When You’re New to Sales

When you’re new to sales, it will take some effort to get your career rolling. I compare this to the amount of thrust that’s required to get an airplane off the ground. It takes a lot, but once you reach  a certain level, staying aloft gets easier.

To make your career launch a little smoother, start by letting everyone you already know about your new position. They may or may not be qualified to own your product, but they are likely to know someone who is qualified. It never hurts to ask others to keep you in mind when the subject of whatever you’re selling comes up. Share with them the training you’ve taken and knowledge you’ve gained about your product so they’ll realize you’re working on becoming an expert on your product and industry.

Here’s a sample introductory letter I’ve taught past students to use. It’s just as effective when delivered via email or verbally.

Hello, Aunt Sally,

Something exciting has happened in my life. I have recently been hired as an associate (salesperson, consultant) with (name of company). This company is one of the largest (best, fastest-growing) in its field. I have learned a great deal about their products and services and feel very confident in representing them. I’d appreciate an opportunity to tell you more about my experience with them.

It’s my responsibility with this company to offer my relatives (friends, clients) the latest and most innovative ways to (state a benefit — not a feature). There’s so much to share with you I’d prefer to do it in person (on the phone). I’ll be contacting you for a time when we can visit. I’ve always appreciated your support and look forward to sharing with you the benefits of this new phase of my life soon.

Change the wording to suit your personality and product, but do invest the time and effort required to tell all of the people in your world about your new and excited career opportunity. You never know where qualified leads will come from. Don’t take a chance of missing them. Aunt Sally may be more well-connected than you think!

Learn more proven-effective prospecting strategies in my free eBook here.

Copyright Tom Hopkins International, Inc.

 

Using Keywords When Prospecting

Products Services keyboardWe use keywords when prospecting on social media sites and when searching for information on potential clients. When we go online to search for anything, we ask questions of our favorite search engines. The search engine uses the words in our requests to search out those same words on websites so we can be properly directed.

A keyword is defined as: an informative word used in an information retrieval system to indicate the content of a document.

I think it’s time we adopt a keyword approach to prospecting…only with the words we hear people speak. We use them effectively when searching for leads online. Why not use the same strategy during conversations? [Read more…]

Make Social Media Sell for You by Provoking Response by Jeff Molander

Jeff Molander social media postIf your experience with Facebook, blogs, Twitter and LinkedIn is like most sales pros you’re struggling to create leads and sales. Most of us are failing and here’s why. We’ve been given bad information about “what works.” So here is a new, 3-step process to make sure everything you put “out there” on social media always creates leads and sales. As it turns out netting sales is all about provoking a response to what you put out onto social media, super-charging buyers’ confidence in themselves and moving them off of social media.

The Case for Confidence

Being engaging, getting re-tweeted and telling compelling stories doesn’t cause sales. High levels of confidence in buyers and clear, compelling calls-to-action do.

The most effective, practical way to generate sales with blogs, videos, educational ebook downloads, LinkedIn and other social platforms is to give confidence to buyers in ways that increase their ability to feel emotionally grounded, intellectually stronger… fully equipped to own.

If you do this well enough prospects will ask you for the sale. But where to start? [Read more…]

5 UN-Creative Thoughts About Creativity by Dan Kennedy

Entrepreneurs and marketers are constantly challenged to be creative. But creativity as it is commonly thought of and practiced is sin not virtue, because it is slow and ponderous; because it begins with a blank slate. One of the most profitably creative entrepreneurs of all time, Walt Disney, said “….stop talking and begin doing.” To be profitable in the real world, creativity must be fast, decisive, practical, implementable and implemented. There’s little room for creativity for creativity’s sake.

I tend to practice “creativity cheating” – and thought I’d give you a few quick “cheats”, from the many I talked about at my one day Creative Thinking For Entrepreneurs Seminar.*

#1: STEAL AND ADAPT WHAT’S ALREADY BUILT

From Tony Baxter, Senior V.P., Creative Development/Imagineering at Disney: “For the climactic scene in the Indiana Jones Adventure at Disneyland, we wanted the ride vehicle to suddenly start backing up as the giant rolling boulder comes thundering toward us. Having a ride vehicle back up in the middle of a ride is SOMETHING THAT’S NEVER BEEN DONE, BECAUSE IT’S NOT POSSIBLE. With eighteen vehicles traveling down the same track at the same time, a vehicle going in reverse would collide with the next vehicle coming behind it along the track. But if you’ve ever ridden in the Indiana Jones attraction, you know your vehicle does suddenly start backing up. At least that’s your perception. Your vehicle has actually stopped. It’s the walls and ceiling that are moving, giving you the undeniable feeling that you’re traveling backward…….so, where did we come up with this solution? A car wash. One of those self-service machines at the gas station where you pull your car in and park while a series of brushes and spray heads mounted above and beside your car travel back and forth.”

There’s more to Tony’s story, but enough here to make the point: whatever you’re trying to do, somebody has already figured out and built — just not in your business or industry or in an application you might ordinarily, easily think of in connection with your business. You do NOT want to invest umpteen days, weeks, months duplicating all the figuring out and innovation and engineering – you want to find the thing that’s already built.

Oh, and a key question to ask every time you see anything, go anywhere, experience anything: how can I use that? [Read more…]

Strategies for Finding New Business

[Read more…]