Who Do You Want a Conversation With?

 

Who Do You Want a Conversation With 

Current clients. So I know that you think this should start conversations, not just the client, the person And that signed your contract or the one person inside of the company. But you want to get to know you want to socially surround all of your clients. 

Get to know 8,10,12 different connections, be a value, and have conversations around this. It can be incredibly powerful. 

Past clients. Again, socially surround them. but you can bring so much value to past clients, you don't having to sell right away. 

These are starting conversations, it will lead to business when the time is right.

Make a list. Some of you may not even have a CRM. 

Go through all your past invoices from the last couple of years and look at who you've invoiced. That's a great way to know your past clients. 

Your prospects. Obviously we want to start conversations with.

Referral Partners can be the strongest opportunity of all We talked...

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What Conversations Do You Want With Prospects

 

 What conversations Do you want to have with prospects?

What you want to do is have resourcing conversations. You want to provide insight and knowledge you don't want to pitch.

Because as soon as you start pitching, they're out the door. They're hitting the delete button, they're disconnecting with you from LinkedIn, you want to provide value and insight around your solution. 

And also, we come back to talking about the challenge that your clients face around the challenges that you know they face. 

So that when they read that, especially if it's a written conversation, that they come away going, Wow, I never knew that before like. 

“This person gets it, I want this person to help me.” 

That’s where you want to lead to, you want to lead to the point where they’re like, “I can’t do without this solution,”

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About Summary

summary Aug 16, 2020
 

Summary, the Most summary is about me, my achievements, all the great things I've ever done, my mission, my passion, my years in business, all that belongs in your experience. 

About summary is your gift. This is more like a blog post, where you talk about the challenge they are facing. This is the stuff that converts to conversations By the way.

The challenges facing insights, vendor-agnostic insights, meaning they're standalone, they don't have to hire you to get those insights. 

Share just briefly in a sentence or two, how you can help end a call to action, and your contact information. And this is positioning you as the resource and subject matter expert, not as the salesperson or even like who you are personally, 

The Featured Section, you can add posts. So if you've got great posts out there, that's better getting some great engagement. You can add a post to your featured section,

Articles, which are blogging on site inside of LinkedIn, links to YouTube and...

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What conversations Do you want with clients

 

What conversations Do you want to have with your clients? So we're going to break down the conversations with each of these folks,

The first conversation, MORE BUSINESS., if they're an existing client, what other business, in their department, might there’s be.really important, right? More business is great and we go to past clients, or current clients, that's sort of where we're falling. 

These are people that have bought from you. There’s more business and most of us don’t sell just one thing. There are other opportunities that we want to look at that.

Next, internal introductions. If you're working in a large company, you may have one department. 

So, when I say start with Aramark. I was in one department there were, you know, 40 other departments to get internal introductions into. 

Internal introductions are huge, and getting them from your buyers really important. 

So you can go to LinkedIn and start searching through their company...

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Know Who You Want To Talk to And What You Want To Say

 

know who you want to talk to and what you want to say. This is really important, because, especially now with the situation we're in, in some industries, because sales are so low, if you ask them, Hey, so who's your ideal client? Anybody? Anybody My client, anybody who wants to buy my stuff, but that's simply not true.

You have ideal clients. They're the clients that you know, as you look at your top clients, and you say, wow, I'd like two more of those or three more of those. I can think of a client right now where it's like, wow, if I had five of those clients, that would be perfect.

Those are your ideal clients, you need to write their information down from a LinkedIn perspective of, you know, what is the title? What is the industry they're in, maybe you're impeded by geography, or there's certain geography that you do really well in.

So you want to identify them, and then figure out what you want to say to them not to pitch to them, but to create curiosity and to provide...

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It Start with your Profile From a Resume to Resource

 

 Attract, teach, & Engage CREATES Know, Like & Trust. We all now know like and trust, We've all heard this for years, decades even. 

But you can't get to know and trust without attracting, teaching, and engaging first. So attracting them. This is with content. This is with warm introductions, this is with referrals. 

This is with you engaging in their cutting. There are so many ways to attract them in we'll talk about some of them. But we've got to attract them first. 

Once we do that, how do we become a resource is by teaching them not to pitch them. 

If you want to be that resource. You simply have to help them make that a value, even if they never talk to you. And then engage.

So, this has to do with not only, you know, we talked about the profile, somebody views your profile, that's an invitation to engage with them, not to pitch with them, but to reach out to them. 

Hey, I noticed you looked at my profile content, looking at someone's...

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Using LinkedIn To Start Conversations

 

So, you know, we have for years and years and years and years now I've had a decade of training LinkedIn for social selling for sales. 

And recently we really defined what is social selling more than a platform more than but deeply embedded is what is social selling. And ultimately, it's using from our perspective, LinkedIn to start more conversations. 

A lot of you may have a lot of different platforms that you're using for social selling. But for social sales links, we were really looking at social selling is about Using LinkedIn To Start Conversations. 

So our quote “Social selling is about building relationships, providing real value, and being a resource. The sales will come when the time is right.”

Sales have always been about timing.

So it's timing and it's positioning yourself. So when the time is right, they're thinking about you. But even like some of the pre-chat that we talked about before we went live, there are lots of people that say, people...

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Understanding Your Network

 

So most of you understand, there are different people that We want to have conversations with. 

First degree connections. What first degree connections do we want to have conversations with? 

And our second are our friends of friends or connections of connections.

We have the ability to search and filter our first degrees to find our second degrees. 

The third is pretty cold. There are ways to start conversations with thirds. It's just too hard and there are enough seconds. Who do you want to have a conversation with?

Current clients. So I know that you think this should start conversations, not just the client, the person And that signed your contract or the one person inside of the company. But you want to get to know you want to socially surround all of your clients. 

Get to know 8,10,12 different connections, be a value, and have conversations around this. It can be incredibly powerful. 

Past clients. Again, socially surround them. but you can bring so...

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What It Takes To Get A Conversation

Uncategorized Aug 02, 2020
 

So what does it take to get a conversation? Talk about earning the right

We just can't come right out and start selling and Brynne talked about this a little in the pre-time if you weren't with us, we Have to earn the right to allow someone to let us talk to them. 

You know, and just having a profile on LinkedIn isn't an open invitation for us to start trying to talk to someone, right? One of my big things is connecting with people authentically. 

So we have to earn the right in order for them to allow us into their world so that we can talk to them, right.

Earning the right just because they accept your connection request has not earned you the right to pitch them.

There are steps we need to do to get there. 

We've got to Master the Ask offer ratio. So this was inspired by a book by Kenan called gap selling which if you're in sales, you need to read it is phenomenal but the Ask offer ratio is big.

Anything that we do where we are asking someone for their time to...

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Attract, Teach, & Engage CREATES Know, Like & Trust

Uncategorized Jul 31, 2020
 

Attract, teach, & Engage CREATES Know, Like & Trust. We all now know like and trust, We've all heard this for years, decades even. 

But you can't get to know and trust without attracting, teaching, and engaging first. So attracting them. This is with content. This is with warm introductions, this is with referrals. 

This is with you engaging in their cutting. There are so many ways to attract them in we'll talk about some of them. But we've got to attract them first.

Once we do that, how do we become a resource is by teaching them not to pitch them. 

If you want to be that resource. You simply have to help them make that a value, even if they never talk to you. And then engage.

So, this has to do with not only, you know, we talked about the profile, somebody views your profile, that's an invitation to engage with them, not to pitch with them, but to reach out to them. 

Hey, I noticed you looked at my profile content, looking at someone's content and just...

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