::The first 5 minutes of this episode can and should be applied to every person, beginning a sales presentation.

However, the remainder of the training pertains specifically to those selling their Coaching Business.::

The first and most important step to prequalifying a prospect is to establish what your pre-qualifications are.

What are 1-3 pre-qualifications your customer must have for them to qualify for your product?

Once you are clear on what those prequalifying factors are, incorporate those questions into the first 3-5 minutes of your prospect interaction.

Never Present Price without first establishing a foundation of value because the price is relative.

If you’re selling a coaching business, the quickest way to establish a value foundation before presenting price is by asking these 2 questions.

1. What are your prospect's goals, and what have been her biggest obstacles?
2. If she had a sure-fire path to reach those goals, within your allotted time frame, How Much Would That Be Worth To Her?

“Quick Value Adding Script” before presenting price during pre-qualification

“Okay Sandra, I don’t want to waste your time or mine, I’ll tell your briefly what my services will provide for you, and then we’ll talk pricing, and I can go into more detail about everything after, if we both feel like this would be a good partnership. Sound good?”

Then present price and when presenting the price you can do this two ways.

1. Break down pricing and what highest value of the service would be if all components were separate
2. Tell her the price, right out

Both price presentations are effective – if you’re confident and she is a good candidate for your service.

Remember: “You Have The Cookie!”

Now, this may sound like a lengthy pre-qualification process, but you can do it in as quickly as 15/ 20 minutes.

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"You will Never lose business by asking for a referral but you will lose business if you don’t ask for referral."

Get More Referrals Method #1: Prime your prospect at the beginning of your sales presentation, asking them to think of 1 or 2 people during your presentation that your product or service would work well for. This is an excellent method to use in social selling/ network marketing. (1:46 mins)

Get More Referrals Method #2: Create a Win-Win-Win Situation with a Referral Bonus Program. I have paid out thousands of dollars to customers for sending me Warm & Ready leads and have, in turn, made 10X what I paid out to them, in referral Thank-You checks. If possible within your pay scale, referral bonus checks create a win-win-win situation for all parties involved and who doesn't love "Win-Win-Win" situations?! (4:28 mins)

Get More Referrals Method #3: Ask your happy customer to share their love of your product/service on social media and have them tag you in the post. (8:19 mins)

Get More Referrals Method #4: Long Term and Short-Term customer care follow-up systems. This is one of the most effective ways to be the recipient of customer referrals and return customers continuously. Plus, learn about Joe Girad, who since 1973 has held the Guinness Book of World Records for most cars sold in 1 year and his "Customer Care Follow-Up System" (10:18 mins)

Connect with me on IG: https://bit.ly/2XdAL2A

Join our Growing Sales Community for Women in Small Business and Sales: https://bit.ly/2zkFR36

Shanelle & Ugochi discuss some of Shanelle's sales history, her goal with sharing sales strategies and Shanelle shares some emotional sales insights on how to overcome the regularly occurring fear associated with sales, during this recording of an Instagram live!

Connect with Ugochi on Instagram: https://www.instagram.com/thefiercemothers/

Connect with Shanelle on Instagram: https://bit.ly/2XdAL2A

Have you joined Shanelle's Empowered Female Sales Community? Join Here! - https://bit.ly/3aKgk02

Zoom is a great way to connect and build rapport when you cannot meet in person or have a market outside of your city with that said there are a few rules of effective sales etiquette to be aware of when you’re on a Zoom meeting so that it goes smoothly and effectively!

In today’s training I will walk you through the 5 sales pitfalls to selling one on one on Zoom and how to avoid them! 

1. Lack of Connection 
2. Be Prepared
3. Keep Your Prospect Engaged
4. Not asking for “The Yes”
5. Lack of Follow-UP

Asking for “The Yes” - https://bit.ly/2YvNjTu

Empowered Female Sales Community - https://bit.ly/3aKgk02

Let’s connect on Instagram - https://bit.ly/2XdAL2A

"Switch Pitch" How to get your prospects to buy from you instead of the competition

How to get your prospects to buy from you instead of the competition Tip #1 - Have a good understanding of your competition's products. Know what you’re up against and how your products differ.

If you’re not proficient before entering the sales meeting, ask your prospect lots of questions to help you understand what they like and do not like about their current product or service. Set yourself up as an educated advisor - not a saleswoman.

How to get your prospects to buy from you instead of the competition Tip #2- Your product needs to make emotional sense, not just logical. Science tells us that we humans buy based on emotion and back it up with logic. Your prospect is emotionally invested in their current service; they did their research, etc. Do not product or company bash. Acknowledge that they made they are an educated, intelligent consumer and then highlight how your product is a level-up from their current experience. “People don’t care about how awesome your product is until they know how much you care”

And worst-case scenario, your product doesn’tt differ much from their current product but because you have shown your prospect you see them as an individual and what them to have the best, they switch services because they like YOU!

How to get your prospects to buy from you instead of the competition Tip #3-  Make the switch as Simple and Seamless as possible. Reduce or eliminate any mental hurdles of a switch. Cancelations can be a major pain in the butt. Make it simple.

Have you gotten your Free “Sales 101” course? 10 Modules to double, triple, even ten times your sales results! Get it here! —> https://bit.ly/2zpWMBe

LInkedIn Social Selling / Lead Generation Tip #1: Despite what you might have heard or what you commonly see, your LinkedIn profile should not be ABOUT YOU.  It should be FOR YOUR TARGET CLIENT OR AUDIENCE.

LInkedIn Social Selling / Lead Generation Tip #2: Everyone in the world talks about why they (or their company) is different, better, brilliant, amazing. Instead of talking, why not just start with BEING those things by answering questions that are important to your target people? This is true for your LinkedIn, your website, every piece of digital content.

LInkedIn Social Selling / Lead Generation Tip #3: Social selling is neither "social" in the sense of social media, nor is it "selling" in the sense of leads, funnels, launches, all that stuff.  Social selling is highly personal and it aims always to deliver value, rather than to "sell."  Which is why people are very eager to buy from good social sellers during scary times. 

Let’s Connect!

Ellen on LinkedIn - https://www.linkedin.com/in/ellen-melko-moore/

Shanelle on LInkedin - https://www.linkedin.com/in/shanelle-kunz-5736ab185/

Ellen’s Website - https://supertightsocialselling.com

Schedule a Free LinkedIn Audit - https://schedulesupertight.as.me/LIA

Shanelle’s Website: shanellekunz.com

10X your sales results with 10 Free “Sales 101” Modules - https://www.shanellekunz.com/sales-training

Top 6 Tips for Lead Generation on Pinterest.

Before you start to generate leads via Pinterest you gotta first Know who your audience is. Second, use the Pinterest Insight tools to discover if your content is reaching your target audience.

#1 for Lead Generation on Pinterest: Create a Freebie. Find out a problem your target audience is having or something that your audience wants and give them that in exchange for their email. Tip- Quizzes have the highest conversion.

Evergreen: The Content lives on FOREVER! And can produce for you now and then trend again two years from now, continuing to generate followers and leads.

#2 for Lead Generation on Pinterest: Create Pins that Lead to Your Instagram. Instagram works as a blog from some people, and if that is you, pin your value-adding Instagram posts to Pinterest. Tip – Resize the Instagram images to a 2X3 ratio – Pinterest Optimized Image. Canva is a great place to resize Instagram images to Pinterest Optimized Images easily.

#3 for Lead Generation on Pinterest: Showcase your portfolio work on your boards. This idea is excellent for designers and photographers. Tip: Use your location and your niche in the description of your images. Using your location and niche description will bring those images up during their search on Pinterest and Google as well. Optimize Pinterest Descriptions

#4 for Lead Generation on Pinterest: Utilize Pinterest Bio. Use keywords to Target your audience in your Bio and what you offer to your audience. Then use a shortened bitly link to then send the viewer to your opt-in or Instagram.

#5 for Lead Generation on Pinterest: Test out your pins. Create 4-5 different images and then wait 3-4 weeks to check Pinterest Analytics to see which pins are working the best. Tip: Tailwind is Awesome!

#6 for Lead Generation on Pinterest: Accelerate Your Efforts with Promoted Pins. Find out which pins are naturally performing best and then promote those pins for $10 a day for a few months. Promote your lead generation posts. It takes a few weeks for those Pinterest promoted pins to begin to snowball, so promoting for a few months is optimal.

Connect with Cali: https://thehalcyonhive.com

Connect with Shanelle: https://www.shanellekunz.com

Connect with Cali on Pinterest: http://pinterest.com/thehalcyonhive

Pinterest Challenge: https://thehalcyonhive.com/pinterest-3-day-challenge

Connect with Cali on Instagram: @cali.waege

Connect with Shanelle on Instagram @shanelle.kunz

I had the privilege to interview Ace The Gram to discuss Lead Generation for Instagram.

Here is an overview of our discussion:

Generate Leads on Instagram Step #1 - Optimize Your Profile - (6:30 mins)

        1. Optimize that bold lettering under

        2. Consistent picture across all platforms

        3. Feed posts and stories - ALWAYS ADD VALUE - instant snapshot into what you offer - Does your content speak a 1000 words, as to what you offer. 

        4. Value comes in many forms - i

            1. Content has two tiers - Attract & Sell

            2. “People are only interested in what you can do for them”

            3. Jab - Jab - Jab - Right Hook

Generate Leads on Instagram Step #2 - Value First Content ( 11:30)

        1. Value can come in various forms 

            - If you’re a designer aesthetic is your value. If your providing value through humor. Education in the form of value. Value comes in lots of different forms.

Generate Leads on Instagram Step #3 - What do your customers really want? (14 mins)

        1. How discover pain points with their audience 

            - Listen to your customer - search hashtags and study your audience. - Directly ask your audience.

            -Check out the Answerthepublic.com & Quora.com (free app)

Generate Leads on Instagram Step #4 - “Dangle a Juicy Carrot” - 16:40

        1. Incentives people with something they really want so they can then  to give you their information and turn into a lead.

        2. Do a free SurveyMonkey.com survey to get feedback from your niche

        3. Check your Analytics!!

Generate Leads on Instagram Step #5 - Make it as easy as possible for people to claim your offer (21:13)

        1. Ask for At Most 2 pieces of information. Statistics show the least about of “ask” in the opt-in, get the most conversion.

Generate Leads on Instagram BONUS - Now Go Hustle For Your IG to BE SEEN (24:02 mins)

    1. Search Hashtags and connect with your target audience

    2. Collaborations

    3. Influence Marketing

    4. Giveaways

Connect with Ace The Gram on IG

Ace the Gram Podcast

Jay Reeve + Ace The Gram Episode #15

Connect with Shanelle on Instagram

6 Proven Steps for Building Rapport in Sales with Anyone (on the phone, online & in-person)

1. Find Commonality (1:26 mins)
2. It’s all about your prospect - show them you care (4:08 mins) 
3. Matching & Mirroring (6:00 mins)
4. Be Comfortable & Confident ( 9:35 mins) 
5. ALWAYS AGREE (10:35 mins)
6. Let the Enthusiasm BUILD ( 13:06 mins)

Join our Growing Sales Community 

Connect on IG

>>Join our Growing Sales Community<<

Phone Sales 101 in 5 Simple Steps

Tip #1: Have a Script (1:56)

Tip #2: When to Share Price (6:50)

Tip #3: Be Prepared to Overcome Objections (8:45)

Tip #4: The Power of Text Message (12:00)

Tip #5: Phone Sales is a Numbers Game (13:54)