Inside BS Show

➜ How to get high-quality leads by focusing on business referrals

➜ The key to making more referral sales

➜ What to say to get a referral EVERY time

Out of all the lead generation methods you can use in sales, there's one that tops them all:

Getting referrals from your previous clients.

When it comes to getting high-quality prospects, referrals in business are the key.

Rather than trying to go in cold with new prospects, you can utilize the connections you already have to build more business.

It's not hard either, all you have to do is ask previous satisfied clients, most of them will be happy to refer you to their friends.

When you ask for the referral, you're effectively multiplying your client base every time.

And it's free too, the only cost being a satisfied customer.

Don't overlook referrals in sales, they're one of the easiest and most effective ways to get more business without the headaches.

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In this show, I share 6 good questions to ask someone when using a consultative sales approach.

Let me briefly lay out some basic questions and explain their benefits for lead generation.

Why am I here? Tell me what’s wrong? These questions are asked to figure out why the prospect called you in the first place. They’ll encourage the prospect to share something about their problem. These are good questions to ask someone because without knowing what the problem is, you can never hope to help them.

What are you hoping I can do? This is another great question that I’ve chosen because it shows you what the prospect wants.

What resources do you have to apply toward a solution? Who else do we need to talk to? Now we start to look at what the prospect is able to do. How much control do they have over their decisions?

Why now? There’s a reason why the prospect has called you now and not previously. This will tell you more about their situation.

What’s next? If you’re going to do business with this person, figure out if they’re willing to take the first steps.

These are good questions to ask someone before doing business because they’ll qualify them right away and help you learn if the prospect is serious about doing business. Use this video as your own consultative sales training session.

Ask these questions and you’ll be sure to get the best possible clients.

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In sales, client referrals are some of the best ways to attract more business and grow your network. This is because you don’t have to go out of your way to work for them. Once you have a referral strategy in place, you’ll start to get business that you don’t even have to chase for.

In this show I talk about some of the biggest benefits of business through referrals and how you can get more of them.

When you get a referral, it comes with a whole list of added benefits. The first is that it saves you time. When you don’t have to actively chase business, you save valuable time that can be spent elsewhere. Referrals also lower your cost of acquisition drastically.

There are plenty of ways you can increase the number of referrals coming in as well. Things like genuinely connecting with clients and getting to know them personally are great ways to build essential trust and attract more business.

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Despite what you may have been led to believe, the best training methods for employees are generally informal. That is, effective sales training methods are those that are interactive and that focus on showing rather than telling.

In essence, the best way to do sales training is to not train at all. These three sales training ideas are all great alternatives to traditional lecturing because they allow the team to gain knowledge and practice in an engaging way.

The first of these sales training methods is best practice sharing. This is when you ask your best people to record their best practices and share them either through a live presentation, a video, or a webinar.

Then there are road videos. Road videos are another one of the best training methods for employees because they’re easy to do and provide direct insight into a real sales call. The sales manager goes out on the road with the team and records things on their phone or camera. Later, those videos can be shared.

Third, there’s the Podcast. With a Podcast, the sales manager can interview people within and outside the team and highlight what they do right so that employees can learn from experts.

There’s one exception to this “non-training”/training policy: Once each month, the sales manager should role-play with each individual sales representative. This will help keep their skills sharp.

There are numerous training methods for employees, but many just plain don’t work -- they’re not interesting or they’re not effective. These three sales training methods will engage your team and teach them the skills they need to sell more.

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In today's show we explore five ways to attract affluent clients. These are the quickest ways to integrate yourself into the affluent community. If you want to connect with wealthy people and do business with them, this is the who for you.

Here is what we cover: 

1.    Connect with Financial Advisors: All financial advisors are not equal. Here’s who you need to meet.

2.    Connect with Estate Planning Attorneys: Only the best will do. Here’s how to find them.

3.    Connect with Family Office Managers: Interviews and research will lead you to the right people.

4.    Join an Affinity Club with Affluent Members: Country clubs, wine clubs, cigar clubs, boating clubs, etc.

5. Up-level Your Lifestyle: Work and play in a better neighborhood. 

Listen to this episode of the Do This Sell More Show with Dave Lorenzo and leave us your feedback.

If you have a question you'd like Dave to answer on the show, send it to: [email protected]

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In this show, I explain how public speaking events can help you gain leverage and improve your productivity. 

Now, what is meant by leverage?

When I mention leverage, I’m referring to your ability to work with optimum efficiency. Let me give you an example of what I mean.

Let’s say you want to reach clients through one-on-one networking. Well, you have three meal periods each day and 21 per week including weekends. If you dedicated half of them to business growth, you’d have breakfast, lunch, or dinner with someone about 10 or 11 times each week. 

From those 11 or so meetings, probably half of them will result in a referral. From 100 of these meetings in a month, you’ll get about 12 clients. That’s the best case scenario. Plus, you’re paying for those meals. This is certainly not what is meant by leverage when trying to get new clients.

Okay, now let’s look at public speaking events:

You book one speaking engagement each month in front of 150 people. Of these people, 10% connect with you and immediately engage you. Another 20-30%

engage you during the course of the next year. 

You invest the same amount of time and energy before and after the speaking engagement but you spend no money. That’s leverage.

Here are some other ways to gain leverage: 

- publishing

- strategic alliances

- advertising for lead generation

- direct mail

- educational events

Hopefully you now not only understand what is meant by leverage but you’ve also begun to think of ways to get more leverage. Whether it be public speaking events, publishing articles in trade journals, or forming strategic alliances, try one of these methods and boost your productivity.

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➜ Sales manager skills & qualities to improve your team’s performance

➜ Development areas for managers in sales

➜ How to lead your team, grow your revenue and make more money

As a sales manager, it can be easy to just play the backseat when managing your team. 

It’s common for sales managers to fall into that habit, never doing any of the tasks that they delegate themselves.

But the best sales managers do just the opposite.

One of the most important skills for a sales manager to learn is the ability to lead from the front. You have to develop the willingness to show that you aren’t afraid to get your hands dirty, even as a leader.

It’s not your job to sit back and watch your team’s performance, it’s your job to lead by example.

In this show I talk about the 5 ways you can start leading your team from the front and increasing their sales.

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➜ How to be viewed as a consultant and not a salesperson

➜ The one question to help you sell consulting services

➜ How to implement customer centric selling as a consultant

As a consultant, it’s your job to serve your clients and help them get to where they want to be.

This can make it seem like a really tough job. None of your clients are going to be the same, so helping them all reach their different goals might seem like quite the mountain to climb.

But what if I told you that it was much easier than it seems?

In fact, to be a successful consultant, there’s just one question you need to ask your clients.

“Why?”

“Why” is the most important word for anyone offering consultant services. That’s because it does everything you need in order to create unique plans centered around each of your customers.

Consulting doesn’t have to be as complicated as it seems. 

After learning how to use just this one word, you’ve already made it a huge part of the way towards success.

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In this show, I explain to you how trust is built as well as how to promote yourself on Youtube once you’ve leveraged that trust. The key to building trust on Youtube comes down volume and consistency. 

Who was the most trusted man in America during the 1960s and 1970s? Walter Cronkite. But what was so special about him that made everybody trust him?

Was it his look? His voice? 

The real reason that people trusted him was because of volume and consistency. Walter Cronkite was being seen in homes around the country; people knew him because his name was so firmly attached to the news. 

People also knew when they could tune in to hear him every day. 

When learning how to promote yourself on Youtube, it’s essential that you try to recreate the same level of volume and consistency. This is the secret to how trust is built. Just do these things:

- Post your videos as often as possible – weekly is good but daily is better.

- When you post your videos, make sure to always do it at the same time.

- Have a predictable format.

- Offer your opinion.

- Speak like you’re talking to a friend.

- Display some vulnerability (self-deprecating humor is great for this).

- Show some behind-the-scenes footage.

This is how to promote yourself on Youtube: volume and consistency. 

It’s also how trust is built. 

People must know you, like you, and trust you in order to feel comfortable buying from you. If you can structure every Youtube show to make that happen, your sales will grow.

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➜ Why a coach is a great resource for mastering the B2B sales experience

➜ The benefits of having a mentor in sales

➜ How to select the correct coach

No matter what you’re doing in life, there’s no way to make progress without learning from others.

Whether it’s art, sports, or speaking, you need people to help you reach your goals. This can be in the form of books, videos, online posts, or one of the most effective ways to learn something quickly, coaching.

Hiring a coach or mentor is one of the best ways to learn a new skill because you can get direct feedback on your progress, and B2B sales are no exception to this.

Selling to businesses is a skill, and like any other skill, you need people to help you hone it.

If you want to master B2B sales, one of the quickest ways to get there is with someone who’s already a master at the craft.

In this show I cover some of the many benefits that you can get by hiring your own sales mentor.

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