Sales Babble

Bitcoin, Business and the International Blockchain Conference

I attended the 2nd International Blockchain Congress in Chicago. The Innovation and Development Foundation hosted the conference along with Microsoft. The day-long event took place in the heart of Chicago at a state-of-the-art AON Center conference facility. It was a great experience containing keynotes, panel discussions, lightning talks, fireside chats, ICO pitches, workshops and breakout group sessions. We talked Bitcoin Business Blockchain and all things crypto throughout the entire event.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Blockchain Business

This is the link to the conference www.ibcongress.io/ibc  They hosted a terrific event!

Shout Out for Bitcoin Business and Blockchain Help

I interviewed a number of people at the conference. I’d like to share a special shout out to the following contributors to this episode and my journey in the Cryptocurrency space.

* Charles Kwon at OmniSparx.io

* Dima Elissa at Symptomatic.io

* Scott Diamond Chicago Digital Asset Network

* Elsa Kitt  easyBIZprinting

* Rick Carlino –Farmbot

* Fox.Build Makerspace

* The Saint Charles Crypto Club meetup

To learn more on Bitcoin, Business and the International Blockchain Conference click the “Babble Me” button at www.salesbabble.com

 

 

 

Valve Stem Sales Strategy

In this episode we meet Corey Philip who founded Gulf Coast Aluminum, a patio and screen enclosure company. He attributes a large factor of the rapid growth of the company to earning referrals from happy customers and data-driven sales and marketing. It was there he invented the Valve Stem Sales Strategy.

Valve Stem Lets Out the Pressure

Corey’s goal was to build a presentation that didn’t sound salesy. He’s tried pushy sales techniques. He did not like them. Nor did he find that it helped his business in the long run. Corey arrived at the idea of the valve stem sales strategy. By placing the price of the product in the middle of the presentation, you let out all  the pressure. Typically the price is at the end. This moves the focus to the value. He wants people to feel like they are making a decision on their own.

Valve Stem Process

The strategy contains 6 steps to be completed in order:

* Introduction – ask if they’ve heard of you, share how you do things differently.

* Fact Finding – understand what they want, build value by explaining how you’ll do it in detail, step by step process.

* Calculate the Price – quote a price to the dollar e.g. $5020

* Show similar project – references build trust.

* Tell the company story – pictures of office, key people, trucks, equipment.

* Assumptive close – should we get this written up after all the story telling.

38% of the prospects are closed at step 6.  30% will come back with an objection that eventually close.

Take Action Today

Get a sales process that is comfortable, natural, with a story and trust. This will differentiate you from your competitors.

How to Find Corey Philip

* Website: http://www.homeprosuccess.com

* Infographic post: https://www.homeprosuccess.com/infographic-the-valve-stem-sales-strategy-close-more-sales-using-story-trust-without-sales-tactics/

* Facebook group: https://www.facebook.com/groups/896216427196514/

* LinkedIn: https://www.linkedin.com/in/coreyphilip/

 

Closing Sales Tips

Coffee’s for closers, Sales Babblers too. Listen to these past episodes:

* Never Lose The Deal with Ganesh Tayi #218

* Never Be Closing – Key To Better Sales with Tim Hurson #197

* The Perfect Close with James Muir #132

* 4 Step Sales Framing Process with Aaron Janx #131

* Success Hacks for Sales with Scott Hansen #101

* How to Sell Coaching Services with Julie Foucht #98

* How to get your ASK in gear, an interview with Connie Kadansky #87

* Th...

5 Free Ways to Instantly Generate Hot Qualified Leads #228

The one plea I hear over and over is “Pat! I NEED more leads! I’ve run out of people to talk to!” It’s painful to have a great offer and nobody knows about it. What’s a seller to do? In this episode I’d like to share a strategy on how to instantly generate hot qualified leads.

By qualified  I mean people who have a genuine need or desire for your product or service. By hot I mean people who once they see your product, they  immediately see the value and can’t wait to become a paying customer today.

Follow this strategy  and you will be talking to REAL prospects instantly. I’ve also included few tips and tactics to kick this strategy off. Let’s find some leads!

The Strategy

The Strategy for generating hot qualified leads  has two goals:

Visit places where your ideal clients hangs out.

Strike up a conversation and turn strangers into friends and friends into customers.

Sounds simple, right? People are inundated with pitches, offers, and can’t miss deals. It’s difficult to discern whose honest and who’s not. To turn a stranger into a friend, you’ve got to  build trust and that takes time. Trust demands a certain level of friendship. To find new friends we’ll leverage your value proposition to discover places rich with your ideal prospective clients 

5 Free Lead Generation Tactics

Here are 5 ways to discover and uncover new qualified leads. You may be familiar with some of these. But have you tried them all? Depending on the industry, some may work better than others. Find what works best for your situation.

In Person Networking

Meeting someone in person is the premiere way to connect and instantly build a relationship. Common channels to meet people  are:

Attend live meetings posted in Meetup.com 

Subscribe to shared forums in social media and join the conversation.  

Most of the people you meet are not qualified to be your customers. But once you get to know them, they may know people who are a good fit. Treat EVERYONE like they’re an opportunity.  

Attend trade shows.   You can meet people a couple ways. One is exhibiting at a booth to collect leads or another is to attend as a guest and finding clients among the attendees and exhibitors. That’s right, depending on your business, exhibitors might be great prospects.

Get scheduled at as a guest speaker. Do not sell or pitch your product or service during the presentation. Talk about issues that surround the pains and desires your offer addresses. At the end of the presentation tell them you’ve barely scratched the surface and you have more to share. People will reach out and connect. Through your networking introduce yourself to the host. They are always looking for new content.

Direct Outreach:

 Reach out to people you’ve never met with cold emails,