On this podcast, Sujan talks about how sales and marketing can work together to get the best results. Growth marketing agency committed in helping organizations tap into the latest and relevant marketing strategies to boost their business.
On the podcast, Trevor delves into his process for marketing books, which, in turn, serve to market your overall brand. Trevor Crane is best known for his two best-selling books, “High Paying Clients” and “Big Money with Your Book…Without Selling a Single Copy.”
On the podcast, Trevor specifically discusses his recipe for crafting a book that will become your most powerful marketing tool in ninety days or less.
Today, Jay is the host and producer of multiple web series that focus on the meaning people find in their work. He has built editorial strategies for startups and produced awe-inspiring shows about the importance of intuition at work.
Remember the statistics mentioned in the beginning? It is good to remember pop-up is a good idea, but every wrong pop-up makes you lose a huge amount of leads you might never be getting back. So let us focus on above mentioned 12 things you shouldn’t be missing in your website pop-up.
Here, in this article, we are going to discuss some of the best software that your business needs in order to run efficiently and stay on top of the market.
In your company, you may find that your sales and marketing teams have challenges that slow down their production and, therefore, your profits. Learn more about how sales enablement can solve your toughest sales and marketing challenges. According to Pam Didner, the best way to make that happen is with sales enablement.
Did you know you have a bug in your brain? I was fortunate to chat with Robert during a recent podcast. During our talk, Robert explained why self-worth is so important and outlined some of the steps we can take to make some progress in this area.
How can you start embracing moments of connection, both with employees and with customers? The answer comes from leading social marketing strategist and CMO of Brand Innovators, Ted Rubin. Ted’s message of Return on Relationship has helped business owners across the country to empower themselves and their employees to embrace moments of connection.
Ryan Stewman is a five-time bestselling author, sales trainer, and entrepreneur. He's also a regular contributor to Forbes, Entrepreneur, and other major publications.
Ryan is known throughout the sales marketing industry as the "hardcore closer."
He didn't pick this name himself, but he accepts it with pride.
Today, Ryan talks about how you can get everything you need to know about your initial sales call and close more sales without getting pushy.
Spend More Time Preparing and Less Time Calling
Most companies recommend calling leads within the first five minutes, but not Ryan.
In fact, his team doesn't schedule calls for about four or five days out.
Why not? This gives them ample time to prepare for the call. The goal is to find out as much as they can about the person.
Another mistake companies make? They call every. single. lead.
Ryan recommends opting for quality over quantity. Why waste your time chasing down bad leads and facing ultimate rejection? Sales is emotional and stressful: you're constantly berated, rejected, and turned down so morale can deteriorate pretty quickly.
No one likes hearing the word "no." You can avoid lots of rejection simply by getting to know your leads before making the call.
When Ryan's team receives a lead, the first thing they do is determine how they can get more information.
Ryan suggests utilizing an automated email system that sends out surveys and forms to your leads. He uses a roughly ten-question survey to find out where they live, where they work, what kind of problems they're having, and what kind of business they're in.
This helps to get an overall sense of who they are and build your familiarity.
Ryan recommends checking out your lead's social media profiles.
Most people share posts with a public audience because they want others to see these things. No one pays attention to anyone anymore, so Ryan says people really appreciate this effort.
The goal is to get a sense for their personality.
This can also help avoid unnecessary rejection. Notice a lead chronically complaining or making up excuses in their Facebook posts? Then don't pursue that lead. Why waste your time with ultimate rejection?
Ryan's strategy for phone calls is pretty simple: he barely says anything.
If you can get folks to open their mouths, they're more likely to open their wallets.
This means that you don't need to be a good sales person if you're already a good listener.
First 30 Seconds
At the very beginning of the call, Ryan says you'll want to accomplish two things: let the person know you already have successful results with someone just like them and get them to admit they've already made a decision with you involved.
It sounds hard but it's actually pretty simple.
Ryan starts out by asking for the person's geographical location. Then he lets them know that he has current clients in that same area with great results.
He doesn't lie: if Ryan doesn't have clients in the same city, he'll list the state or region.
After that, Ryan asks why the lead reached out to him. By answering this question, Ryan gets them to admit they've already made a decision that involves him.
Keep the Conversation Flowing
Ryan says the process of sales is very similar to what a doctor does: someone tells you their problems and you give them a solution.
When you enter a doctor's office, you usually go through the same protocol, right?
Ryan uses the same strategy for sales calls. He calls it the "prescription method."
Come up with six or seven open-ended questions to use on every sales call. This helps keep the conversation flowing and avoids dead-ends.
Once the lead feels like you thoroughly understand their situation and problems, they're more likely to trust you for a solution.
Ryan says a lot of companies make big mistakes when it comes to answering questions on the initial phone call.
They forget what the lead wants to get out of the phone call. When someone calls a mortgage loan officer, it's because they want a house. They don't want to hear all the details about bond markets and interest rates.
Answering questions with too many details gets confusing quickly. We're conditioned to write and speak for experts, but fancy words and industry detail is just confusing to customers.
Tell them what they want to know in a way they can understand.
What about revealing prices?
Ryan prefers to list his price up-front on the website. He also likes to compare his price and product to another product with a similar price. He'll then explain that not only is his product superior, but it also costs less.
Closing the Sale without Getting Pushy
Ryan says the atmosphere has changed since the days of cold calls and newspaper ads.
You don't need to go through the hassle of changing someone's mind because you can find leads that prequalify for your product or service. Social media has made this strategy easier than ever.
Once you thoroughly understand someone's problems, you can prescribe them a beneficial solution. This is only possible by conducting efficient research through surveys and social reconnaissance.
Don't push for a one-call close!
Why risk jeopardizing the relationship? If a lead isn't quite ready to commit, ask when you can follow-up for an answer. Ryan also likes to send automated "thank you" emails.
The goal is to push for future contact. Clients feel comfortable when you give them this control.
How to Learn More from Ryan
You can find Ryan at Hardcore Closer where he's written over 700 blogs and published over 500 additional pages of content covering everything to do with sales marketing.
Ryan's bestselling book, Elevator to The Top, walks you through the sales funnel, upsells, and extra programs. You can score a free paperback copy here.
About Ryan Stewman
I’m a 4x best selling author
I contribute to Forbes, Entrepreneur, Addicted2Success, Good men Project, Lighter Side of Real Estate and Huffington Post.
I’ve got more Salesman of The Month plaques than I can count. It’s crazy to think of what all I’ve done from just taking action and working hard.
Hardcore Closer is an online learning resource for salespeople. We sell e-learning products in the advertising, marketing, funnel, sales and social media arenas, as well as do personal coaching and live events. My Break Free Academy program is our flagship program. It has everything you need in order to start marketing your business online and crushing your competitors.
I’m Ryan Stewman CEO of Hardcore Closer and it’s nice to meet you.
Over the years, new marketing strategies such as PPC campaign advertising has been developed to take advantage of how the internet can reach many consumers.
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What is PPC Management?
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Modern marketing strategies have been developed to fare better than the previous ones in increasing the visibility of brands employing these techniques.
Serving the B2B sector is not easy.
Today, competition is ripe and ready to take your customers. To have a competitive edge, you need to find creative ways to insert your brand into a client’s research phase.
One person that knows the importance of B2B marketing is Bernie Borges. Bernie, the CEO of Find and Convert, and a content marketing guru sits down to share his insights regarding social media.
I talked with Matt Heinz, a prolific author and nationally recognized, award-winning blogger about the benefits of combining marketing and sales to grow your business
Experienced entrepreneur and business owner, Karl Scheible, from Sandler Training presents on qualifying sale leads with prospective buyers.
Buyers have a system that has evolved over the years that has effectively neutralized traditional sales. There are several mistakes a salesperson might make resulting in the buyer objecting. Learn how to 'qualify hard and close easy'.
There are plenty of ways that you can make sales and build relationships with potential buyers, but it comes down to understanding the process that the buyer goes through and where the salesperson fits in. Karl Scheible from Sandler Training presents on understanding the professional buyer’s process.