Archive for year: 2019
(And we wonder why it’s tough to get prospect’s attention!)
Happy December folks!
I came across an article recently by Netcraft.
Netcraft is an internet services company based in the United Kingdom which provides internet security services.
Netcraft did some surveys in January 2018 and realized there are 1,805,260,010 websites worldwide.
I’m going to go out on a limb and say that almost a year later, that number’s gone up since then.
So what? Why does this matter?
Because one of the things I’ve argued over and over is that sales executives aren’t losing to competitors a majority of the time, they’re losing to the status quo. With 1.8 BILLION websites and counting, executive decision-makers are overwhelmed and time is a precious commodity.
Andrew Jenkins said it best: “Too many fishermen, not enough fish.”
In the words of Jeremy Miller: “Prospects are experiencing digital marketing fatigue and are tuning out. With the noise factor skyrocketing and digital fatigue setting in, you need to find new ways (or more accurately, old school ways) to engage your customers.”
Old school ways? Dare I say direct selling or outbound sales prospecting?
I’m Ray Ruecker with Connect 5000.
Wow! This year has flown by quickly.
10 months down. 2 more to before we say goodbye to 2019!
I don’t have anything life-shattering to say that hasn’t been said already but I have much to be thankful and grateful for.
As we celebrate the Thanksgiving holiday in a few weeks, I am thankful for clients, revenue and income.
And for my sales reps who work for me: Anne, Hanna, Linda, Patti, and John! You are the ones who make Connect 5000 happen each and every day!
I’m Ray Ruecker with Connect 5000!
I read an article recently by Jeremy Miller of Sticky Branding.
In his words verbatim straight from the article:
“Today, you can write a hundred articles and not generate a single lead. According to a research report by Moz, 50% of articles published have no likes, shares, comments, and probably no views.
Sure, it’s easy to say things like, “Good content rises to the top.” No, it doesn’t!
You can write brilliant articles that people should actually pay for, but that doesn’t mean anyone will be compelled to buy your services. Why? Because they don’t see them!”
Here’s the link to the article from Moz.
Takeaway: so are you wasting time, money and effort to generate content marketing that no one is reading or seeing?
Perhaps we should write less content and be more intentional at doing outbound outreach (AKA direct selling) to your ideal prospects. Just a thought.
I’m Ray Ruecker with Connect 5000.
Happy Friday everyone!
Ray Ruecker here with Connect 5000!
I left Thursday afternoon for San Francisco and returned Friday evening. A 31-hour trip.
I visited with an old client/contact who does outsourced fractional marketing for tech firms in the Bay area first.
We met up at Chef Chuy’s in Los Altos and had a nice dinner and Peking duck. When Oracle acquired Talari last November (public news), my friend and contact advocated to Oracle to keep my 3 reps assigned to them through the transition AND has referred me other business. We ate, caught up and got to know him better since my last in-person visit in September 2019.
The next morning I ubered to downtown San Francisco off 44th and Montgomery and met another client at her office and we grabbed delicious sushi nearby. When I was here last fall, I met with another contact from the client, but he’s no longer with the company and I had never met my existing contact in person. No agenda, just good old fashioned face time and building relationships.
How’s your fall so far, world? Any cool trips to share?
Happy mid-September everyone!
I recently decided to scrub my database to make sure I didn’t have bad contact information.
I have a few thousand executives who I regularly market to.
My target executives are CEO’s, President’s, Vice Presidents of Sales and Marketing and Head’s of Demand Generation.
Not exactly entry-level workers.
So we did a recent cleansing and cross-referenced LinkedIn, undeliverables and bounce backs.
Guess what? 17.3% of these executives are gone! This list of names was compiled less than 3 years ago!
Several years ago, I did a data scrubbing and between 19-21% executives had changed positions or moved on.
Either the company was acquired, went out of business or merged. And the executive either changed positions, quit, was terminated or retired.
This is a good economy we are talking about. Not 2008!
What’s the lesson here?
If someone told you “No” in the past, there’s a 20% chance that person is longer there. Do a little bit of research and see if that executive is still with the company.
According to AdAge, the average tenure of a Chief Marketing Officer is about 4 years. About the same as a presidential term.
Regularly scrub your database and get rid of bad data. In both good and bad economies, people move around a lot.
I’m Ray Ruecker with Connect 5000. Thanks for visiting my blog.
Happy Early Labor Day everyone!
I received a well-written email from a potential provider this week asking for some of my time.
I ignored it.
The CEO sent another email and I responded. We went back and forth and I agreed to a demo.
After I agreed to a demo, he emailed me 4 questions, which I graciously answered.
The calendar invite was sent out, I accepted it and thought I wouldn’t hear from them until the scheduled time.
The CEO’s direct report then reached out to me asking me to fill out a 2-minute survey.
I get what he was trying to do but it was a bit too much, especially when they reached out to me initially.
I politely declined the survey and shared with him I had already answered the CEO’s 4 questions.
Folks, don’t over qualify your prospects and don’t make them jump through several hoops! Especially when you made the first contact.
Now if I had originally reached out to this company FIRST, I would understand them wanting additional information before moving forward so they didn’t waste their time or they could assign the appropriate rep.
Make the buying decision experience as smooth and easy as possible.
And if you pre-researched your prospect in advance, you shouldn’t have to ask several questions once they agree to a demo.
Wait for the discovery call to ask these questions when you can chat live with them, not via email.
Have a great holiday weekend!
I’m Ray Ruecker with Connect 5000! Cheers!
I’m actually sitting in my office back in Kansas City!
Happy August everyone! My, how time flies!
7 months down, 5 more to go!
From July 20 – 28, I was in Hawaii for my father in law’s retirement party/family reunion.
It was nice to get away and hit the ocean and beach but nice to come back as well.
Getting up at 3:30 am doesn’t qualify as vacation nor does overnight flights where you can’t sleep on the plane.
While I was on the island, I reached out to an old client of mine. She lives on the island, her CEO lives in San Francisco and the rest of the company works remote all over the United States.
This company was a client for 3 months and I knew I’d never be any more closer geographically than my visit so we connected, had lunch on the waterfront and had a great time.
My purpose for visiting with her was more personal than professional and I wasn’t looking to gain more business from her. Just a nice, casual lunch. We had spoken via phone countless times but never met in person.
It was great! I encourage you to reach out to past and present clients if you’re in the vicinity and get out of your routine and comfort zone.
I’m Ray Ruecker with Connect 5000. Happy almost fall everyone!
Happy Independence Day everyone!
As I mentioned in my last post, I flew out of Kansas City last Friday around 1:00 pm and flew directly to Atlanta.
I had dinner Friday night with one of my reps, Anne, at the Chop House Restaurant in Buckhead and it was delicious!
I spent the night in a hotel and then had lunch with both Hanna and Anne before heading back in the evening.
Both of my reps work remote and there’s no substitute for face time and catching up over great meals.
On the cover picture of this blog post is a picture of the 3 of us after lunch.
Have a great holiday as we celebrate America’s birthday!
Ray Ruecker with Connect 5000
Happy summer everyone!
Not much to report here!
I’ll be flying to Atlanta next week to see two of my sales reps who work for Connect 5000 remote.
I’ve known Anne Brown since 2012 but we’ve never met in person.
I’ve known Hanna Rodriguez since 2013 when I was the interim Director Sales for her company when she lived in California and saw her many times and we’ve stayed in touch all these years.
In our high tech world, there’s no substitute for face to face conversations and having some good meals together.
I came across this blog post today and encourage you to read it.
If you’re too busy, here’s the summary:
When a prospect asks you: Why are you so expensive?
Response: That’s my rate.
That’s it. Simple. Straightforward. To the point!
I’m Ray Ruecker with Connect 5000! Hope your summer is well!