoreGolfToday.com

In this episode we interview Jason Tenzer,  President of MoreGolfToday, a daily deal golf program.  Jason loves to generate leads at trade shows. Today he  let’s us in on the approach he uses to ensure his trade show experience is effective in collecting qualified leads.

I know I know you could care less about golfing but humor me for a moment and let’s walk over to his booth in the G aisle.  Let’s listen to Jason’s staff on the trade show floor.

Trade Show Pitch

Jason believes in explaining the benefits of your product in only a few words.

He is a strong advocate of the KISS method, Keep It Simple Stupid. This requires you to listen to the responses and learn the answers commonly shared. By doing this you will get insights into your ideal clients.

Before his pitch, Jason holds out a set of golf tees. He then hands them to people as they walked by and says….. “Would you like some free golf tees” and then sees what direction the conversation travels. Invariably he would quickly shares it’s the “GroupOn’ for golf.

Trade Show Booth Setup

He has a simple  banner in the back of the booth with the following copy:

Save up to 75%  on golf

More golf less cash

Jason Tezner Trade Show and Sales Expert

In the front is an Easel.  It contains a sign with a give away (they had a raffle).

He and his staff carry a clip board and sets of golf  tees.

Jason believes it’s not about the booth. It’s about the message.

The golf tees stimulate a conversation. There was no catch for taking them, other than give him  15 seconds of their time.

Trade shows are a great way of generating leads. Plus it’s a great way to connect with prospective clients and tune your pitch. When you speak to attendees be quick.  The benefits and value  of your product must be crystal clear,  stated crisply and concisely.

How To Connect With Jason Tezner

You can connect with Jason here.

Jason offered a free golf discount!  Listen to the podcast for the discount code.   The discount is good till March 31st. 2015.

Sales Training

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 

This is not a time to be shy. You too can start Selling With Confidence today!

Click here to learn more about Selling With Confidence.