A great Lead generation tool is LinkedIn but so often when people want to connect with new prospects on LinkedIn, they send the standard request “I’d like to connect with you on linkedIn.”
Prospecting Emails must create curiosity and interest
The prospect has not got the faintest idea “why”, so I recommend you make it more personal and give a reason to create curiosity and interest with the prospect. Just writing the above requires the prospect to look up who you are and take time out from their busy day. Make it easy for them and write an email like you write a script for a cold call.
1. (Flatter the prospect with something you noticed about them) e.g. “I read your article in the Sydney Morning Herald yesterday and noticed you are moving to Melbourne soon.”
2. (How you can help them personally) “We can offer you a reliable removal service between Sydney and Melbourne. (Get the word “you” in there)
What sets us apart is __________ (or)
What you get from us that no-one else offers is………
I would firstly suggest we connect on linkedin. Please feel free to accept and do let me know when and how I can best assist you when you are ready to move.”
It’s easy to find something out about prospects nowadays to accommodate Point 1
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Yes, it is my 20 years of research and practical experience in one course I leave this legacy for you.
There are 6 modules which I recommend you do over 12 weeks. Each module has quizzes and tasks so you implement what you just learnt. You will be required to get all the quizzes right before you can move on to the next section. It covers how to make every type of call – outbound, inbound, follow -up calls to inactive customers, existing customers, sales made, quotes and mail-outs. The call scripts you generate will be marked by me personally.
Check out the content details on the link below
Online Telesales Course Details
Last week I went to a new dentist. I had never met him before so I told him very clearly what I wanted to achieve from the visit. I needed to replace a filling which had dropped out and I would like a clean and polish too, nothing more.
At this point he promptly tried to sell me on the idea of having x rays (He said that it was advisable to have x rays every 2 years) and he wanted to do a check-up too. There was a possibility (he said) I might have an infection in the gum above my crown. (I knew I had not got an infection as I had recently checked this). He would not stop talking for 12 minutes and then said he would not have time at this appointment to do anything more than the filling so I would have to come back for the clean and polish and pay for a second appointment.
The point of the story is, if he had just listened to what I wanted, he would have achieved the 2 tasks in the half hour appointment. I would then have trusted him, seen he could do a good job, and then I would have been happy to order more services that he suggested. Because he started selling at me the minute I arrived, he built zero rapport and trust with me.
Make sure you build trust and rapport on the phone and face to face before you ever start your sales pitch. Use open-ended questions and establish the customer’s needs, demonstrate listening skills and then you can customise your sales presentation to the customer.
Perhaps dentists should incorporate sales training in their apprenticeships do you think?
As the leader in telesales training in Australia I am constantly looking for more effective ways to do cold calling and telephone sales generally. I was blown away by the information I learnt from a speaker called Sam Richter at the National Speakers Association conference in San Diego which I attended a couple of weeks ago. I can’t wait to share this with you as it can relate so well to sales.
1. You know, if you have read any of my newsletters, that I advocate finding out something about the prospect before calling so you can make a cold call a warm call. Well, now it’s easy to find out about a company or a person by using google filters.
For example search in google for a company name like “Trend Micro”. If you write it in inverted commas it will come up top and save you time going through all the irrelevant searches that come up. Then click on “News” at the top, then click on “Search Tools” at the top for most recent news and all the latest articles written about the company or by the company will appear. You can then start your call with “I just did a google search on your company and saw your latest article about _____. That’s really interesting. I’m curious, how did that affect you?” or “What happened exactly?” Often the prospect has not even seen the article himself and will be asking you more about the content. You are then engaged in a conversation about them which is just what you want to build rapport.
Earlier this week I came across an interesting survey conducted
across 1200 business owners in 11 industries. The findings from
the research revealed that:
a) 85.2% of people said that they didn’t know how to effectively
use the LinkedIn platform to grow their business,
b) 9% had profiles but were not active
c) Only a minor 5.8% were getting results
I know that LinkedIn is a powerful tool to find a target market and promote your services if you know how to use it correctly. Combine the ability of LinkedIn to create and connect you with a targeted list of new prospects with your top telephone sales skills and you are way ahead of competitors who are still buying expensive untargeted lists to find leads. Not only that, you no longer have to make a cold call, it becomes a warm one; This enables therefore, a much easier conversation.
Last year I had the good fortune to meet Alex Pirouz.
Alex has had enormous success using LinkedIn to build his business so I asked him if he would be open to holding a webinar for my subscribers to share his wisdom with you.
Well I have some exciting news to share with you. Next week he
is going to be conducting a live webinar sharing the 3-step system he used to:
— Build a database of over 250 contacts in the media and get
featured in over 50 publications without sending out a single
— Grow his network from 50 to over 7,400 targeted contacts which
helped him land in the top 1% most viewed profiles in 2013
— Generate over $700k in revenue for himself and his clients across
14 different industries in little over 12 months
— Secure speaking engagements at Movie premiers, Universities,
Blue Chip Companies including Microsoft, Swinburne University
and Society of Young Entrepreneurs to name a few
I have managed to secure ONLY a few seats for you so don’t delay making a decision. To claim your FREE spot, click on the link
CLICK HERE TO BOOK LINKEDIN WEBINAR
At the end of the webinar Alex will be holding a Q&A session so if you have any questions feel free to email me so I can pass them on to him.
Two of my coaching clients told me last week that getting past the gatekeeper is their biggest problem at the moment. I will therefore share with you in this month’s Tips Newsletter why this might be and what to do about it. There is a big chapter on this in my book “Don’t Get Hung Up!” but I will give you a few more strategies here to add to your repertoire.
4 Reasons Why You Might Fail To Get Past The Gatekeeper
You sound timid, hesitant, apologetic or unsure of yourself
You start selling your products and services to the gatekeeper
You are asking for the name of the decision maker (This shows it is a sales call)
You have not planned your responses to possible gatekeeper questions
Strategies to Try
Instead of collecting all the business cards at tradeshows and networking functions and doing nothing with them, why not follow these people up? Again they may not want to buy now but they might sometime in the future. For example I am not in the market right now for a new car, but in 2 year’s time, I might be. If a car salesman keeps in touch with me by continuously giving me ideas of cars to choose for the future, who is the first car salesman I am going to go to? The one who is front of mind of course.
I suggest you buy a card scanner to record all those business cards. Then find someone who works in the Philippines for $2 an hour to put them into an excel spreadsheet, send them back and then you upload them into your database. It is a quick way to build your database fast. The more prospects you have, the more you will sell.