Inside BS Show

This is show 2 of a 6 part series on how to get more leads. Be sure and watch the other five shows in this series (or listen to the five other shows on the podcast (player and link at the bottom of the article below).

One of the most effective ways to get more leads is through public speaking. By learning how to deliver an effective presentation, you can leverage your position as a speaker to generate leads and get client referrals.

Public speaking is effective because it produces instant credibility. Someone invited you and introduced you on stage. No matter what you’re selling, you’ll be seen as the expert in that product or service because you’re the only one speaking.

Watch this episode on YouTube:

[embedyt] https://www.youtube.com/watch?v=_1qyNgMeEUw[/embedyt]

Another benefit is that it creates rapid relationship development. You’re talking to 100 people and they’re carrying on a conversation in their minds. This means that all of those people will have thought about you and what you’re offering, which brings you that much closer to working together.

These benefits can help you immensely in building up a client base. However, it’s important to know how to deliver an effective presentation that will indeed allow you to reap these benefits. Speaking engagements are considered lead generation activities only if you actually end up with leads.

In order to get leads, you’ll need some way to qualify the audience in terms of their interest. For example, you can create a free report on the topic that you’ve chosen to give a speech on and offer it to people during the event. Those who express interest in the free report will then become your potential clients because you know that they’ve heard you and are possibly looking to go further.

Whether it’s a keynote address, a breakout session, or a training session, public speaking can be one of the best lead generation activities if you know how to deliver an effective presentation. Get in front of people and create value. That’s how you get more clients.

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This is show is 1 of 6 Lead Generation & Sales Prospecting Series:

➜ How to start prospecting new customers for your business WITHOUT cold calling

 ➜ Position yourself as a lead generation expert

 ➜ Grow revenue by delivering value and building relationships

Watch Now:

 https://www.youtube.com/watch?v=RIzD2GqPmq8

Lead generation is a crucial element of any business. Without a consistent flow of new prospects, there’s no way for a business to continue to grow.

To achieve that constant flow of prospects, businesses often use cold-calling as the go-to strategy. But the list of problems with cold calling goes on and on. It’s a high-failure strategy, and if you want to see fast and consistent growth you need to avoid using it.

This video is the first in a six-part series where I introduce my No Cold Call Prospecting System. I’ve been using this system for 30 years in various sales industries to grow businesses and generate high-quality prospects that convert into customers.

At the end of this series, my goal is to have you on your way to becoming a lead generation expert without EVER having to cold call.

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Small business sales strategy can be a sophisticated as sales strategy in a FORTUNE 500 company. That doesn't mean it needs to be complicated. This show is about breaking down your small business sales strategy into manageable steps you can execute to grow rapidly.

Watch the show:

https://www.youtube.com/watch?v=8xYWtMX5l-U

Small business sales growth is not a mystery. With a focused process you can increase your small business sales quickly.

If you searched for "How to Grow your small business" This video is ideal for you.

I use this episode of The Dave Lorenzo daily to answer a viewer's question about growing a small business but these aren't sales tips for just one entrepreneur. This is a video that's important fo if you're in sales management for small business or a big business.

During this session I show you:

How to grow your small business sales with marketing. You begin by identifying the key problems your best clients are facing and then offering solutions. Next you demonstrate how you are different from the people currently trying to solve that problem.

What you can do to increase your sales right now. There are five things you can do today to increase your sales right now.

1). Call everyone in your network and ask them how you can help them. Mention your business during that call.

2). Start a weekly educational newsletter

3). Offer to speak to every group or gathering of over 15 business owners in your area

4). Start a strategic alliance partnership with other business owners in your area

5). Run a contest to attract people to your business to ample your product or service

These are just a few of the ways my average client is driving small business sales growth. Be sure to sign-up for push notifications on this website so you receive an update each time we share another small business sales strategy.

Here is the podcast from this show:

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Ask for the sale! That's a cry heard from every sales manager in every office in every industry. But just how do you do it without seeming like you're a pushy person out solely for your own interests? In this show I provide you with the script to do exactly that. Watch the video:

https://www.youtube.com/watch?v=SesqK-IL0ck

How To Ask for The Sale

This video provides you with the best script for closing sales over the phone or in person.

There are many sales techniques out there and you can find hundreds of videos on how to close a sale but this one is the easiest method for closing sales over the phone or in person.

Before we get into closing techniques and how to ask for the sale we begin with the qualifying process. It doesn't make sense to try some of the best sales strategies on people who can only say "NO."

After the qualifying process, I demonstrate how you offer options to the prospect. This is one of the best strategies to increase sales because people love to buy (but they hate to be manipulated). Offering options will increase your dollars per transaction.

The final point to remember when you are closing sales is simply to ask if the person wants help. that is the essence of closing the sale. That's what closing a sale really is: Offering to help someone in return for financial compensation.

This process seems simple because it is. Many people who offer closing techniques make them overly complicated. Be yourself. Take a genuine interest in helping your client and you'll succeed at relationship based sales.

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What is consultative selling? It is asking a series of questions to diagnose the real problem a client is facing and then crafting a solution.

In this show I share five questions you can start using today to help you understand and solve client problems. This consultative selling approach is the best way to diagnose pain points and prescribe solutions in order to make sales.

[embedyt] https://www.youtube.com/watch?v=rsqZZ9Ism24[/embedyt]

Remember, sales people get paid to solve client problems and as such your job is to find out exactly what the problems are and offer solutions for a price.

By adopting a consultative selling approach and acting like a consultant, not a salesman, you can get to the heart of the problem and determine whether or not it is a real opportunity for you to make a sale.

In most sales situations it is the client that is in control. However, by asking these five diagnostic and prescriptive questions, it swings the balance of control in favor of the sales person so you can solve the pain point and get paid!

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If you want a fast start in sales with strategic alliance partnerships, this is the show for you. In this episode I explain strategic alliance partnerships and why they should be a big part of your sales and marketing strategy.

https://www.youtube.com/watch?v=zuTvYriUm7U

Before you begin to develop partnerships in business, it’s important to know what exactly it entails. A strategic alliance partnership is when you and someone else who you’re in a relationship with target the same market together in order to maximize benefits. You’re going to combine your expertise, combine contacts, and share everything equally.

When you share your expertise, you’ll be sharing with both your partner and their audience. This is a huge benefit because it allows you to target twice as many people.

Sharing could happen in the form of a joint event, a joint article, or it could be the creation of a joint educational program.

One of the main reasons to develop partnerships is that you get a new audience that you normally might not have connected with.

Credibility is another great benefit. By letting your partner introduce you to their audience, they’ll be passing their credibility on to you and thus you’ll gain easy access to a whole new set of people.

Now, who should you partner with?

Vendors who are selling to your ideal client are a great choice. Banks are another good option. You can also look at people who are sponsoring events associated with your ideal client. Look for who’s in charge of growing that company and approach them with your offer.

When you make your pitch, make sure you lay everything out in detail. What are the benefits? What are the shared risks? What is the value of the new market?

Show them how easy it’ll be to work with you and focus on the value that they’ll receive. By offering value first, the clients you approach will be much more likely to want to develop partnerships with you.

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High paying clients are the solution to many problems for entrepreneurs and sales professionals. If you're looking to give your business a boost, this is the show for you.

https://www.youtube.com/watch?v=HMdn03VtjW8

Two of the challenges I receive most often are: How to attract high paying clients & How to get more clients and master high ticket sales.

You spend a great deal of time thinking about and working on lead generation, but you’re focused on the wrong clients. As a sales leader, you only want to invest your time with the most valuable leads. Those are high ticket leads. That means people who have the most money to invest in your services.

In this video I show you how to find high ticket clients and how to build a high ticket funnel to accelerate your business success.

The work you do for high paying clients is the exact same work you will do for everyone else, but you will make more money for doing the same work.

Here is your step-by-step guide: How to get high paying clients:

Step one: Evaluate the experience clients have when they work with you. The key to high ticket selling is differentiating your business from every other business based upon the experience the customer has in working with you. You need to be easy to work with, you need to be reliable and you need to anticipate the needs of your client so he isn’t ever caught by surprise. This is essential in your quest to discover how to attract high end clients.

Step two: Change your behavior so you surround yourself with the people who are in your target demographic.

Step three: Produce educational material for the people in your target audience that helps them make better decisions. This will also position you as an expert. Your expertise is what will get the high end clients to ask for your help.

You look to me and you watch the videos here on the Dave Lorenzo Daily because you want to discover how to get more clients for your business. My philosophy is, if you’re going to attract clients you might as well attract high paying clients.

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Brand culture has a big impact on sales and your ability to close deals.

 https://www.youtube.com/watch?v=adavg6eh6LU

A brand culture is built on a promise, the delivery of that promise, and the feeling that people are left with when they use your product or service.

A good example of a company embodying their brand promise is Spirit airlines. Spirit airlines promises you more “go.” They get you safely from point A to point B at the lowest prices, thereby leaving you with more money to travel.

When Spirit airlines fulfills their promise, the customer is left with the feeling, “Wow, I can afford to go wherever I want because I’m flying Spirit!”

It’s essential to create this kind of feeling in customers so that they feel passionate about being associated with your brand.

It’s also important to care about your brand culture. If you don’t define it yourself, your customers will define it for you. In order to define your culture, you have to do more than just make an empty promise. Your culture needs to be evident to the customer at every point of interaction. This means that training for your sales team is crucial. Your sales team should be good brand advocates. They should live out the elements of the brand promise everyday.

By consistently living up to your brand promise, customers will be able to trust your brand and they’ll feel proud to use your products or services. If your customer can’t invest their pride in your brand, then you’re probably failing in some way.

Create a promise that people will be attracted to and then build a brand culture that reflects that promise everyday. This is the key to building trust and thus, a better business.

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Sales objectives are vital to the success of your team. You set them each year and hope each of your sales representatives hits his or her targets. Deep down, you know the only way to get your salespeople to make their numbers is if they own their goals. How do you get them to take ownership?

The answer lies within this episode of The Do This Sell More Show.

https://www.youtube.com/watch?v=XTIKI57eaok

Sales managers always struggle with getting their sales team to buy-in on the sales objectives that they set.

By getting buy-in, I mean finding a way to make the team feel invested so that they’re motivated to hit their bonus numbers.

Here are four ways to get more buy-in from your team:

The first way to get buy-in is to have your salespeople write the objectives for themselves. Sit down with a member of your sales team and ask them to write five objectives for the upcoming year. There will be five categories that they’ll create targets for.

Let them know that each of these targets will be worth 20% of their overall bonus.

The second way to get buy-in on sales objectives is to offer three different options and have a salesperson choose one. By giving them the power to choose, they’ll feel more invested in the targets than if you had simply set the targets yourself.

The third way is to set an objective for the entire group. In this scenario, you offer them three options that they can vote on. This is similar to the second method but here you’re letting the whole team decide rather than one person.

The fourth method to get buy-in is to pair people up. I take the top two performers and pair them together and then go down the ranking, pairing each of the subsequent salespeople.

By reaching their shared target, they’ll get bonus compensation. The target should be 100 percent growth.

Setting sales objectives is a win-win strategy because the money you pay them for hitting their targets will be taken out of the additional revenue they’ve brought in.

Use these methods to make sure that your team is fully invested in their goals.

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Sales Representative Compensation: Should you pay a salary to your sales reps? Should they be on commission only? We answer those questions and more on this episode of The Do This Sell More Show.

https://www.youtube.com/watch?v=SV35kNszht4

Should you offer straight commission, a sales rep salary, or a combination of both? Does it make sense to dangle bonuses, incentives, or spiffs? What’s the best way to compensate your top sales performers?

The first thing that springs to mind when it comes to how salespeople make money is, of course, commission. When they’re paid on commission, salespeople have incentive to close high-ticket deals and sell at premium prices.

How much should salespeople make in straight commission? You have to decide which sales reps on your team get what percentage, when, and why. Reward salespeople who maintain long-term client relationships and bring in repeat business.

If your sales cycle is really long (mine was once typically 18 months), you may find that salespeople get discouraged midstream. In B2B sales, it’s good to offer a sales rep salary in addition to commission. A consistent base salary helps keep your salespeople afloat while they wait for commission checks.

You can structure compensation in many different ways. Try a combination of commission and salary if it works for your business. Set up a schedule that follows the success of your sales team; that is, increase commission as your sales reps build stronger client relationships and sell more.

What about incentives, bonuses, or spiffs? This kind of compensation works well in specific situations. Incentives are great when you’re entering a new market, selling a new product or service, or trying to hit certain sales targets within set time frames.

Focus on commission, because that’s the type of compensation that motivates your best salespeople the most. If necessary, add a sales rep salary. Offer bonuses in special cases. Whatever you do, compensate your sales team based on performance above all else.

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