GROE 100 Day 14: Prequalifying Leads

GROE 100 Day 14: Prequalifying Leads

Our topic today is the importance of sifting through your prospects to focus on those that are going to be worth your time versus the ones that aren’t. Especially when starting off, it’s very important to prequalify your leads because it will reduce the amount of “no shows” and increase your earnings.

First, you have to find out whether or not they actually have a need for your product and make sure it’s in their price range. Then the key is to establish urgency. The more emphasis you place on their need for what you have to offer, the sooner they will take action and sign the contract.

Sales managers often make the mistake of encouraging that you book and book and book (we’ve been there, done that and wore the matching t-shirts!), but there’s no point in doing this unless you’re pursuing quality leads.

There’s such a misconception with sales and number of appointments. It has nothing to do with the quantity, and everything to do with the quality of prospects you’re sitting down with.

Going through these processes ensure that you’re spending your time most effectively and sitting down with the right people. By creating a situation to be successful, you will not only have a higher show and close ratio, but you’ll also get way better referrals and amazing retention. There is so much that filters into getting to the close, and this is the most important step along the way. Knowing how to properly qualify your leads is essential for making the most of your business!

Tomorrow, we’ll be discussing ways to create a sense of urgency!

Asking the right questions guides the conversation so that you don’t waste your time! Tomorrow we’ll be discussing different techniques that I’ve used to get results in different types of sales.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 13: Scheduling Your Approaches

GROE 100 Day 13: Scheduling Your Approaches

It’s important to plan out your day properly so you can make the most of every day!

Different from timing, scheduling your approaches actually serves as a platform that frames your day. You basically want to make sure you’re doing things when they actually make sense to do them.

Scheduling out your approaches will really help to establish consistency and productivity. By making notes on when it’s easiest to get ahold of people, you can use the slower times to get other things done. For example, a typical day may consist of early morning approaches to start, then calls and administrative tasks so that the afternoon is reserved for meetings (which, for us, is the most common meeting times booked!). I then like to do more calls in the evening, when people are more likely to be home from work, and then the last two hours of my day is always designated to research and learning what I could have done differently in my meetings, sales, etc. There’s no point in me trying to approach people in the afternoon because my prospects aren’t available to talk. It would be a waste of time!

In terms of going out and actually approaching people, the timing is everything! People will not stop and talk to you if they are busy working or in a rush to reach their next destination. Having a quick pitch and approaching at a convenient time, such as lunch time or a slower time of day, you’ll have a higher likelihood of having a productive conversation with this person instead of being immediately dismissed.

LinkedIn approaches and emails are always best done as early as possible, that way it’s the first thing your prospects see when they set at their desk. It’s also nice because you don’t have to worry about waking anyone (once again, a pointless time to do calls!). This is also a great approach because once you reach near the end of your day, they will have had a chance to respond and now all you have to do is follow up!

Speaking of following up, follow up calls are extremely important! Always ensure you make time for follow-ups since that’s where the majority of your sales will come from. Structuring your day to optimize your productivity also really helps you stay focused and get as much done in as little time as possible. The least amount of times you have to pick up that phone, the better! The easiest way to achieve this is by calling when you know they’re there!

Tomorrow, we’ll be discussing pre-qualifying your leads!

Stop wasting your time in meetings with people that don’t want to buy. Pre-qualifying checks to see if they have the need for your product/service and the means to pay for it.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 12: Timing is Everything

GROE 100 Day 12: Timing is Everything

Today we want to talk about how timing has a huge on the success of pursuing leads and prospects.

It’s extremely important when phoning people up to record the time of which you’ve attempted to get ahold of them. Nothing is worse than wasting your time being greeted by answering machines and we want to spend as little time as possible on the phone so that we can focus on the parts of sales we love.

A good CRM can come in handy, however, even just recording your dials and the number of people you actually spoke with is extremely useful information. This can really help you nail your timing. Often in business to business selling, it’s best to try for earlier in the morning Tuesday to Thursday. In consumer based selling, Mondays and Thursdays are the highlight of the week. Depending on what type of prospecting you’re doing, it takes a while to figure out what works best but once you find it stick to it.

Depending on what type of prospecting you’re doing, it takes a while to figure out what works best but once you find it stick to it.

It’s important to change things up until you find out what works best, and be patient. The true definition of insanity is repeating the same experiment and expecting different results! If after doing the same thing for two weeks you find that things could go better, try something else for the next two weeks. Eventually, you’ll find what works well for you! The crucial point of all of this is staying productive and not shooting yourself in the foot when it comes to the vicious game of telephone tag.

Tomorrow, we’ll be discussing scheduling your appointments!

Once you understand timing, you need to schedule your day around what works. This starts to pull everything we discussed together. It’s not enough to show up, you need to get results! We’ll show you how.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 11: Twitter Approaches

GROE 100 Day 11: Twitter Approaches

Twitter is really great way to network and market yourself based on common interests. It gives you an opportunity to participate in your communities. Even though straight up cold approaching or directly messaging people is extremely awkward and people will not respond well to it, Twitter is really about having conversations and talking about what people care about.

Hashtags (which most people find to be a really stupid concept #poundsign) are actually the most genius part because within Twitter are some amazing algorithms that allow you to track and follow things that have been #hashtagged. Hashtags can also be extremely useful because you are able to see what people are talking about and participate, especially if your experience or what you have to offer can contribute to what’s being said. This is an opportunity to refer to your website or simply request that someone direct message you.

Use all outlets of social media to your greatest advantage. Whether it be Twitter, Instagram, or Facebook, having a strong social media presence and being a good person on these platforms will pay off. Not only will you become more aware of what’s going on around you, but you’ll also be perceived as more likable and approachable.

Tomorrow, we’ll be discussing your timing for approaches!

Timing can mean the difference between getting meetings or leaving messages. It’s important that you figure out the best timing or you’ll get nowhere.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 10: Email Approaches

GROE 100 Day 10: Email Approaches

By following a few basic guidelines and creating some templates, emailing can be a super effective complement to your prospecting!

Regardless of whether or not this is an initial approach or a follow up, to increase the likelihood of the email being read always keep the subject line short and to the point. Your subject line is your title, and basically tells them why they should want to open it. The subject should explain why you’re reaching out to them and, if they’re interested, they will be more likely to actually read what you have to say.

In the first paragraph of your message, this may sound repetitive as we’ve only said it a million times before, but make sure it addresses the why, who and what (in that order!). Keep it short, sweet and to the point.

Depending on what kind of industry you’re dabbling in, it may be helpful to attach some resources or marketing materials to help your contact prepare for a meeting. Once again, we don’t want to give away too much info but just enough to give them a rough idea of what you’re about. (Almost like how you never want to give it all up on the first date – what reason would they have to call you if it’s all already out there?)

Personally, we prefer using emails after initial contact, as it’s a good way to not only establish a second point of contact but to send some more resources along. For most of us, the point of an email is to either schedule a phone call or a meeting. This is basically the only time when emailing can be super productive, because it allows you to share information a lot faster and build a more effective relationship with your prospect.

Emails can be a great thing when used properly, there’s no point in trying to avoid them! Just make sure that it’s not the only way you’re approaching people.

Tomorrow, we’ll be discussing approaching prospects through twitter!

You’ll find that each social media platform has a different approach that gets results. I’m going to share what works for me on twitter and make sure you have a little fun in the process.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 9: Basic Introduction to LinkedIn

GROE 100 Day 9: Basic Introduction to LinkedIn

Today we’re going to talk about the very basics of LinkedIn, and what a good profile consists of. This is a brief intro, with a a few tips to help you get a good page started. We will be featuring a 3 part series which covers all the details of mastering a great profile, so stay tuned!

LinkedIn is such a great resource, especially in B2B sales! We could go on all day about the great features of Linkedin, but just know you’d be cheating yourself of so many connections by not taking advantage of it! LinkedIn is also useful for doing market research, or looking into your prospects before you speak with them.

Your LinkedIn profile is a professional profile, like a combination of Facebook and a resume. The key to a great profile is making sure the content is relevant to what you are doing/where you want to be going. The purpose of your profile picture is so that someone who has seen your profile should be able to recognize you in real life. Make sure the photo is recent and professional, and is either a headshot or chest and up.

The headline is something we love playing with! Nick changes his monthly, but I tweak mine every now and then just to spice things up. This helps draw attention to your profile and allows you to pitch yourself in different ways. It should be short and sweet, but be sure to answer: who you are, what you want, and (maybe) why you do what you do. This will ensure that the right people continue reading through the rest of your profile.

“You can easily double your B2B sales if you consistently use LinkedIn. I highly recommend the LinkedIn premium membership, Sales Navigator!”

Your summary should in a sense be treated like a chopped down version of a cover letter. It allows you to say what you are about, and is treated like a sales pitch without even talking to them. This is where you really want to go into heavy detail of exactly what it is that you do and why. A compelling summary is a very powerful tool!

Recommendations are also super important, as they’re like having a reference page. LinkedIn is structured so that it comes before the experience section so that before people even see what you’ve done they already know you’re a total rockstar. Make sure you have connections who will provide these for you!

Experience helps to add to your credibility. This is your opportunity to sell yourself! A generic listing of employment is selling yourself short. Go into detail of exactly what you’ve done especially if you’ve gotten recognition for something, or accomplished something great! A common debate is how far back of history to include. For years I followed the “5 year” rule, however Nick swears by using whatever is relevant to what you’re currently doing/what you want to be doing. I think that using these two tips as a guideline, you’ll be able to judge whether or not something is worth including. If you’ve ever volunteered, include it as it adds value and helps you build relationships! It also helps to open conversations and to connect with people other than for sales and work related stuff which is always a perk! If you’ve done everything up to here, you should be off to a good start!

Tomorrow, we’ll be discussing approaching prospects through email!

There are some simple rules to follow to make every email count. If you’re not careful, you’ll end up being just another unopened message!

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!