Happy Labor Day!

Happy September everyone!

8 months gone in 2017! 4 more to go! Where does time fly?

I shared in my previous post (Here) how I flew out to see a prospect face to face with no guarantee that the firm would become a client, and they eventually did.

Football season is upon us and hopefully, most of your clients and prospects are back from summer and vacation mode and in full focus until the end of the year.

Another quick story:

I had a solid client for approximately two years out of Seattle but I had never met them in person.

A few months ago, one of the firm’s principals reached out to me via LinkedIn out of the blue and wanted to restart our relationship.

Obviously, with today’s technology landscape, you can conduct business with people around the country and the world and never meet them.

So I flew out on Memorial Day and met with the firm the next day. It was a productive strategy meeting on moving forward for the fall and future.

Long story short, they became a client again and all is well.

When you meet an out of town client in person, it’s beneficial for 3 main reasons:

  1. You go from being a friendly stranger via email and phone to a real person and partner.
  2. Assuming you do great work, you become more memorable and entrenched with your client.
  3. There’s no substitution for face to face communication and interaction, where you can read their body language and facial expressions.

Should you go see every out town client? Maybe. Maybe not.

Disclaimer: I haven’t met every out of town client myself. I try to and some people I’ve had as clients, it’s like we are long time friends, without having met in person. I know about their lives, families and interests.

I have no scientific data, but my guess is that if you’re intentional with your clients, they’ll stay clients longer.

Happy Fall everyone!

 

 

How Paying Attention To A LinkedIn Connection Led To New Client

Happy June everyone!

In December 2016, I reached out to the CEO of a technology company here in the Kansas City metro.

I sent him a creative marketing box from the Little Book That Sells.

Here’s the link to the past blog post I wrote on it: http://www.connect5000.com/another-creative-lead-generation-idea-to-get-into-targeted-companies/

The CEO gave the box to the VP of Marketing. The VP of Marketing reached out to me and we exchanged several emails.

Then the VP of Marketing connected me to one of her direct reports.

The direct report and I had a few conversations by phone but the end result was a no.

No problem. That happens all the time.

I’m a big advocate and fan of LinkedIn. A few weeks ago, I noticed that this direct report was no longer with the company. She had moved on to another position which is typical.

So I found the previous email exchange with the Marketing VP, reached back out and set up a time to meet in person.

We discussed their needs and they were open to using us.

Long story short, we came to an agreement and we both signed off on a proposal.

Moral of the story: pay attention to your LinkedIn feed. The prospect who told you “No” may no longer be with that particular company and you may be able to get back in the door and get a “Yes”.

Sales Lesson Learned from Garth Brooks Concert

Hey, everyone!

One more day till the school year is over for my 4 and 7-year-old and we are limping to the finish line.

I had the privilege of seeing Garth Brooks in concert last Saturday night.

I’ve always been a big fan of his music and one of very few music groups that my late father and I both liked.

So my wife and I along with 2 other couples attended the Garth Brooks concert at the Sprint Center and sat in the lower level and could clearly see Garth Brooks and the stage.

Garth (we’re on a first-name basis, apparently) has been around since the late 80’s / early 90’s and I have several of his CD’s. One of his CD’s is a live concert he did in 1997 at Central Park in New York City.

That was 20 years ago people!

There are several reasons why people love Garth and flock to his concert in droves.

One of those reasons I believe is this: He sings “singable” songs! Obvious but true! The lyrics to his songs are easy to follow along with and sing to. Many artists are not, which is simply okay.

The concert was one big sing-along which was fine by me.

Question: how singable is your company “lyrics”? Can others easily recite what you do and services you provide?

At Connect 5000, we definitely don’t have it down, but we want to.

Our lyrics at Connect 5000 is this: we shorten sales cycles and multiply revenue.

What are yours?

Conversation Starters for Inbound Leads

Happy Cinco de Mayo everyone!

At Connect 5000, we’re huge advocates and fans of proactive outbound prospecting, cold/warm calling, hunting for new logos, new business development, etc. (Or whatever term you prefer.)

We believe it’s better to be proactive and hunt for new business, rather than being reactive and waiting for the phone to ring.

But, we’re even bigger fans of something else: inbound leads!

Inbound leads are great in that a prospect had a pain or problem, did some online research or hunting, came across your website, filled out the form and requested a conversation.

We refer to them fondly as “Sales Gravy”.

I received one recently and followed up with the prospect in a timely manner.

(Multiple research shows you should connect with prospects within 30-60 minutes, or statistically, they grow cold and the chances to convert them into a client drops greatly.)

How should you start a conversation with an inbound lead?

Here are my two suggestions:

1. Ask them how they heard about your company.

Mr./Ms. Prospect, if I may ask, how did you hear about us?

(It’s a simple, non-threatening question to get the conversation going, plus it helps you figure out how your prospects are finding you for lead source purposes.)

2. Ask them: what prompted them to reach out to you.

Mr./Ms. Prospect, what prompted you to reach out to us? What’s your driving your interest currently?

(Then shut up and don’t say anything and let the prospect respond. Don’t spray and pray! Don’t have diarrhea of the mouth! Don’t spill the beans and talk about how wonderful you are.)

Listen to your prospect, ask open-ended questions, assess their situation, and then diagnose their problems.

Don’t drink too many margaritas tonight! Hope these two questions help close more business!

Short Story On Why Never To Burn Bridges

Happy Easter everyone! I hope you had a great holiday.

I keep in touch with people I work with, both clients Connect 5000 has partnered with as well as people I’ve hired to work for Connect 5000.

A few years ago, I was the acting director of sales for a software company in California. We parted ways in 2014 and I kept in touch with a few of their staff after working together for about 9 months.

One gal, who was a solid inside sales rep, left the company and we kept in touch from time to time.

This past February, the timing was perfect and I hired her to work for me at Connect 5000. She accepted the offer, signed the offer letter and she was to start the following Monday. Long story short, she called me a few hours later and said that another company she had interviewed with, finally called her back and that she wouldn’t be working for me after all because it was a better fit for her.

I was mildly disappointed, to say the least, and we talked by phone and she explained her reasoning. I understood and I’d be lying if I didn’t admit I wasn’t irritated after our conversation ended.

A few hours later after I had time to think about things, I texted and emailed her and wished her the best of success. I wasn’t sure if I’d hear from her anytime soon.

A few months later, she reached out to me. She was with another start up and they needed some sales consulting and advice. She introduced me to her CEO. After a few conversations between the 3 of us, the company hired me to consult with them and I’m working with my old associate, but in a different way I didn’t expect.

I know I’m stating the obvious but if you make an offer to someone you’ve interviewed and they turn it down for whatever reason, it’s okay to be hurt, disappointed or even angry. Just don’t stay there. Wish them well and move on. You never know where they are going to land and if you end things on a positive note, it could provide additional revenue opportunities for you and your company.

Creative Lead Generation Idea (On the High End Price Range)

Happy March everyone!

March Madness has begun! I’m hoping my KU Jayhawks go far in the tournament. Final 4 or bust!

I recently read John Ruhlin’s book “Giftology”.

This short book was on the art and science of using gifts to cut through the noise and clutter of life to open conversations, generate referrals and boost sales revenue.

One idea that I liked and plan to experiment in is this:

Send a prospect an embroidered knife or knife set with their name on it in gift wrapping and ask them this simple question: “Can we carve out some time to talk?”

For you skeptics and cynics out there, when was the last time you received a knife from a prospect?

Well then, I rest my case.

You can get a classy knife from Cutco, embroidered and gift wrapped for around $100 or so.

Is this idea for everyone? Of course not.

BUT, if you have a high average sale price, send out a few to some hard to reach prospects, and follow up later on by phone or email.

Just one new client will probably pay for this investment.

Is this guaranteed to work? Is anything? Of course not.

Try this different way to get into the door of hard to reach executives and let me know how your results are.

I’m Ray Ruecker with Connect 5000.

Turnover: Another reason to keep your sales pipeline full!

Hey everyone!

In December 2016, I had a conversation with a VP of Marketing of a $3.7B software company in the Kansas City metro as well as a referral lead for a Sales Director in California by an existing client of mine.

We had solid conversations, both prospects had pain and need and I could see a potential fit.

The next action item step was to continue our conversations in January 2017.

Both of my follow-up calls were this past week and neither person showed. Not unusual, things and life come up.

I left a message with both prospects and sent a follow-up email.

Immediately, I received an auto responder back from the VP of Marketing that she was no longer there.

Later in the evening, I received an email from the company of the Sales Director informing me that my contact was no longer with the company, etc.

I know I’m stating the obvious but people quit, retire, get terminated or change positions.

This is another reason we as sales professionals and small business owners should keep our pipeline full.

Heraclitus, a Greek philosopher, made this famous quote: “Change is the only constant in life.”

How true and a timely reminder this week for me following up with sales prospects!

 

 

 

Sales lesson learned from my 7-yr old daughter selling Girl Scout cookies

(This blog post is geared towards companies who sell B2C or sell multiple products or services at a low to middle price point in the B2B space.)

My daughter, who is in 1st grade, joined Brownies this year and started selling Girl Scout Cookies for her troop.

We had a late start on sales so I gave her some suggestions on whom to call.

I texted several friends of mine in advance and asked them if it was okay if she called them and that they were fully free to say no and tell her no as well if they weren’t interested in purchasing cookies.

Several friends gave the go ahead for my daughter to call them. I want my daughter to learn how to communicate with adults, especially by phone, which I think is crucial. I also wanted her to experience rejection at a young age. Getting told “No” is okay and better to learn rejection now, than for the first time at 18 years old. Finally, I wanted her to get good at asking people for orders and be direct, rather than prance around the issue.

So my daughter made sales calls while I sat there and listened and critiqued her. She ended up selling 44 boxes or so in less than 2 hours.

One thing I did NOT coach her on was this: After she wrote down the order, she asked on her own as she was getting to hang up: “Do you want anything else?”

Funny thing is, several people made additional requests for more boxes.

I was one proud Dad! I didn’t teach or coach her on this phrase at all. I don’t think my daughter realized she was upselling.

If you sell multiple products or services, this is a perfect question to ask, assuming you’ve built trust and credibility. Plus, it’s better than asking, “Hey, do you want fries with that?”

“Do you want anything else?” is a great ending question for salespeople to ask once they receive an initial order. Happy selling folks!

2 Book Recommendations for 2017

Happy New Year everyone!

I hope that your 2017 started off in the right direction.

I’m an avid reader. I have roughly 156 books on my Barnes and Noble Nook and 27 books on my Amazon Kindle App.

I enjoy reading about sales, marketing, management, small business success stories and entrepreneurship.

If you were to visit your family doctor and found out later that your health care provider wasn’t keeping up on the latest news and research and hadn’t cracked a book in 2 years, would you be slightly disturbed?

Of course you would!

It’s no different than us sales professionals or small business owners. I’m now stepping off my soapbox.

One common theme I hear from other companies is a lack of sales. How do I get more sales?

The other is that companies don’t have a system in place on how to prospect effectively to identify and qualify potential buyers.

Well, I have 2 book recommendations for you. (Don’t you worry, I receive no commission if you purchase either book.)

Mark Hunter recently wrote “High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results” and the link is https://www.amazon.com/High-Profit-Prospecting-Powerful-Strategies-Breakthrough/dp/0814437761/ref=sr_1_1?ie=UTF8&qid=1484001108&sr=8-1&keywords=mark+hunter

Jill Konrath came out with another solid book titled “More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers” and the link is https://www.amazon.com/More-Sales-Less-Time-Surprisingly/dp/1591847265/ref=sr_1_1?ie=UTF8&qid=1484001177&sr=8-1&keywords=jill+konrath+more+sales+less+time

Both authors are very easy to understand give relatable illustrations rather than just pie in the sky.

Take time to read this year and keep your sales skills sharp!

Ray Ruecker

A Creative Way to Get a Sales Meeting

Happy December everyone!

There’s a Sales VP in town who I wanted to secure a meeting with. As with other prospects, he was very elusive and busy. I looked at his LinkedIn profile and noticed he was on the board of a non-profit organization here in town.

I checked out the non-profit and decided to make a donation for $100 in honor of the Sales VP.

After I received my email receipt from the non-profit, I forwarded it to him and asked if he was open to a conversation. He said yes and I got the ball rolling.

Two things this showed:

  1. The executive knew I did some research on him and I took the initiative to be creative and stand out from other companies trying to grab his attention.
  2. The money went towards a great cause.

Does it need to be $100? Absolutely not. Maybe the amount needs to be only $25.

Because Sales VP’s like him are constantly bombarded, here’s another creative example on how to get in the door of a targeted prospect.

Happy Holidays everyone!