Marketing The Invisible

Learn how certain beliefs impact your ability to be successful and improve in sales

Discover why the right mindset is important in order to execute your business plans or to recognize an opportunity for what it is

Know how to develop and achieve a mindset mastery for sales success

Resources/Links:

Download the eGuide: Mindset Matters and Discover How Certain Beliefs Impact Your Ability to Be Successful and Improve in Sales. Get Actionable Steps You Can Do Now to Develop a Sales Growth Mindset and Get the Results You Seek:http://www.unboundgrowth.com/ingagements

Summary

As the founder of Unbound Growth, Carole has been featured as a top sales coach by Sales Hacker and Ambition and has coached Harvard Business School Entrepreneurial MBA students on sales.

In this episode, Carole shares her insights about sales and the connection between a problem and a solution which is when done in the best interest of others, better salespeople and leaders can make the world a better place.

She talks about the responsibility both as individual sales professionals and sales leaders to raise the respectability of the sales profession. It is her personal mission to change the negative perception of sales- from the individual salesperson to the executives and leaders.

Check out these episode highlights:

01:52 – Carole's ideal client: Ideally, I like to work with small business owners or entrepreneurs who are doing their own selling, or even individual contributors in those organizations.

02:07 – Problem Carole helps solve: A lot of times the problem that I'm solving for them is symptomatic. They're seeing longer sales cycles. They're seeing deals that are smaller than they should be, or not closing when they should be. And they're not entirely sure why. They've tried training, they've tried books, they've tried workshops, and it's still a mystery.

02:42 – Typical symptoms that clients do before reaching out to Carole: "Sometimes they might be experiencing things like people who are asking about price right off the bat and commoditizing what they're doing. Other symptoms may include that they're not actually able to get to those that are actually making the decisions and they're dealing with either gatekeepers or influencers who can't say yes because they have no money to spend."

03:46 – Common mistakes people make when trying to solve that problem: A lot of times they've tried, I need to find the perfect methodology. I need to find the perfect sales process that lays out for me exactly what I need to do. And they try to do those things and it doesn't necessarily work for them the same way that it worked in the book that they read or the podcast that they listened to. And sometimes what they're not taking into account is how they think and how they behave in the mindset that they have that is actually the thing that's getting in their way of executing on their plan or recognizing an opportunity for what it is. So, a lot of times that invisible thing that they're not able to fix is actually being in their own head.

04:43 – Carole's Valuable Free Action(VFA): Realize that sales is not just a numbers game, it's a mental game.Understand what your personally meaningful goals are.

06:41 – Carole's Valuable Free Resource(VFR): Download the eGuide: Mindset Matters and discover how certain beliefs impact your ability to be successful and improve in sales. Get actionable steps you can do now to develop a sales growth mindset and get the results you seek:http://www.unboundgrowth.com/ingagements

07:15 – Q: "How biased are we in our own self-assessments?

Discover how to keep your sales pipeline filled and flowing, while driving revenue with more customers saying YES!

Know how to become a SUPERCLOSER with Ben's genuine and effective sales presentation

Learn how to overcome your fears of selling your worth and control the conversation so you position yourself as THE authority

Resources/Links:

Unleash Your Full Sales Potential Get Your FREE Strategic Sales Guide 10 Proven Steps That Will Boost Your Sales!: https://www.360salesconsulting.com/freeguide/

Summary

Benjamin Brown is a father of two young children and holds a Bachelors Degree in Business Management. He has over 23 years of experience in the sales field from multiple positions from sales reps to sales management.

In this episode, Benjamin shares his proven and tested sales process that can be implemented and adjusted for almost any product or service.

Check out these episode highlights:

01:24 – Benjamin's ideal client: Entrepreneurs and small business people who don't have the knowledge or the consistency that they need to improve their sales.

01:37 – Problem he helps solve: Confidence and knowledge of actually understanding what sales actually is.

02:01 – Typical symptoms that clients do before reaching out to Benjamin: Well, most people are focusing on marketing, which marketing brings the leads in. And we're in a good economy right now. So, there's a lot of low hanging fruit. Everything's good to go. But basically, when they don't start noticing until competition cuts in, recession, everything slows down, the market starts getting filled. These little tendencies tell people that they need to focus more on sales and marketing. And that's where I get the phone call.

02:41 – Common mistakes people make when trying to solve that problem: You have to understand that you're not going to be successful in the beginning and as you move forward, you'll see small progress. And that's key, when you work with students, to show them that they can actually do it because anybody can do sales if they learn the skills that they need.

03:32 – Benjamin's Valuable Free Action(VFA): Never assume anything. It's all ruled out by questions.

05:32 – Benjamin's Valuable Free Resource(VFR): Unleash Your Full Sales Potential Get Your FREE Strategic Sales Guide 10 Proven Steps That Will Boost Your Sales!: https://www.360salesconsulting.com/freeguide/

07:32 – Q: "When it comes to sales with people, what is the biggest fears that they have?" A: Normally, it's the fear of closing. It's because they haven't earned the right to ask for the close, because they've never asked the important questions before that in your confidence. So, when you get toward the part where you should be asking for the deal, or the close, or the credit card, most people are afraid to do it and they do it the wrong way. And normally, there's going to be an objection. And if your confidence is not there, you know, normal times you have to go to one or two objections. And they can't do that either.

Tweetable Takeaways from this Episode:

“Never assume anything. It's all ruled out by questions.” -benjaminbrownClick To Tweet

Info about our correspondent host: Travis has a background in sales, marketing, and strategy, and left the corporate world several years ago to start his own agency. As a copywriter by trade, his biggest skill is putting the right words, in front of the right people, at the right time. Travis has developed go-to-market strategies for grassroots apps to Fortune 500 and helped optimize up to $50k per day in F...

Learn how to consistently attract, convert and engage high-paying clients on autopilot

Know how to skyrocket your productivity through disciplined execution so you can execute on the right things, at the right time, in the right way with focus and discipline

Discover how to develop the confidence to charge what you're worth through Nick's valuable free action

Resources/Links:

Download the four-step formula to get off the income rollercoaster, and make more money, more easily, and more consistently in your digital marketing business: https://incomealtitudes.com/movemti

Summary

Nick Cownie is Founder and Director at Success Dynamics Institute. He's also a certified NLP trainer, a published author, international speaker, and certified digital marketing specialist.

In this episode, Nick shares his specialty in helping clients get off the income rollercoaster in your digital marketing business, you need the right skills, the right tools, and the right psychology.

Check out these episode highlights:

01:12 – Nick's ideal client: "Our ideal client is very simple. It's effectively self-employed digital marketers. So, this could be anyone who has a business that relies heavily on digital marketing for their lead generation and then uses a website, Click Funnels, any of these online tools that are very common these days to convert their hopefully high-quality leads into high paying clients."

01:46 – Problem Nick helps solve: The big problem that we solve and pretty much everyone goes through these when they get into digital marketing or any business really is what we quite conversationally called the income roller coaster. Sometimes people call it the feast and famine cycle.

02:32 – Typical symptoms that clients do before reaching out to Nick: "Anxiety is definitely one. And so, when you're not making enough money, or your incomes going up and down, anxiety is part of the course. The other thing that I find is people either almost do the head in the sand, "Well, it'll be fine."

03:49 – Common mistakes people make when trying to solve that problem: We call it the turbulence triangle. People often, the mistakes that they make when they try to solve this is the turbulence triangle is really only three things that you need to fix if you want to generate higher, more consistent, income. The first is you do need the right skills. The second is you do need the right tools. And third and most important is you need to fix yourself. So, the right skill set, the right toolset, and the right mindset. And the mistake that I see people make, if the skill set and the toolset at best are 20% of the solution, but that's where we go 90, 95% of the time, and it's a rare individual who turned to themselves and says, "Well, maybe there's actually something going on in the six inches between my ears that's causing the situation to reoccur over and over again.

05:25 – Nick's Valuable Free Action(VFA): The first one, and this is the stock standard advice from any business coach, right, is double your prices, that most people are significantly undercharging. And they're worried that if they were to double their prices, they'd lose 90% of their clients. At best, you're going to lose probably 20% of your clients and that's no problem at all because the other 80% who are now paying double what you're charging previously, you will be making a lot more money. And that leads to my second recommendation, which is fire the bottom 20% of clients.

06:11 – Download the four-step formula to get off the income rollercoaster, and make more money, more easily,

Discover how to use your failure, mistakes, and vulnerabilities to fund success—the proven guide to building a powerful personal brand through the fearless admission of just being human

Know how to gain more career success, respect, and a powerful digital presence by being your natural, flawed self instead of pretending to be perfect

Learn why exposure is important and how it cultivates more durable connections than any polished persona can

Resources/Links:

http://surpassyoursuccess.com/quiz

Summary

Leonard Kim is the author of Ditch the Act: Reveal the Surprising Power of the Real You for Greater Success. His TEDx Talk, Why You Should Let Your Fears Guide You, has been internationally recognized as one of the best TED Talks by Forbes, Inc. Magazine and Mashable.

In this episode, Leonard shares how he helps people to really realize the exact things needed to go out there and achieve that success.

Check out these episode highlights:

01:18 – Leonard's ideal client: my ideal client is probably going to be a coach or a consultant who is making about 50 to 100 grand right now.

01:56 – Problem he helps solve: Helps people to really realize the exact things needed to go out there and achieve that success.

02:56 – Typical symptoms that clients do before reaching out to Leonard: Most people do is they try to create this airbrushed life, it's like the Instagram lifestyle let's show how great I am. Let's show how amazing I am.'

05:30 – Common mistakes people make when trying to solve that problem: Let's say you see John Maxwell and you're a John Maxwell coach, or you see Tony Robbins and you're like, I want to be like this person, or Oprah, or whoever it is. These people are like 17, 25 years into building their personal brand. And then if I go and copy someone that's stage 17, and I skipped stage one through 16, guess what, it's just not going to go and connect with people. So, you have to start at the very beginning and start at your roots and build out your bio as thoroughly as possible.

06:18 – Leonard's Valuable Free Action(VFA):You can work your way up to sharing the biggest struggles ever, like maybe losing a client, losing a business, losing a spouse, and losing something huge, which is going to drive the deepest connections with your audience. Get millions of people to go out there and see you. And then go drive traffic and then more conversions to your particular coaching or consulting business.

06:28 – Leonard's Valuable Free Resource(VFR): hhttp://surpassyoursuccess.com/quiz

07:32 – Q: "Where should you start to showcase the whole self?" A: One thing that you should really focus on is starting at the very beginning, which is your bio. Your bio is going to be the most important thing in the world and what your bio needs to do is connect with people, it needs to make them feel emotions towards you and it needs to be relatable. So that means go and describe everything that you've ever gone through in life and get it

Tweetable Takeaways from this Episode:

“The more of themselves that they can see in your story, that's what's really going to drive and connect home. And that leads to more clients, more revenue, more great things that you get to do

.” -@mrleonardkimClick To Tweet

Info about our correspondent host: Travis has a background in sales, marketing, and strategy, and left the corporate world several years ago to start his own agency. As a copywriter by trade, his biggest skill is putting the right words, in front of the right people,

Learn how to create the kinds of experiences that keep your customers and your employees loyal, focused, engaged and committed

Know 'The Right Process' of keeping and retaining clients

Discover why the First 100 Days® after the sale and the interactions the customer experiences is the key to building customer loyalty and not about focusing on marketing or closing the sale

Resources/Links:

Download the Free Chapter of Joey's Book: Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days: https://joeycoleman.com/book/

Summary

For over a decade, Joey Coleman has helped organizations retain their best customers and turn them into raving fans via his entertaining and actionable keynotes, workshops, and consulting projects. He is a multi-award-winning speaker at both national and international conferences and his book Never Lose a Customer Again is ranked as one of Wall Street Journal's bestsellers.

In this episode, Joey shares his specialty in creating unique, attention-grabbing customer experiences and talks about the importance of making personal and emotional connections with your customers.

Check out these episode highlights:

02:03 – Joey's ideal client: "My ideal client is an organization that has realized that only focusing on acquiring new customers is a long-term recipe for failure."

02:42 – Problem Joey helps solve: I help companies keep their customers. All too often companies are focused on acquiring but not retaining.

03:22 – Typical symptoms that clients do before reaching out to Joey: "They're going to be seeing increased or high levels of churn. If you're not, start paying attention to that. They're going to be experiencing struggles with employee morale, because the customer situation and the customer relationships are so afraid and strained, that it's causing issues within the company."

04:20 – Common mistakes people make when trying to solve that problem: When they realize that they're hemorrhaging. They try to go get new customers, instead of solving the problems.

05:38 – Joey's Valuable Free Action(VFA): Actually writing a handwritten thank you note to your existing customers, telling them how much you appreciate their business, how much you value that relationship and how committed you are to continue to serve them well.

06:11 – Joey's Valuable Free Resource(VFR): Download the Free Chapter of Joey's Book: Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days: https://joeycoleman.com/book/

06:49 – Q: "What is the benefit that you get as an organization from focusing on your customer experience?" A: Customer experience and employee experience are two sides of the same coin. As you polish one, the other happens to brighten. As your customer experience goes up, your employee experience goes up.

Tweetable Takeaways from this Episode:

“Create the kinds of experiences that keep your customers and your employees loyal, focused, engaged and committed.” -Joey ColemanClick To Tweet

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland: 0:09

Hello everyone, and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, joined today by Joey Coleman. Joey, a very warm Australian good day, welcome. Where are you hanging out, sir?

Joey Coleman: 0:20

Good day, Tom. I appreciate being here. I'm actually at my home in Boulder, Colorado,

Discover how to take your business to the next million in revenue

Know why it is important to develop talent and a culture that is self-motivated and works toward a common goal​

Learn how to spot high-potential growth opportunities without spending any more money on advertising than you’re already investing

Resources/Links:

Sign up for a strategy session and Multiply Revenue & Scale Your Small-Business Faster : https://predictableprofits.com/growth-consulting/

Summary

Charles Gaudet is the author of The Predictable Profits Playbook: The Entrepreneurs Guide to Dominating Any Market and Staying on Top and host of The Beyond 7-Figures Podcast. He's been an entrepreneur since the age of 4, created his first multi-million dollar business at 24, and has helped others generate millions with his strategies.

In this episode, Charles shares how he helps growth-minded business owners and CEOs reach their next million in revenue and beyond through data-based decisions, rigorously tested strategies and deep insight into existing opportunities.

Check out these episode highlights:

01:18 – Charles' ideal client: We work mostly with small and medium-sized businesses who have a sales team. And often the sales team is field-based, meaning that they travel from client to client.

01:41 – Problem he helps solve: A lot of business owners would like to understand what their sales teams are doing, their own activity, but doing the manual work of data entry in a CRM is just a soul-sucking experience

02:11 – Typical symptoms that clients do before reaching out to Charles: Well, there are usually two symptoms, either you don't know what the sales team is doing, or they're spending too much time updating CRM.

02:54 – Common mistakes people make when trying to solve that problem: Well, the traditional way to solve this problem is to bring up everybody who's involved in the sales process or perhaps have a large meeting. Where you force every person in the company or in the group to sit around and talk about all of your different potential customers, and it's a big waste of time. And the sales team hates that and everybody gets really bored.

04:33 – Charles Valuable Free Action(VFA): The advice that I would give, which relates to that is to make sure that people are doing enough follow-ups. I know it feels like when you have a lead coming in that you're reaching out a lot to somebody. But reaching out a lot, even more, is really required to convert them into a customer. So, don't feel like you're not reaching out too much. You push through that and reach out more.

06:28 – Charles Valuable Free Resource(VFR): Download The 44 Best Sales Tips of All Time: https://spiro.ai/blog/

07:32 – Q: "What is our process for actually growing a business or formalized process to get the results that we've got?" A: Over the years, over a decade of doing this and traveling the world studying billionaire entrepreneurs, broken down into three things, it's called OSI. Optimization, optimize what you're doing. Systemize what you're doing, so you're creating more leverage in your business. And the last one is innovating. This is where you're breaking models, and you're recreating new ones for breakthrough profits. Boom. Optimization, systemization, and innovation. There you go.

Tweetable Takeaways from this Episode:

“Delusion is not the solution. You got to find some way to just really narrowly focus on your business strategy.” -@charlesgaudet Click To Tweet

Info about our correspondent host: Travis has a background in sales,

Learn how to position your brand, establish your company culture, and your story

Discover how to structure your ideas and ultimately craft a well-defined brand that will be easy to buy into for your audience

Find-out how a brand with a strong foundational DNA ultimately create a focused and authentic story your audience can believe in

Resources/Links:

Master your BRAND LAUNCH (an online version of Fabian Geyrhalter's popular Resonaid® workshop):Gain Brand Focus Now: Check-out the Course Through This Link: https://www.resonaid.com/

Summary

Renowned Brand Strategist and Creative Director Fabian Geyrhalter is the founder and principal of FINIEN, and a prolific author and speaker on the subject of branding. He is also a columnist for Forbes and Inc and has been published by the likes of The Washington Post, Entrepreneur and Mashable.

In this episode, Fabian shares how he ensures clients are set up with a strong brand foundation, have structured ideas that ultimately craft a well-defined brand that is easy to buy into for your target market.

Check out these episode highlights:

01:16 – Fabian's ideal client: "Our ideal client is a founder of a company that needs to define his or her brand foundation, name, and identity. Or if part of a rebranding, it's a founder or a marketer, a CMO, who needs to re-evaluate the brand's positioning identity and voice."

01:39– Problem Fabian helps solve: I create clarity and focus..

03:15 – Typical symptoms that clients do before reaching out to Fabian: "You have a product but no one cares, despite it being an actual good offering, so that's a problem. Or they have a service that sells but they don't get an engagement as the brand. So, you know, or the third one is actually their launching a brand but they have difficulties understanding themselves what the true north is, why people would deeply care about the brand."

04:02 – Common mistakes people make when trying to solve that problem: They try to be too many things to too many people, right? And that's why brand clarity creates that focus that allows them to attract the right people. I call it your brand DNA, right? You have to define your brand DNA and voices it that actually stick to it .

05:42 – Fabian's Valuable Free Action(VFA): Define that brand DNA.So, write down in a sentence, here's what we sell, and here's who we sell it to, and then finish the sentence with because.

06:49 – Fabian's Valuable Free Resource(VFR): They can visit our website, which is https://www.resonaid.com/

07:28 – Q: "Why is Fabian obsessed with branding?" A: Because I really strongly believe that branding is the new advertising. I feel like stories are now real and brands can't wear costumes anymore. So today, branding, if you do it in a transparent, authentic and meaningful way, you can create better companies, better cultures, and quite frankly, a better world. Then who would have thought that branding could ever do that for you.

Tweetable Takeaways from this Episode:

“Branding — if you do it in a transparent, authentic and meaningful way, you can create better companies, better cultures, and quite frankly, a better world.” -@FINIENinsightsClick To Tweet

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland: 0:09

Hello, every one a very warm welcome to another edition of Marketing The Invisible, and my name is Tom Poland and joined today by Fabian Geyrhalter. Fabian, a very warm hello,

Discover how having a solid follow-up system still is the best way to increase sales

Know the areas, and actions you need to focus on as a salesperson, rather than that soul-crushing entry typing of your client's CRM data

Learn why proactive relationship management is going to kill CRM

Resources/Links:

Download The 44 Best Sales Tips of All Time: https://spiro.ai/blog/

Summary

As Spiros CEO, Adam Honig is focused on the company's overall market strategy and vision. He is passionate about helping sales teams make more money using artificial intelligence and is the driving force behind Spiros'proactive relationship management.

In this episode, Adam shares how he helps sales teams make more money using artificial intelligence and shares their mission is to help sales teams spend more time selling rather than spending time in sorting out their CRM manually.

Check out these episode highlights:

01:16 – Adam's ideal client: We work mostly with small and medium-sized businesses who have a sales team. And often the sales team is field-based, meaning that they travel from client to client.

01:32 – Problem he helps solve: A lot of business owners would like to understand what their sales teams are doing, their own activity, but doing the manual work of data entry in a CRM is just a soul-sucking experience

02:11 – Typical symptoms that clients do before reaching out to Adam: Well, there are usually two symptoms, either you don't know what the sales team is doing, or they're spending too much time updating CRM.

02:52 – Common mistakes people make when trying to solve that problem: Well, the traditional way to solve this problem is to bring up everybody who's involved in the sales process or perhaps have a large meeting. Where you force every person in the company or in the group to sit around and talk about all of your different potential customers, and it's a big waste of time. And the sales team hates that and everybody gets really bored.

03:39 – Adam's Valuable Free Action(VFA): The advice that I would give, which relates to that is to make sure that people are doing enough follow-ups. I know it feels like when you have a lead coming in that you're reaching out a lot to somebody. But reaching out a lot, even more, is really required to convert them into a customer. So, don't feel like you're not reaching out too much. You push through that and reach out more.

05:44 – Adam's Valuable Free Resource(VFR): Download The 44 Best Sales Tips of All Time: https://spiro.ai/blog/

06:24 – Q: "what's the number one thing that I can do to increase sales?" A: Really trying to be authentic with people is super important. And when things are not right for your company, qualify people at quickly, but just really, you really want to make sure that people understand that you're coming from a point of view of trying to help them the most. That's, in my view, the best way to increase sales.

Tweetable Takeaways from this Episode:

“Make sure that your sales people are doing enough follow-ups.” -@spiroai Click To Tweet

Info about our correspondent host: Travis has a background in sales, marketing, and strategy, and left the corporate world several years ago to start his own agency. As a copywriter by trade, his biggest skill is putting the right words, in front of the right people, at the right time. Travis has developed go-to-market strategies for grassroots apps to Fortune 500 and helped optimize up to $50k per day in Facebook Ad spend for one of the biggest startups in Asia.

Learn how to increase your business' fundability

Discover how having a business telephone number and fax help you improve your bank's credit score

Find out how to get approved for credit lines and loans to start and grow your company- even when banks say “NO”

Resources/Links:

Download Your FREE 4-Step Business Credit Building Guide: https://www.creditsuite.com/

Summary

Stephen Wible is a public speaker, author of Business Credit The Complete Step By- Step Guide, trainer, and avid learner. He passionately combines his high energy and business credit knowledge and is a recognized expert in the field.

In this episode, Stephen shares how he provides impactful insight into building business credit and obtaining loans for business - teaching and presenting to thousands.

Check out these episode highlights:

01:17 – Stephen's ideal client: Our ideal client is literally every small business owner. Anybody that has a business.

01:42 – Problem he helps solve: Building business credit and getting funding for your businesses

02:18 – Typical symptoms that clients do before reaching out to Stephen: The limits they tend to get tend to be smaller. As an individual, when you apply for credit, they're going to treat you like an individual. As a business owner, a business can get much larger credit limits, which obviously, the larger the credit limit the better for you because when you need it, it's there.

03:18 – Common mistakes people make when trying to solve that problem: one of the common mistakes I see is your business phone number. When you put an application, most people when I asked them, give me your number for your business, they give me their cell phone. They would always give me their cell phone. And unfortunately, that's an immediate rejection with the bank. Instant. Artificial intelligence will reject you immediately.

04:58 – Stephen's Valuable Free Action(VFA): If you don't have a business phone, let's say you are a digital person, and most people are these days and age, you can use what's called a virtual phone number.

06:34 – Stephen's Valuable Free Resource(VFR): Download Your FREE 4-Step Business Credit Building Guide: https://www.creditsuite.com/

Tweetable Takeaways from this Episode:

“We all have been trained to sign for credit personally.And that's a problem because when you're signing for things personally, your utilization goes all over the place your credit scores go down.” -@swible Click To Tweet

Info about our correspondent host: Travis has a background in sales, marketing, and strategy, and left the corporate world several years ago to start his own agency. As a copywriter by trade, his biggest skill is putting the right words, in front of the right people, at the right time. Travis has developed go-to-market strategies for grassroots apps to Fortune 500 and helped optimize up to $50k per day in Facebook Ad spend for one of the biggest startups in Asia.

Transcript

(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Travis Bennett: 0:09

Hi everyone and welcome to another edition of Marketing The Invisible. My name is Travis Bennett and I'm rocking it to you out of Yangon in Myanmar, proving you can build a successful business anywhere in the world. I'm joined today by Stephen Wible. Stephen, a very, very warm welcome.

Stephen Wible: 0:25

Thank you. I appreciate it, Travis.

Learn how to craft 'The Right Message' that helps you get through to the right decision-makers and brings the exact language that piques their interest so they listen and invite you in

Know 'The Right Process' to get invited in by the person with the authority to buy your products or services

Find-out how to be persistent in sales without annoying your prospects and how not to give up on a prospect

Resources/Links:

Check out: https://www.koppconsultingusa.com/

Summary

Caryn Kopp is the Chief Door Opener® at Kopp Consulting whose Door Opener® Service has helped thousands of business leaders and salespeople secure initial meetings with high-level decision-makers in almost every major company including P&G, GE, Merck, Verizon, Kraft, Target, CBS, and the list goes on. A best-selling author, nationally recognized speaker, and an expert in Business Development, Caryn can be seen in Inc., Forbes, and Newsweek and she is a faculty member of Verne Harnish’s Gazelles Growth Institute.

In this episode, Caryn shares how she helps thousands of business leaders and salespeople secure initial meetings with high-level decision-makers through a well-crafted sales message that gets her clients “in the door” with their prospects.

Check out these episode highlights:

01:55 – Caryn's ideal client: "Our ideal client is a business leader who needs more executive-level meetings than they can get on their own. Either through themselves or with their sales teams."

02:17– Problem Caryn helps solve: The problem that we're solving is getting these doors open and saying something that really matters to the decision-makers.

03:21 – Typical symptoms that clients do before reaching out to Caryn: "Fewer than desired meetings. That's an obvious one. But another obvious one is too many decision-makers who say that they're not interested,'No, thank you.'"

04:14 – Common mistakes people make when trying to solve that problem: Sometimes they fire their salespeople instead of changing their message.

05:11 – Caryn's Valuable Free Action(VFA): They can incorporate what we call the Kopp-Gap Method of sales messaging. It doesn't solve the entire sales messaging problem, but here's a little strategy for you. It's three sentences, it's fill in the blank. "Anyone can ________," and you fill in the blank, "But not everyone can ________," and you fill in the blank. Example statement: "Anybody can say they give great customer service, but not everyone can prove it. For example..." and then you layer something in that's incredibly powerful.

06:11 – Caryn's Valuable Free Resource(VFR): They can visit our website, which is koppconsultingusa.com

06:49 – Q: "When should somebody give up on a prospect?" A: In our world, as long as you've done a really good job targeting, and that means taking a wide group of prospects and making it more narrow. Focusing solely on those people who would find you too, one, be an obvious solution. Two, willingly pay what you want to charge for your products and services. And then also feel urgency around having a meeting and taking the next steps. So, if you can narrowly define your target group like that, there is no reason to give up on a prospect. In fact, Dan Kennedy said, "The difference between garbage and salad is timing." So, hang in there, because your competition won't.

Tweetable Takeaways from this Episode:

“The difference between garbage and salad is timing.” -@chiefdooropener quoting Dan KennedyClick To Tweet

Transcript