Tag Archives: customers

Harness the Power of Referrals to Make Prospecting Easier

By Jeff Beals

A client of mine once needed help opening a branch office in a different city.  I called a commercial real estate company owner I knew in that town.  The owner connected me with one of his young sales reps who was excited to receive the referral.  The rep thanked me profusely. I thought, “Well, I chose a great guy to do this deal!”

But that turned out to be the last time I heard from him.

Six months later, I ran into the client I had referred, and he told me he ended up doing a deal in that city. I asked how the rep to whom I connected him. My client’s response was troubling: “I actually never heard from him, so I used someone else.”

I was incensed. I called the sales rep and asked what had happened. He stammered a bit and basically told me he let the client “slip through the cracks.”  That was not something I wanted to hear.

The rep should have given my client extra attention simply because it was a client referred by someone. He should have sent me a short email each month during the deal keeping me up to date or at least notifying me each time the deal passed a milestone. I entrusted him with one of my precious clients, and he let me down.

By blowing off a referral, the young sales rep missed out on a golden opportunity, because referrals are one of the most important tools we sales practitioners have in our toolboxes.

You want to know the quickest path to prospecting success?

Use referrals.

It’s getting harder and harder to cut through the clutter and reach influential decision makers. That’s why referrals have never been more valuable than they are today.

In an era when buyers are jealously protective of their time, a referral from a trusted source is your ticket to the show. The higher up a prospect is in a company, the more important referrals are.

Reaching busy decision makers is not the only reason you should ask past/current clients for referrals.  By asking for business leads, you could find out about prospects who otherwise would remain hidden from your view.  There are essentially thousands of prospective clients out there who you do not yet know and who have not heard of you.  A referral is your ice breaker, a chance to know someone who could someday become one of your best clients.

Additionally, referrals can get prospects thinking about making a change even when the thought of changing hadn’t previously entered their minds.

For example, let’s say there’s a client who is marginally happy with their current vendor.  They’re happy enough that they don’t feel compelled to look around but they’re not so satisfied that they wouldn’t consider an unexpected solicitation from someone who referred you.  A referral could be just enough of a catalyst to make them consider a new provider. Referrals are catalysts.

Have No Fear

Despite the power of referrals, some sales professionals are hesitant to ask their current/past clients.  Perhaps they are worried the request will be an unwanted interruption in the client’s busy day.  Perhaps they’re worried they didn’t do a good enough job for the client.  Perhaps they fear “going to the well one too many times” — they already took time from the client when doing the deal, so they feel guilty taking more of the client’s time now.

If you have done a good job of serving the client while at the same time building trust, have no fear or hesitation asking for a referral.  In fact, you could make the argument that the referral actually strengthens your relationship with them.  It’s kind of flattering when a vendor wants me to make referrals on their behalf.  It shows me that I was an important and prestigious client.

Asking for a referral puts you and the client on the “same team” and creates more of a friendship between the two of you.  Furthermore, saying nice things about you to others reinforces and reminds your client why you’re so awesome.

Some clients might actually be a bit offended if you don’t ask for a referral. I once had a client with whom I worked a long time and built a nice friendship. After a couple years, I finally asked for a referral and testimonial.  Her response?  “I was wondering why you never asked me for that!”

Who Should You Ask for Referrals?

  • A person whose name, title and profile make you look impressive
  • Someone who will say great things about you
  • Someone who is very pleased with your product or service
  • Someone with whom you have mutual trust
  • Someone who has a large number of valuable contacts

When Should You Ask?

There’s no set time in the sales process when you are supposed to ask for a referral. That said, it’s probably best right after you have done a great job and your client is basking in your good work. Some sales pros are hesitant to ask a client from long ago.  Don’t fret if time has gone by.

Simply call and say something reminded you of them and how much you enjoyed working with them.  Then ask for a referral.

Referral Process

If prospects agree to give you referral, the best option is to have the referrer connect you directly They could make a coffee or lunch appointment for the three of you or perhaps send an email introducing you (“There’s someone you NEED to meet!”). If this isn’t an option, perhaps the referral giver could arrange a three-way phone call.

The second-best option is for the referral giver to send an email or make a phone call letting the targeted person know you’ll be calling and why they should talk to you.

If the referral giver isn’t willing to do either of the first two options, you will have to initiate the contact with the targeted person mentioning the referral giver’s name.  Before making this call, make sure you have referral giver’s blessing to go ahead and make the call.

Before you talk to referred targets, learn all you can by asking the referral giver about them and by researching them online.

Keep the referral giver informed throughout the sales process. It’s simply a matter of courtesy and is especially important if the referral giver is due a commission or referral fee.

Always be grateful for any referrals you receive. When clients allow you to use their names to seek business from their cherished contacts, they are putting their reputations on the line just to help you.  That means you have an obligation to treat those referrals with the utmost care and respect.  Caring for referrals is a sacred trust in the sales world, so take your job seriously.

New Prospecting Masterclass Will Help You

If you want to get your prospects’ attention, you need compelling language that convinces them you bring relevant value.  That’s what my prospecting masterclass is all about.

If your sales team is not prospecting as effectively as it could, schedule this in-depth masterclass for your office.  It can be a half- or full-day program.  Either way, it will give the sales reps in your company actual language they can use to turn cold prospects into paying clients.

Click HERE for an outline of this interactive prospecting workshop!

  Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He delivers compelling speeches and sales-training workshops worldwide.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

Perpetual Prospecting Is the Key to Beating the Sales Cycle

By Jeff Beals

Do you invest in the stock market?

If so, you’re probably aware of the constant waxing and waning that characterizes the life cycle of the stock market. What goes up eventually goes down and what goes down eventually goes up.

If you’re a long-term investor, you tend to wait out the market cycles and instead count on the long-term growth that has always happened in the market over extended periods of time.  If you’re a short-term investor, you may be playing the cycle, hoping to buy or sell at precisely the right time.

Either way, the stock market goes up and down.  When markets are optimistic, investors begin to feel enthusiasm, then exhilaration.  Eventually, it starts to feel like you’re invincible, that every investment you make pays off.  That false belief compels some investors to make reckless decisions and take questionable risks.

Just as the stock market reaches its feverish peak, the bull market ends.  Most people don’t realize it right away, and investors often go through a period of denial.  But eventually pessimism sets in, which leads to panic and then despair: the bear market.  Of course, when people are depressed at the bottom of the trough, that’s when things slowly start to trend upwards, starting the whole cycle over again.

Sales practitioners tend to go through cycles quite analogous to the stock market: highs and lows, peaks and valleys.

At the peak of the prospecting cycle, the “bull market,” you have so many deals to close and so much easy business that you’re tempted to put off prospecting activities.  Of course, that eventually leads to an empty pipeline.  When you realize you have no prospects in the pipe, you prospect like crazy, which eventually leads to another up cycle.

If your personal sales cycle is too volatile, you are putting yourself under a great deal of stress.  There’s one secret to evening out your cycle while keeping your revenue going up each year: perpetual prospecting.

Prospecting is the key. It’s the reason 20 percent of sales reps do 80 percent of the business (In some companies, it might be closer to 10/90).  It’s the reason why some sales reps do well even during a recession.  Prospecting separates the good from the great.

I like to define prospecting as “the art of interrupting someone when they don’t expect to hear from you in order to provide them with something they need that they might not yet know.”

As that definition implies, there is one aggressive part of prospecting: “interrupting someone.”  But the rest of the definition implies that sales reps are doing prospects a favor by introducing them to something important: valuable products and services.

If you want to be a better prospector, and consequently make more money, here are five quick pieces of advice:

Prospect Life Your Life Depends on It

Your sales life DOES depend on prospecting.  Ideally, you should consider prospecting to be a mindset, a way of life and a fundamental part of your company’s culture.  When things are going well and you’re closing so many sales you can hardly keep up, you still need to carve out at least a little time for prospecting.

Be an Opportunity Detective

Turn over every rock and scratch the dirt.  Opportunities are often buried layers below the surface.  Keep in mind that every person you meet could potentially lead to business and that prospects can theoretically be found any place you go.

Apply Discipline to Your Prospecting

In order to make sure you prospect perpetually, block out a couple periods of time each week that are reserved for prospecting activities: telephone calls, personalized direct emails or showing up at prospects’ offices.  This time should be a non-negotiable calendar commitment not to be interrupted or rescheduled unless it’s an emergency.

Be Obsessed with Prospect Value

When you engage cold prospects, you want to talk about things you believe they value instead of talking about you or your company.  For instance, too many sales reps start prospecting messages with statements such as: “We’ve been in business since 1910,” or “We offer a full suite of IT solutions.”  Instead, research the prospect before contacting them and talk about what they value and then be ready to explain how the outcomes/results of your products and services satisfy those values.

Plan Ahead

Nobody plans to fail but sales practitioners regularly fail to plan.  I recommend you map out your weekly prospecting plan on Sunday evening or early Monday morning.  Decide who you’re going to contact and research those prospects ahead of time.  That way, when you get to your dedicated prospecting time, you’re focused on communicating instead of digging through websites and looking up LinkedIn profiles.  If you do anything other than communicating during dedicated prospecting time blocks, you’re wasting the prime calling hours.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Jeff Beals is a consummate pro. With short notice, he put together an engaging, fun, sales-focused presentation full of specifics – just what our exec team needed. We’ll ask him back for annual company retreat again next year.” – John Baylor, President, On to College, Lincoln, NE

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

(402) 637-9300

Stop Selling the Wrong Stuff!

By Jeff Beals

What do you sell?

If you answered “software” or “real estate” or “industrial machinery” or any other specific product or service, you got it all wrong.

The world’s most successful salespersons don’t sell products and services. They sell VALUE. In other words, instead of selling insurance, you’re selling security, protection and peace of mind. Instead of selling Pampered Chef products, you are selling prestige, coolness and an easier way to prepare gourmet food.

You don’t want to be paid for the job, hour, gig, order, product, presentation, contract, deal, project etc. You want to be paid for the value you bring to the client. And if you do a truly effective job of establishing value, you then can receive regular income from that client on an on-going basis. You must be seen as an investment, not an expense.

How do you go about convincing a client that you provide great value?

Delivery – Consistently deliver outstanding results. With so much competition in the world, clients have the right to assume that all providers are competent. Make sure you are more than competent in your operations.

Interpersonal Communication – You will have a hard time determining what the client values if you don’t communicate thoroughly and listen carefully.

Relationships and Trust – Do what it takes to build a strong bond with your clients.

After have figured out what they value (or care about) it is time to start talking about what you can do for them. Too many business leaders and sales representatives start spouting off the features and benefits of their products before it’s time.  When it is your turn to talk however, don’t be afraid to take charge.  Take the initiative!  Show the prospect how your solution best delivers value.  It’s okay to push the prospect a bit at this point because you know you have just the right product for them.

Remember, always focus on the client value. Determine what is most important to him or her.

Ultimately, you are not in the product- or service-selling business. You’re in the results-selling business. The right results, along with a trusting relationship are what your clients truly value.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-637-9300

info@jeffbeals.com

Is Your Company Recruitment or Retention Focused?

By Jeff Beals

As a sales leader, you need a frank assessment of who you are and what your organization is really all about.

For instance, are you developing sales strategy for a “client-recruitment” or a “client-retention” shop? Some companies operate in industries or markets that are rich in prospective clients. Those are client-recruitment shops. Other companies exist in an environment of client scarcity. Those are client-retention shops.

Of course, you should always have a healthy respect for client retention. As the old saying goes, “It’s cheaper to keep a customer than to find a new one.” That said, some businesses have more opportunity to find and attract a steady stream of new clients. You have to know where you stand and in what arena you compete.

As you prepare your sales strategy, figure out how much of an emphasis you can place on client recruitment versus client retention. Look at your business honestly. Assess your industry, your marketplace and your standing within that marketplace.  The level of competitive pressure directly influences your sales strategy.

Financial resources can also play a role in sales strategy development. If your company is young, you might not have the sales and marketing budget to match that of your competitors.  Some sales leaders work for firms that don’t allocate “enough” resources to marketing and sales support.  In such cases, every client is precious.  You better make sure your client service level is high, because you’re not one of those companies than can count on a steady flow of clients.

If you do operate in an environment of client abundance, it doesn’t mean you can be slovenly – a sales team that is lazy and takes clients for granted.  But it does mean you can take more risks and have more bargaining power in price negotiations.

So, think about your company…Are you a “client-recruitment” company or a “retention-company.”  Adjust your plan accordingly.

Truth be told, you’re probably somewhere in the middle.  Think of it as a continuum with recruitment on one far end and retention on the other.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-637-9300

info@jeffbeals.com

How to Steal Your Competitor’s Clients

By Jeff Beals

Most people don’t know this, but from 2003 to 2009, I taught a commercial real estate sales-and-leasing course at my local university as an adjunct professor.  It was an upper-level course offered in the spring semester, so I typically had a lot of graduating seniors in my class.

One of my students passed her real estate licensure exam upon graduating and affiliated with a large residential brokerage company. She came from a prominent family, was active in the community and had a large network of friends. She was dismayed on two separate occasions when a family member and good friend chose NOT to use her as their real estate agent.

You see, those people had bought and sold houses before and chose to keep their former real estate agents.

Why? The agents had done a great job for them and had built relationships that were too strong for the unproven newbie to break. My former student was persistent, however. She kept prospecting and promoted her services to thousands of people. A year later, she had built plenty of professional relationships and was doing big deals.

I share this story with you to demonstrate that long-standing relationships are difficult to break. That’s why those relationships are so valuable. It’s hard to crack the bond your competitors have with their existing clients no matter how awesome your company is and how talented you are as a sales professional.

But it’s not impossible.

Here are some things you might consider if you’re trying to wiggle in between a client and your competitor:

Just One Thing

Some sales professionals have success by building a relationship with a prospective client and then asking for just a small piece of business.  You can say something like this: “I know you have a strong relationship with XYZ Company, and I respect that. They certainly do a good job.  But I know I can provide value too.  What if you gave me just one account, just one small piece of business, so I can prove myself to you?  At the same time, you spread your risk by having more than one company working on your account.”

Send a Gift

One way to get the attention of a competitor’s client is to send a strategic gift.  I like to find the newest business book on the market especially one that relates to the prospect’s business or interests.  Send a note explaining why you think the book is relevant to that person.  It sometimes helps to shrink-wrap your note and the book together, so it seems like a big deal to the recipient.  You can then call the recipient a couple days after they receive the gift.  You’ll find the recipient likely will be more interested in talking to you because you sent an impactful gift.

Read the Reviews

In some industries, clients write reviews about companies online.  Study the reviews written about your competitor.  If you see a number of negative reviews that form a pattern, you might be on to a vulnerability you can exploit to get between them and their current clients. One disclaimer to keep in mind – if a client blasts your competitor online, it could mean the client is the problem and not your competitor.  That could come back to bite your company if you take on that client.

Be Persistent

Perhaps the most important piece of advice is to be in the fight for the long haul.  If you walk away immediately upon hearing that a prospective client already has a relationship with one of your competitors, you’re giving up too quickly.  Perhaps you could start a nurturing campaign in which you send compelling, value-laden emails to the prospect thus building a relationship slowly over time.  You could periodically send them valuable bits of information or advice that show you are both thinking about them and coming up with unsolicited value.  That will make you look good vis-à-vis their current provider who is likely taking the client for granted and no longer going above and beyond the call of duty.

Plant High Hurdles

Determine one or more things that you do better than any of your competitors.  Then, when you’re trying to steal away one of your competitor’s clients, set a high hurdle.  In your conversations with that client, say something like this: “Whoever provides you with this service should always do ‘X.’”  Of course, “X” is the thing you do well that you know the other company can not do.

But Don’t Do This:

There are a number of techniques you can try, but there’s one technique I don’t recommend: discounting your price.  That’s the easy way out, and it’s a short-term way of thinking.  Some sellers think they’ll win over a new client by giving them a drastic discount.  It might work, but know this – once you give a discount, the client might always expect that price.  Plus, if you discount too much, you may end up losing money.  Finally, a willingness to discount may make your project appear to be of diminished value.  If you want a good client for a long period of time, you need to earn them the old-fashioned way (by providing value) as opposed to the easy-but-temporary way (discounting).

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-637-9300

info@jeffbeals.com

Video: Buyers’ 8 Most Common Concerns

Click here to watch this week’s video!

As a sales professional, your job is to figure out exactly what prospective clients care about. How do you do that? It’s easy — ask your prospects questions based on the eight things that buyers typically care about.

All eight of those buyer concerns are revealed in this week’s Blue Chip Sales Tip Video!

How to Develop and Maintain Raving Fans

By Jeff Beals

Have you ever had a raving fan? Does your organization have raving fans?

In 2004, Random House released a book called Raving Fans by Ken Blanchard and Sheldon Bowles. The book was intended to help companies improve their customer service. The authors’ central message was that you need to go above and beyond, because “satisfied customers just aren’t good enough.”

That book is part of a breadth of publications designed to help companies and individual professionals do a better job of pleasing customers. In fact, we often hear executives spurring their employees to focus on providing “customer delight” as opposed to the mere standard of “customer service.”

This all makes sense to me. Certainly, companies benefit when they go all-out to please the customer, but having people who love you and are willing to tell everyone about it, goes beyond just customer service. You can also create raving fans of yourself, people who “cheer” for you as an individual professional.

Instead of “fans,” I call them “champions.”

Champions are people who champion you and your cause. They love you and your company. They are your fans, the people who would run through a brick wall for you. They could be personal friends, distant admirers, current or former clients, current or former referrers. They could also be influencers of past clients who you converted in champions.

Even if you have a lot of champions, you could still use more. Those individuals and organizations that have engaged champions and sent them out into the world get more opportunities. A large group of champions on your side is like having a personal marketing and sales staff without having to pay the salaries and benefits.

But champions don’t just appear out of thin air. They are developed. They must be created and then maintained. That means you should have a part of your marketing plan focused on how to deliberately develop and maintain champions. Part of that plan would be an on-going communication plan for champions that would include mailings, electronic communications, phone calls, and most importantly, personal visits. Yes, networking is a great way to find, develop and maintain champions.

To convert someone into a champion, you need to make him or her feel very special. Here are some ideas:

  • When you are in front of a person, make him or her feel that nobody else in the world matters more.
  • Spend time with key people socially, congratulate them on their successes, and help them celebrate their victories.
  • Don’t let a moment of truth – an opportunity to strengthen a relationship – be wasted. Jump on that opportunity and grow that relationship.

It also helps when you surprise champions with valuable information when they’re not expecting it. Send them referrals whenever you get the chance. Go out of your way to introduce or connect them to interesting people. Treat them with respect and demonstrate integrity consistently.

If you do these things, you will develop a network of champions who will protect you and your organization.

As the old saying goes, “you can never have too many friends.” The same thing applies to champions.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com

Is Cross-Selling Actually a Bad Thing???

By Jeff Beals

Thanks to widespread media coverage of the recent Wells Fargo fake-account scandal, the sales profession has a new villain.

It’s called, “cross-selling.”

And you might add another villain to the list:

“Sales culture.”

In Wells Fargo’s world, cross-selling is the practice of getting customers to open and use as many of the bank’s products and services as possible. Some critics have claimed the practice led to a sales culture that incentivized employees to open unauthorized accounts.

Wells Fargo was fined $190 million a few weeks ago for opening nearly 2 million accounts without obtaining permission from customers. Wells Fargo revealed it has fired 5,300 employees who were found to have defrauded customers.  Some employees have sued Wells, claiming they were pushed by management to engage in unsavory selling tactics.

The process has apparently been going on for quite some time as evidenced by this clip from a Fortune magazine article in 2009:

“Wells, more than any big bank, makes its money by lending. It focuses on consumers and midsize businesses, which tend to be more profitable customers than Fortune 1,000 corporations that can raise money from many sources. And Wells relentlessly cross-sells everything, including credit cards and mortgages (to consumers) and treasury-management services and insurance (to businesses). Wells persuades each retail customer to buy an average of almost six products, roughly twice the level of a decade ago. Business customers average almost eight products per customer.”

Wells Fargo has rightly been criticized for the practice, and its CEO has been dragged before a Congressional committee.  Customers, government regulators and members of the public have understandably been outraged.

But whenever a big corporate scandal hits the news, you guarantee there will be an abundance of knee-jerk, overreactions.

Media coverage has cast a negative light on cross-selling and the existence of sales-oriented corporate cultures. However, bad behavior in one company does not necessarily mean that cross-selling and “having a sales culture” are bad things.

I had lunch yesterday with the owner of a mid-sized manufacturing company.  We were talking about how he could increase his sales but then pointedly said, “I don’t want us to have a sales culture at our company where we end up cross-selling like Wells Fargo!”

Uh oh…I’m afraid cross-selling is getting an undeserved bad name. I respect the business owner’s strong desire to maintain an ethical company, but is he jumping too far too soon?

Is cross-selling really all that bad?

No.

Companies need sales cultures where employees are incentivized to sell more. Companies need to cross-sell in order to maximize revenue and deliver the best products/services to customers.

Companies are selling organizations, period. Your company may manufacture a certain product, may deliver a certain service or may develop new intellectual thinking, but none of that matters if you don’t sell it.  What’s more, if a given product at your company is perfect for a given client, there’s a good chance that one of your complementary products may also be of value.

A sales-oriented culture is necessary to stay in business.

How do you know if your sales culture is okay?

The best way to avoid a sales scandal and treat customers ethically is to focus on customer value. The key is to determine exactly what your customers truly care about and then do an outstanding job of delivering it.

Meanwhile, communicate accurately, honestly and promptly with your clients.  If you are only selling what customers value and making sure they are well informed and constantly kept in the loop, you can be proud of your sales culture.

As long as you are the trusted adviser, the person who puts clients’ needs before your own, there will be plenty of opportunities to cross-sell thus making both you and the client very happy.

There’s a big difference between opening fake accounts, the existence of which customers knew nothing, and having a company culture that simply maximizes the ways you can engage a customer.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop.com, Washington, DC

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

“If you are considering hiring Jeff, I will only say this: do it now. His ability to connect with an audience and explain the importance of telling the story is nothing short of extraordinary. The true litmus of any great speaker is authenticity. And when authenticity is coupled with an incredibly high amount of energy, humor, and engagement – you get Jeff.  I would highly recommend him to anyone who needs a speaker attendees will talk about for a long time to come.” – Alison Cody, Executive Director, Manufacturers’ Agents Association for the Foodservice Industry, Atlanta, GA

“I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

+1-402-917-5730

info@jeffbeals.com

Book Review: Everything You Need to Know about Sales Prospecting

High Profit Prospecting

By Jeff Beals

Prospecting is not something you do when you don’t have anything else to do. It is not something you do when you suddenly find yourself without enough customers. Prospecting is perpetual.

So says globe-trotting sales expert Mark Hunter in his new book on prospecting set to be released September 20th.

“View prospecting the same way you do taking a shower,” Hunter writes. “You take a shower daily, and you should be prospecting daily. Failing to prospect on a regular basis is putting yourself in a situation where your sales will constantly be in a peak/valley syndrome.”

Whether you’re a rookie salesperson hoping for a head start or a grizzled veteran looking to stay sharp, I highly recommend High-Profit Prospecting. (AMACOM, 2017). I’m a connoisseur of sales books, and this one ranks among the best.

Hunter, known by his epithet, “The Sales Hunter,” defines prospecting as “an activity performed by sales and marketing departments to identify and qualify potential buyers.” It’s the most fundamental task in a salesperson’s job description, but vast numbers of underperforming salespeople are so uncomfortable with prospecting, they dread the thought of it.

Perhaps that’s why so many salespeople fall for snake-oil messages that “prospecting is dead” and “telephone selling is history.” Hunter recalls sitting in the back of a room during an educational conference while a so-called sales expert explained how his social media-based prospecting system had rendered telephone prospecting extinct. The notion was ridiculous but that didn’t stop audience members from being mesmerized, enthusiastically nodding in agreement with everything the charlatan on stage was saying.

Hunter was not surprised that the audience of salespersons was unreservedly lapping up the message; they were tired of being rejected, having phone calls ignored and not being able to generate good prospects. If someone promises a struggling salesperson a panacea, no matter how pie-in-the-sky it might be, the temptation to embrace it can be irresistible.

No doubt prospecting is hard work. It can make you feel uncomfortable, but it has to be done. If prospecting was easy, salespeople wouldn’t be so well compensated. If you make a commitment to prospecting, you will grow as a salesperson and eventually be that person who makes so much money your friends and colleagues marvel at you.

Hunter’s prospecting philosophy essentially boils down to five components:

1.     A Positive Attitude – You need a can-do mentality and a healthy respect for prospecting. Believe you will succeed!

2.     Preparation – Prospecting is inefficient if you don’t do the necessary background work before making the call.

3.     Execution – Top-producing sales professionals are action-oriented. They resist procrastination, the biggest thing separating poor prospectors from good ones.

4.     Discipline – Prospecting is a daily activity. You need to do it even when there are a hundred things you’d rather do and dozens of things that seem more urgent. Prospecting is an investment in your future production.

5.     Time management – Don’t allow your time to be wasted by prospects who will never buy from you.

So what are some of Hunter’s pearls of wisdom? Here are a few:

Making Initial Contact

Ultimately, your prospects really don’t care about you. They care about themselves and their goals. Too many salespeople start the first email or phone call wasting everyone’s time by introducing themselves and their company. As Hunter says, “You can permanently delete the ‘capabilities presentation’ the marketing department built for you five years ago.” Cut to the chase and explain why the two of you need to connect quickly.

Does Anybody Listen to Voicemails?

Voicemail might feel like a black hole, but if you leave the right messages, voicemail is your friend. The key is leave messages that expresses a value you could give the recipient. But you don’t have much time. Hunter says voice mails should never exceed 18 seconds. Twelve seconds is ideal. What’s more, a single voice mail rarely leads to a call-back. Craft a series of voicemails periodically leaving them for prospects over an extended time.

The Lazy Way Out

Sales reps who always choose email instead of picking up the phone are lazy prospectors. Hunter says email is a fine prospecting tool but not if your reason for using it is to avoid having to call someone. Make email one part of your prospecting plan, not your crutch. The same thing applies to social media. It’s a good tool but just one tool. You can’t depend on it exclusively.

Getting Past the Gatekeeper

When your prospects are major decision-makers, you’ll encounter gatekeepers – administrative assistants whose jobs are to protect the boss from interruptions. Hunter recommends you see the gatekeeper as a partner. Ask them the same questions you would ask the boss. That will win their respect, plus if the gatekeeper realizes they don’t have the answer, they just may pass you on to the senior person you seek. Don’t back down too quickly if a gatekeeper puts up barricades. “If it’s hard for you to get in,” Hunter says, “then it’s hard for your competition.”

I could go on and on recounting Hunter’s salient advice, but you’ll have to read the book for yourself.

It’s rare for a book to deliver so much actionable advice chapter after chapter, but that’s exactly what Hunter provides. Similarly, it’s unusual for a content-heavy book to be such a quick-and-easy read.  Upon finishing it, you’ll be ready to roll up your sleeves, pick up the phone and hit the streets.

As Hunter likes to say, “Great selling!”

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop.com, Washington, DC

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

“If you are considering hiring Jeff, I will only say this: do it now. His ability to connect with an audience and explain the importance of telling the story is nothing short of extraordinary. The true litmus of any great speaker is authenticity. And when authenticity is coupled with an incredibly high amount of energy, humor, and engagement – you get Jeff.  I would highly recommend him to anyone who needs a speaker attendees will talk about for a long time to come.” – Alison Cody, Executive Director, Manufacturers’ Agents Association for the Foodservice Industry, Atlanta, GA

“I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

+1-402-917-5730

info@jeffbeals.com

How to Get Glowing Testimonials from Your Current Clients

By Jeff Beals

Allow me to lift the curtain and give you a behind-the-scenes look at the world of book writing.

You know those endorsements by celebrities, other authors and industry experts that appear at the beginning of a book and on the back cover?  They are rarely written by the actual endorser. Instead, they are often written by the authors themselves or someone who works at a publishing company.

Here’s how it works:

You write a book. You feel good about it.  You understand that readers will be more apt to buy your book if respected people have endorsed it.  You make a list of industry experts and other authors who have written similar books.  You contact those respected people and ask them to write an endorsement or testimonial for your book.  If those potential endorsers know you or have heard of you, they’ll likely say “yes.”

But there’s a problem.  The endorsers are busy, which leads to a couple of scenarios: 1. They intend to read the book and write an endorsement but they never get around to it; or 2. They ask you to draft the endorsement language and send it to them for their approval.

Scenario #2 is quite common, so authors write up a proposed endorsement and email it to the big-named endorser.  If that person is comfortable with the wording, he or she will approve it, and presto! the book has an impressive endorsement.

The same thing happens every day in your industry.

As a sales professional, you need testimonials from past and current clients attesting to your outstanding service and product value.

A long list of client testimonials makes it easier to get new business. In an era of social media reviews, clients expect would-be vendors to have proof that they provide great service and high-quality products. One of the ways you show that is by providing glowing testimonials from highly satisfied clients.  Strong testimonials make you a safe choice.

But be prepared; you might have to do much of the work yourself. Just like the book-promotion world, your happy clients would love to write a testimonial for you, but they’re stressed out and short on time.

What makes a good testimonial?

  1. Make it specific to you, your product and your company.
  1. It should be obvious who the testimonial writer is and why he or she is relevant to your business.
  1. The testimonial clearly states what problem you solved and what unique value you brought. It should show that you deliver on promises, go above and beyond and get results for your clients!
  1. It should not be fluffy or overly wordy.
  1. Testimonials are particularly powerful when they show how you made someone money, made someone look good in front of other people, made someone’s life easier or reduced someone’s stress.
  1. If you have ever helped a client overcome adversity, include that in the testimonial.
  1. Testimonials should put the reader in the testimonial writer’s shoes. Readers should imagine themselves benefiting from your products and services just like the testimonial writer did.
  1. Make it positive but not obnoxiously gushing.

How do you get testimonials?

  1. Be prepared to write it yourself and ask if they would be willing to attach their name to it. Don’t offer this right away, because some people take pride in writing their own testimonials.
  1. If they do want to write it themselves, stand ready to coach and guide them. Let them know what purpose the testimonial has in your sales efforts and what messages would be particularly effective for you.
  1. Plant a seed and make it easy. Remind them of how you served them. It’s okay to ask them to highlight certain things.
  1. Think of interesting stories you have experienced with the client and suggest they highlight one of those stories as part of the testimonial.
  1. Ask existing or past clients a few questions about your products and services. If the answers are positive, you could say, “You know, it would be so helpful if my prospective customers could hear what you said. Would you consider writing a short testimonial for me that I could use in my future sales efforts?”
  1. Send clients a written survey. Some of the responses could be fodder for a strong testimonial. Of course, get their permission before you publicly quote them.
  1. Don’t be bashful! If you are confident you made the client happy, ask them to be bold and positive.
  1. Give in order to receive. Write an unsolicited testimonial for your client and then ask them to do the same for you.

In many cases, one competitor beats another because he or she has better testimonials.  I have personally witnessed it.

Gather those testimonials!

Make sure they are well written and clearly show how you provide differentiated value. Then, put them into your prospects hands.  Publish them on your website and social media platforms and hand them out as leave-behinds during sales presentations.

Clients want social proof.  Powerful testimonials get the job done.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff is sure to deliver an engaging and motivating speech! He cleverly ties together his stories and makes the speech end with a punch. Being the closing speaker is tough, but he stepped-up to the challenge and hit a home-run. Due to the high ratings and overwhelming response to re-watch his speech, we are planning on using his video during our NextGen watch party.”  – Megan Dotson, Senior Client Success Consultant & Event Director, GovLoop.com, Washington, DC

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and
building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

“If you are considering hiring Jeff, I will only say this: do it now. His ability to connect with an audience and explain the importance of telling the story is nothing short of extraordinary. The true litmus of any great speaker is authenticity. And when authenticity is coupled with an incredibly high amount of energy, humor, and engagement – you get Jeff.  I would highly recommend him to anyone who needs a speaker attendees will talk about for a long time to come.” – Alison Cody, Executive Director, Manufacturers’ Agents Association for the Foodservice Industry, Atlanta, GA

“I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

+1-402-917-5730

info@jeffbeals.com