Don’t Get Deleted! | Snap Selling

Photo Apr 19, 09 38 44 (1)Day in and day out, salespeople are always looking for different ways to get in front of their future clients. Being in the information age, we want value immediately! If the subject line of an email sucks; boom, deleted. If a voice message starts out boring; boom, deleted. You’ve only got a few seconds to capture someone’s attention… so you have to make it count.

“Here’s what you need to remember: Your prospects read your e-mails with their finger on the Delete key. They listen to you voice mails with their finger on the Delete key.”1

The majority of your prospects are inundated with multiple sales calls and sales emails a day. Why should they listen to you? Why should they care? What do you have to offer that is so different than what they’re already doing?!

Value… You’ve gotta give ’em value. “Well Jordan, you make it sound so simple.”

It is and it isn’t. You need to catch their attention and spark their interest but in a way where you’re not talking about your service/product. You’ve got to personalize your approach… and sometimes that can be time consuming.

“Being able to clearly articulate your value – from your customers’ perspective – is foundational to your sales success.”2

Knowing something about their business or their industry will go a long ways when you’re reaching out. Referencing their website and seeing that they’re hiring for a handful of new roles can get you in the door. (You can help them hire people faster.) Following their social channels and learning about the latest breakthrough they’ve had, shows them you care. (You can confirm their security is impenetrable.) That’s pretty black and white, but you get the point… I hope.

If you can articulate your value by referencing their current pains… you’ll have sparked their interest. Don’t lead with the product.

That is only two examples of how you can clearly articulate your value from the customer’s perspective. Jill Konrath takes it a step further and dives into ‘Trigger Events’.

“A trigger event is an occurrence that shifts an organization’s priorities. It could be internal or external to the organization. It doesn’t matter.”3

You better have just had a big Ah-Ha Moment Baby!

I have trigger events happen all the time! Whenever a law changes; people need to know about it. If something changes with the Affordable Care Act (ACA); I need to alarm my clients/prospects. Those are two examples…  Think anything! They’re in the news, boom. New CFO/CEO, boom. One of your competitors gets acquired, Trigger. Growth, hiring, expansion… ETC. The list goes on.

If something changes (trigger event) and now you’re even more aligned with their goals/immediate issues… imagine how much simpler it would be for you to articulate your value from their perspective!

“Your prospects are just too busy these days to waste their time with you if you don’t pay this price of admission.”4

I’ve been talking about this for the past few months. It’s the idea of social selling and separating yourself from the rest of the competition. You must personalize your approach. You must do your homework on the company. Nobody wants to be pitched on the first phone call and they sure as heck don’t want a canned voicemail. Same thing goes for your emails. You can’t send them some junk, because, like we learned earlier… it’ll be deleted!

Spend a few extra minutes; go to their website and at least read their ‘mission statement’ or ‘about us’.

Okay, so let’s say you’ve done all that but no word back from the prospect. It happens… and it happens a lot. It happens to ALL of you reading this. No big deal… now it’s your job to find relevant information to send their way every once in awhile. I’m sure you’ve got some cadence of how often you call, email, LinkedIn, Twitter, etc.

“Content designed for your prospects should present business value, help build a business case, educate about problems, invite interaction across the buying cycle, share expertise and reduce the perception of risk. – Ardath Albee”5

There is so much reliable content out there about every industry. Find credible information and send it to your prospects. Depending on what organization you work for, your employer could provide that information. Statistics and numbers speak volumes to people. Saving people time and money, increasing security, minimizing attrition… the list goes on. Jill has some lists in the book that you have to read!

Leaving one voicemail and sending one canned email isn’t going to do it in the information age. Prospects are being bombarded daily… set yourself apart and rise above the noise. Everybody is capable… you just have to make it routine.

 

There’s more to come from me about:

Snap Selling | Jill Konrath

Get “Snap Selling” on Amazon.

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Suck it up and get over it. Nobody cares! | Personalize your approach

Something that I’ve been sharing lately, with regards to social selling is the fact that personalization is huge… it goes a long ways and people feel like you care. It’s even better when you can show them you care!

“One-to-one marketing takes time but the ROI is tremendous because so few businesses are actually doing it. I finally figured out that’s why my results are so often the exception instead of the rule. When you’re listening and other people aren’t, you look like a star.”1

I’ll be the first to admit that personalized/one-to-one marketing is difficult and time consuming. You don’t see the ROI right away. But once you get in the groove and things start to click, you truly look like a star. You’ll be able to set yourself apart from the competition within the industry.

Gary jumps back and forth within the chapters to different Ah-Ha Moments. There are so many good takeaways that it’s hard not to want to comment on all of them. As humans, we complain… that’s a fact.

“Problems happen. Life isn’t fair or perfect. Complaining fixes nothing. Only taking action does.”2

Depending on when you’re reading this, you could agree or disagree. Is it 8am in the morning and you’re fired up and ready to go? Or is it 4pm and you’ve been shut down 20 times on the phone today? I’m writing this after being shut down on the phone today… and it honestly sucks because I want to complain so badly!

I can literally hear Gary Vee saying, “Suck it up and get over it. Nobody cares!” That right there is motivation enough to over the want to complain. I suggest you watch some of his most recent posts on Facebook or YouTube. They’ll motivate the heck out of you.

I’ve strived to be nice my entire life! I want people to know I care and that I’m a nice guy.

“Being nice is a choice, and how you choose to speak to people even when you’re pressed for time will reveal who you really are.”3

Man, ain’t that the truth? The more important you become, the less time you’ll have to give to other people. It’s harder to ‘look’ nice when you’re always under the microscope because you’re so busy.

Such an important thing to execute is in type of relationship whether it be work, personal or partnerships is communication.

“Communicate with your team. Communicate with your partners. Communicate with your clients. Communicate, communicate, communicate.”4

Maybe it’s just me, but I see a lot of miscommunication going on within every industry and with a lot of organizations. Communication is what keeps clients happy, doors opens, partners willing and coworkers excited. It’s the difference between doing incredibly well and just okay. It’s not hard to communicate with people… although we worry that if it’s bad news, someone is going to be pissed.

Keep the communication open and make sure you’re happy/excited to be doing it. GaryVee has ALWAYS talked about ‘doing what you absolutely love.’ Why do something that you hate?

“Self-esteem is the ultimate drug of our society. When you have it you give yourself the audacity to dream big, and when you do that, the little things stop mattering and anxiety cannot cripple you.”5

That’s the perfect way to say it. Stay high, stay confident and keep hustling. Nobody can stop you when you hustle.

I went from business to business this morning to meet local businesses. (I wrote the top half of this yesterday) Guess what! I got half my foot in the door at this one company and they said they were in a meeting and that I needed to leave. (They weren’t in a meeting). I smiled, handed them some information and left with 10 times for motivation than when I entered. It was pretty spectacular to feel that.

GaryVee wrote an incredible book and I hope you read it! It’s so worth it. He hits on so many other points too which I didn’t talk about. Do yourself a favor and like him on Facebook, follow him on Twitter and connect with him on LinkedIn.

You can thank me later!

 

Connect with Gary on Twitter: @garyvee

Connect with me on Twitter: @Barta57

#AskGaryVee | Gary Vaynerchuk

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One Piece Of Content Can Change Your Life

Did you read my last post from #AskGary Vee? If you didn’t… you better! Here, I’ll remind you what the last quote was…

“Here’s what you must remember: No matter who your audience is, you’re always one great piece of content away from changing your life. Everyone you know started off as an unknown until they did the thing that made them know.”1

BOOM! I wrote a piece of content on LinkedIn and sh*t got real! As of right now, 3/31/16, I have had 8,454 views, 422 Likes, 63 Comments and 94 Shares… It hasn’t even been 7 days since I posted it. Just like that, my voice has been heard around the world. Before you say, “Oh… wow Jordan, good for you. Pfft.”, you could be in my shoes! You can read the post I published on LinkedIn or on my site, The Ah-Ha Moment, between this post and the last #AskGaryVee post.

My motivation is at an all time high and I feel like I’m on fire. 

I’ve connected with so many new people from all over the world. All different walks of life. It’s absolutely amazing! Without my network, that wouldn’t have been possible…

“With one click – or tweet or share or favorite or any number of other social digital acts – consumers’ messages can be spread and their voice amplified well beyond the boundaries of their neighborhoods or even the industries where they work.”2

Do I have to say it again? Literally… ONE piece of content changed the playing field. I was averaging 30 profile views a day… now, I’m averaging 150. Nobody ever thinks it can happen to them… but I’m here to tell you it CAN. My friend Kristina Evans (@TheKristinaShow) recently had the same thing happen to her too. Her LinkedIn share BLEW up and she got over 15,000 profile views in five days. Not to mention the 1000+ comments and 3,000+ likes. Share something that’s relevant to your audience, it can provide value and leaves room for conversation.

Don’t forget though, content can bring the haters. It’s inevitable… Keep an open mind and try not to get offended. We’re living in the information age… people don’t stay mad for very long.

After reading more from Gary Vee, I now understand that it isn’t necessarily about the amount of views someone gets on their content. It’s more about the engagement and the ability people are willing to share. Anybody can view something for a second and then click out of it… It’s about the depth you’re able to reach.

“This is when I realized it wasn’t about width, it was all about depth. It’s about how many people care, not how many people you have.”3

Don’t get me wrong, I love having over 50 views on my content and posts. What’s really sweet is the reach a share can have. One person shares with their network of 5,000 people… Now my face has been shown to their network. That is 5,000 more people than me just posting it. I’m connecting with people in Ireland, Australia and everywhere you can think of. It’s the domino effect and it’s absolutely amazing. You know how it happened?! I posted content!

“It’s stunning how many remarkable reasons and circumstances people can come up with to explain why they haven’t met with success. Or course, the problem doesn’t usually lie with the type of industry or job. The problem lies with the individual who can’t see opportunities when they’re right in front of his or her face.”4

Nobody ever got anywhere in life by making excuses for themselves. Like Gary Vee says, “Nobody gives a f*ck about your feelings, bro“. It’s the harsh reality, but it’s so true. If you want success, it’s time to go get it. I’m a great example of grabbing an opportunity by the horns and running with it. “Well Jordan, what if I fail?” WHO CARES! You learned something from your experience. Pick yourself up, dust yourself off and get back out there. Nobody’s gonna give you the golden ticket. You gotta create it.

“Think completely left field. The best way to stagnate is to pay attention to everyone else because they’re doing the same crap over and over. And guess what? The same old crap sucks. Taking an open, optimistic attitude will keep your content fresh and exciting, and allow you to change the world’s perception of your ‘boring’ product.”5

Like the cliche saying, “Think outside the box”. Seriously though. The same old sales approaches don’t work like they used to… Always be closing is nearing its death and some would say it’s dead. Social selling is the way to sell… Instagram and Snapchat are now ‘the’ way to engage with your audience and market products. Who would have ever thought that would happen? Guess what.. it’s here. Stop getting in line with the rest of the people out there and start making your own waves. Taking that first step to post content will change your life.

 

There’s more to come from me about:

#AskGaryVee | Gary Vaynerchuk

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Content Creates Opportunity | #AskGaryVee

 Where did all the good storytellers go? Stories paint great pictures and people love putting themselves in the shoes of the characters. Remember “The Great Gatsby”? That’s an incredible story… Who wouldn’t want to be Gatsby for an evening. Hell, they have parties named after the guy because they’re so epic. Now take storytelling and relate it to sales!

“People buy with with their hearts, not their heads, and the way to every consumer’s heart is through a good story.”1

Tell them a story about you. Tell a story about the success of another client. Tell a story relating to the prospects pain point and how you can help them overcome their issue. Don’t just tell them, help them visualize. You’ll create some type of relationship and that will go a long ways.

If you’re already connected with them via LinkedIn or Twitter, you can use those platforms to help tell stories. Send them a YouTube video, whitepaper, data sheet or even a Twitter video. Personalize your approach and that will build rapport.

Gary talks about content and he creates a lot of Ah-Ha Moments for me. If you’re creating good content and sharing it with people, you’re creating great opportunity to reach a lot of people. But what about curated content? Taking someone else’s content, adding your personal touch and then sending it out onto the web. It’s kinda like how I post some material on LinkedIn or Twitter which was originally created by Paychex. I’m not taking any credit for it… I’m just changing the titles to attract to my network, adding some hashtags and giving Paychex credit.

“…if I added curated content to my original material, it would bring me even more exposure and create more opportunity.”2

It works! You never know what’s going to attract certain people. The internet is ALWAYS changing and there is always new information. Content at 11am could result in a bunch of likes and shares, however, content around 5pm could only get a few. The more content you’re able to spit out there, the more opportunity you can achieve.

I’ll be honest. It’s hard to create a lot of content and post everyday. I’m able to post about 3 days a week… I take roughly 5 Ah-Ha Moments I love from the current book I’m reading and then write about it. It can take me anywhere from 30-60 pages to find those 5 Ah-Ha Moments. Sometimes I’ll find a few Ah-Ha Moments in a row, but they all reinforce the previous moment. I’m trying to give the reader, you, what I think you’ll find valuable.

“Content Creates opportunity, and if you can’t produce the content at the rate your audience wants it or that benefits you, your business won’t survive.”3

Ain’t that the truth. In the information age, content is always being published. So much, all the time. There are so many different platforms to post on. Posting content is better than not posting content… so you just gotta do it! Alongside prospecting, content can help greatly. Why do you think so many companies hold webinars, offer free trials, give away stuff to engage their audience? It’s so they can create some type of connection, present some type of value and then sell you on it. But, you have to make sure that the value created is worthy of the prospect buying. Just because YOU think it’s value… does your prospects??

“Most people don’t jab – bring value – enough before pulling back for that right hook – going in for the sale. They’re less concerned with providing value than with making the sale, and it backfires every time.”4

It’s pretty true. There are all sorts of different ways to look at this too. It really depends on your job, your industry, your sales strategy… the list goes on. People want value… so you need to find a way to give it to them. There’s been a phenomenon online since SEO became important. CONTENT IS KING. Do it and don’t stop.

“Here’s what you must remember: No matter who your audience is, you’re always one great piece of content away from changing your life. Everyone you know started off as an unknown until they did the thing that made them know.”5

Ask Lindsey Boggs (@lindseyboggs) about her experience. She wrote “How I get a 50% Return On InMails“. Since posting, she’s had 22,011 views, 1,327 Likes, 281 Comments… That’s insane. Because of that, she got invited to a LinkedIn conference. Then, based on her SSI, the best at the conference with 99 :-O, she got to shoot free throws with Shaq. Ya… Shaquille O’neal. That’s freaking unbelievable. That just reinforces the idea that anyone is one post away from becoming a rockstar! #AlwaysBePosting

 

There’s more to come from me about:

#AskGaryVee | Gary Vaynerchuk

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