Becoming An Expert Wins You Clients

I was having a conversation with a web developer the other day. He was trying to get more businesses to buy a SEO (search engine optimization) package his company was offering clients. I asked him what he was doing to get clients and he said that he wasn't blogging too much and when he did he wasn't advertising them via his LinkedIn network or email campaign. After asking him many questions about what he was trying to accomplish and why wasn't he blogging he realized that he needed to practice what he was preaching in a more visible way. He's been doing a great job promoting his blogs and since has started being seen by those outside of his immediate circles as an expert in his field.
 
Just like the web developer, you want to be recognized as an expert in your field, a specialist with trustworthy credentials that establishes your credibility. I wrote an article about why salespeople need to start a blog
why-how-salespeople-can-start-blog,
but the truth is anyone who wants to be seen as an expert in their field should be published somewhere easily accessible by their clients. You've spent a great part of your career learning about everything there is about your industry. How do you demonstrate that? By having your prospects and clients find out about you before you step foot into their office to sell them. Let them know from reading your blogs, seeing your videos, and reading your published articles and books that you know what you are talking about. That makes you an expert in the field in their eyes and you avoid the question..."why should I buy from you, what do you know about my industry?"

By the way, the web developer above approached me a few weeks later and thanked me for helping him get going. That meant a huge deal to me and made my day.

 Thanks for reading!
Ev
A Heck of A Nice Guy

Always Be Yourself in Sales

I was talking to a friend the other day who runs his own business. He was asking me how he could get more sales. He asked me about how to cold call, reading scripts, and what to say to a prospect. As I started telling him he kept saying "I can't do that. I'm not a salesperson. I can't sell!" 
I stopped with my advice and asked him to answer two questions.
Why does he think people buy his services?
He answered "because they like me."
What does he do differently when talking to clients that make them like him?
"I'm just myself. I don't know any sales tricks and just am who I am with them."
Home run answers on both questions!

According to Tom Bird in his book Brilliant Selling, "people buy from people who are like themselves."
I've expanded that to "people buy from people who are like themselves, who they admire, or who they aspire to be." 
Think about times you made a major purchase of $1,000 or more.
You probably did some research on the item. Maybe visited one or two places that sold the item. Then when you decided to purchase, odds are there was something the salesperson did or said that you picked up on that made you feel comfortable in your decision to buy that item. Think about what they did that lead you to say to yourself that this is the right time and place to buy from. Notice this the next time you make a major purchase. Odds are something the salesperson did or said is something that is like you, something you agree with, or something you admire in others.

Good salespeople don't use tricks. They build rapport, ask a lot of questions, listen, and then ask for the sale when appropriate. At all times they are themselves. Sometimes they will instantly click with their prospect and get the sale, sometimes they don't click at all and lose the sale, and every spectrum in between. Odds are the closer your prospect is to being like you, liking you, or how much they want to be like you, directly corresponds to how easy the sale is made. 
Just be yourself. You'll close some sales and you'll lose some sales, however you'll always be true to yourself.

Give it a try!
Ev
A Heck of A Nice Guy

Top 3 Keys to Convert Phone Calls to Meetings

I had the privilege to train with Dave Kurlan several years ago.
More great stuff from him in his latest post!
Ev

Top 3 Keys to Convert Phone Calls to Meetings

by Dave Kurlan

top-3-keys-to-convert-phone-calls-to-meetings

I had just finished speaking in Bozeman, Montana and was sitting in a delicious little breakfast cafe (think cowboy truck stop). That's when I was asked to explain how to maintain control of a cold call.  Well, the environment screamed rodeo, my inner voice yelled riding and taming a bull, but my voice of reason began talking about the concept of flow, patience, listening and staying in the moment.
There are really only three primary things required to keep a call going long enough to get a disinterested prospect engaged:

1. Road Signs. Where I live in Massachusetts, we call them rotaries, but in most places, they are called traffic circles or roundabouts.  The premise is that there is no such thing as a wrong turn in a traffic circle. The world is round, so instead of fighting to reverse direction, simply follow the path until you eventually return to the same traffic circle.  On a phone call, that means allowing the prospect to turn onto Put-Off Place, Disinterested Drive, Stall Street, or Hate it Highway. Instead of wrestling with them for control, just go with the flow and at some point you'll have a second chance to turn onto Success Street.  That is when you must use...
2. If-Then Logic.  If you have ever written software code or even used formulas in Excel, then you have used if-then logic.  In sales, use if-then logic by writing out some formulas that you can use with confidence, whenever a prospect responds in a particular way.  For instance, if the first thing you hear is, "We're all set." you can respond with, "I expected you to say that...so I assume that [insert statement that assumes some version of perfection relative to what you sell]. If you are selling software, that might sound like, "So I assume that the latest efficiencies have allowed you to trim staff."  A series of if-then statements will work effectively if you have the proper...
3. Tonality.  The most important thing on a call is to sound like someone who your prospect would choose to speak with.  When prospects try to get rid of salespeople on the phone, it's usually because they sound like salespeople, act like salespeople, and suck like most salespeople.  The calls don't sound like they will be much fun, prospects already know it will be a waste of time, and the salespeople are talking about themselves instead of their prospects.

When you utilize these three concepts to listen, stay in the moment, exercise patience, and succeed, your calls will improve.  Those are the three primary elements to getting a prospect's attention, keeping it, getting them engaged, and converting the call to a meeting.
Experts who sell marketing tools will tell you that cold calling is dead and to them, it is.  But they're wrong.  Even a follow-up call to a lead is a cold call.  Why?  If the person you are calling does not know you or expect your call, it's cold.  Today's leads - those where people must complete a form in order to get what they want - aren't any warmer than yesterday's leads.  They're only fresher.
The real problem is that fewer salespeople are making phone calls and when they do, they aren't reaching as many prospects as they used to.  It now takes 8-10 attempts to reach a prospect and 10-20 attempts to reach a CEO.  If that's not discouraging, then their awful calls will be.
It doesn't have to be this difficult.  Salespeople can be trained and coached to be effective at both cold calling and today's modified version of lead follow-up.  It's just that things have changed so much in the past 5 years that most approaches are outdated and ineffective.
If you or your salespeople need to build a bigger, better pipeline today, then the phone is the fastest, most effective way to achieve that.

12 Most Infuruiating Things to do On Social Media

12 most infuriating things to do on social media

Do you comment on posts without reading the articles they reference? Do you call people names? You must be itching to alienate people.

http://ht.ly/mbKhI

By Rachel Thompson

There are numerous ways to irritate and annoy people in real life. But in the online world, blogging started as a place to speak your mind. Now social media has become the top "flame war" playground.

Here are 12 ways you can tick people off:
1. You don't read the referenced article.
It's important that you not read the article you're commenting on. The best way to look completely ignorant is to make comments on something you know nothing about.

2. You only talk about yourself.
The best way to not make friends on social media is to not to interact. Don't be friendly or generous with your retweets, either. 

3. You insult people.
Personally attack someone you don't know. It's also helpful to make judgmental statements about someone's character or appearance. 

4. You ignore comments.
Whether it's on social media or your blog, do not reply to comments. It's a waste of time and beneath you. 

5. You spam people.
The best way to ensure someone will report or block you is to repeatedly spam links to your stuff. Sending auto direct messages on Twitter asking people to buy and like your stuff- especially if you send them repeatedly-is particularly effective. 

6. You disagree.
Even if you like someone, disagree with his point just to make sure you have the last word. 

7. You call people names.
You don't care if you hurt someone's feelings by calling her a name. Free speech is your right, right? 

8. You act like a bully.
Despite protests from do-gooders, you love to make fun of people and cut them down. Just because they are upset doesn't mean you need to worry. Wimps. 

9. You send unsolicited and inappropriate photos.
By all means, send people pictures of yourself in compromising positions, particularly if you just met them and know nothing about them. 

10. You scold people.
Be sure to tell someone how he should conduct his life. It's clearly your job. He's outgrown his parents at this point. 

11. You stalk people.
It's important you comment on every post on every social media channel so the person you're targeting knows you are watching. How else can you freak her out? 

12. You talk about religion and politics.
There's no better way to rile people up than by disagreeing with their values and telling them what to believe.
I hope you found this list helpful. Do you have any comments? Please share them below so I can ignore them. 

Rachel Thompson, aka @RachelintheOC, is a published author and social media consultant. When not writing, she helps authors and other professionals with branding and social media for her company, BadRedhead Media.

Hire Middle Aged Job Seekers!

 You know you've reached middle age when:

-When your kid shoves something in your face for you to look at and you have to move their hand away so your eyes can focus on it and see it
-You have to read something and before you start have to put on or take off your glasses
-You see pictures from 20 years ago and realize you still have and wear the same shirt
-When you wear black shoes with white socks and jean shorts, something you laughed at your dad for doing, and you just don't care what people think
How did you know you hit middle age?
What does hitting this time of life have to do with a job search...EVERYTHING!

In a previous recruiting position I got four calls in the same day from employers looking to see resumes from the students at the college I worked at. They described the open position and I told them about a few candidates I had that I thought would make a great fit. In all cases they asked how old the candidates were. Given the obvious discriminatory nature of the question I asked why it mattered (for the record most of the students at that college are not traditional college age students). They all told me they wanted someone young in their mid to later 20's who didn't have any "bad habits" from other employers, who they could train, AND didn't have the burdens of family and mortgage, and was hungry to advance.
It was like I was shot by a bullet in the middle of my forehead.
THAT USED TO BE ME!
I WAS THE CANDIDATE THAT THEY ALL WANTED!
I'M NOW A DINOSAUR IN TERMS OF JOB CANDIDATES!


Then I got hit with a lightning flash.
THAT STILL IS ME! 
I'M BETTER & MORE MOTIVATED THAN THE APPLICANT YOU SEEK! 
Why do I say this? 
Speaking as an unofficial representative of middle aged job seekers, who have an open mind and are always open to the idea of new opportunities. 
As an employer you might want to hire a middle aged person (or older) over a younger person because:


1. I have a family and a mortgage. It is my top priority to keep them fed and warm. If I don't do that I've failed as a husband, father, and man. I never want to look into the eyes of my family and tell them we're being evicted, having the heat shut off, or junior can't have a new school outfit because dad didn't try and wasn't motivated to do his best at work everyday.


2. Having said #1, as long as my base salary covers my mortgage and car payment and/or kid's school tuition, my salary cost is the same as someone younger. If the burden of knowing those things are covered is off of me, I'll earn the money to pay the utilities. I'll earn the money to put food on the table, get the toys my family wants, and set us up for retirement.  


3. If the counter argument is I'll cost more in benefits, then my higher earnings in commissions will mean more income coming to the company and those costs are offset anyways.


That's great Everet, but what if the job isn't commission based?
The same criteria applies.
1. Are my basic needs covered?
If they are, then maybe instead of the extra money can I have two weeks of vacation in my first year rather than one, because at some point I will need to stay home with a sick kid or on a day when they have no school because of teacher in-service.
Since I have to factor into my vacation plans those scheduled days off from school kids have, I probably won't be taking a long extended vacation each year so even though you might lose me for a day here and there, you won't lose my production for an entire week. Me taking a day off because of those reasons is no different than a younger person calling in sick because they got drunk the night before
(No offense people younger than me. This does happen. Plus in this case you just happen to be the example the employers called about).


2. Can you be a little flexible with my start and end times? If I come in at 9:30 so I can take my kid to school then I don't have to pay for childcare before school. Maybe I can leave at 4:30 instead of 5pm and take a shorter lunch to make up the difference. In either case then I don't need as much salary. If you're worried that will look bad to the other employees don't worry. I'll be staying till 6pm to make up hours, and will be able to handle those calls/customers who come in after 5pm after the clock watchers have all gone home.


3. My previous work history has taught me to work smarter and be more efficient. Even if I'm not in the office the same amount of time as someone younger with no kids or mortgage, my productivity will be the same or better.


4. Besides family I still have personal goals I want to accomplish, and I don't have as many years to do them so I want to get them done..NOW! Maybe you can help me and these goals will make me even more productive.


5. I'm open minded enough to know that I don't know everything, especially your way of doing something. I can be trained! Please teach me what I don't know but respect me for what I do know. Since you won't have to teach me everything that will save you time and get me up to speed faster.


6. Because of points 1-4 and the respect you showed me in #5, you can count on me to be there for you and to always do what is in the best interests of the company because I understand that job searchers get harder the older I get and I will appreciate the time and effort you have shown me. I will be loyal and stay with the company as long as it is beneficial for both of us. That saves you the time and cost of having to recruit for my job.


7. I don't feel  my age. I have all the enthusiasm and zest for life I ever have, even more because now I have others in my life that I share that with and feed off their love of life.


8. Because I have work-life balance, I'm focused on my job. I'm mature. You shouldn't have to worry about a discipline action with me.


9. I'm always going to put forth my best efforts because I don't want my wife to nag me about not working, doing my best, or having money to give her to do or buy something. Fellow husbands you know what I mean. Working wives you don't want to hear lip from your husbands either if you are the one who is the main bread winner.


If you do not want to not hire me because I'm not qualified for the job that is okay. 
Don't think you can't or won't hire me because of my birth date. 
I'll go to the competition and make you regret the decision not to hire me.
How do I know this? Middle aged people who have "lost their fastball" for life don't go to Brewers games and are the originator of the "Banzai cheer" like I am.
Thanks for hiring me!
Ev
A Heck of A Nice Guy

Business development best practices your top salesperson won't master

Thanks Alexia for the insight!
Ev

Business development best practices your top salesperson won't master
Posted by Alexia Stath

You lucked out and finally found that perfect salesperson. She’s got the confidence of Donald Trump without the terrifying hair. She makes prospective clients feel at ease, that their concerns are truly understood. Once she sets her sites on a target, it’s as good as closed. Selling ice to an Eskimo? That’s for amateurs….she’ll have them buying flame throwers as their ideal home improvement tool. So what can’t she do? The work that happens before that first handshake.

 Hunters versus Farmers
The salesperson I described – the one closing those deals – is a farmer. All the work before that first meeting, that first handshake – prospecting and lead generation – is the work of a hunter. Yes, hunter definitely sounds far cooler (I’m fine with that – lead generation is what I do). Yes, farmer isn’t exactly the word that conjures up the image of a confident, aggressive closer. Call yourself the Grand Overlord of Furious Farming if it makes you feel better. But the key point isn't about nicknames, it's about two people with very different skill sets. 

Skills of the Hunter

• Research – before the hunt begins, you’ve got to know exactly what you’re looking for, the best places to look for targets, and gathering your list of those prospects.
• Patience – the hunt begins but it’s always a time consuming process. Most of your time is initially spent trying and failing to find the right people. But you know they’re out there so you continue until you’ve got those right people in your sights.
• Persistence til “the kill” – the shoot and miss, as I like to think of it. I know I’m calling the right person but I can’t get them in my sights….yet. Yet this is the thrill for people who prospect – keeping at it until you've got them.  

Skills of the Farmer

• Understanding and Responsiveness – you’ve got the lead or “seed” you want, but before it grows, you need to understand its needs. You listen and you discern how that particular seed will best respond to cultivation.
• Persuasion – good closers are great at this. The best farmers are the ones that have those innate skills in cultivating and convincing those seeds to grow.
• Success at the “market” – essentially, convincing the buyers you have the best “crop” out there. Demonstrating that your product is the best choice and gaining their confidence so they’re convinced you’re right.

Granted, some salespeople are great at it all - from the first cold calls through closing the deal - but those people are typically rare. Instead of expecting that farmer to go out hunting, business development best practices are far more effective when they're split between two people doing the job that thrives on their particular skill set. Let the hunters hunt and the farmers farm.