Tag Archives: prospects

How to Get Glowing Testimonials & Valuable Referrals

Social Proof cover 150 RGB

By Jeff Beals

The sales manager got a lead on a nice piece of business. It was big enough of a deal that he assigned two sales reps to the account: Julie and David. Those two had worked together many times and had landed more than their share of big deals.

As expected, Julie and David did their due diligence before meeting with the prospect. During the first meeting, they asked questions and focused on what the client truly valued. After three meetings, it was time for the client to make his decision. Julie and David were confident. They’d really hit it off with the client. Everything “felt” right, so it was quite a surprise when they got the bad news: the client had chosen a competing company.

What happened? Julie and David did a post-mortem call to find out why they didn’t win the business. “It was very close,” the client said, “but the other company had a lot of testimonials.”

Seriously?!!? They lost a multi-million-dollar deal because of some testimonials?

This is actually a true story.

Even in sophisticated, high-ticket-price transactions, winning and losing can actually come down to little things like references and testimonials.

It’s called “social proof” and it’s one of the most powerful tools in a sales professional’s arsenal.

Robert Cialdini, author of Influence: The Psychology of Persuasion and the so-called “Godfather of Influence,” believes that social proof is one of the most important components of influence. You are far more likely to persuade someone’s thinking if you remember that “people follow the lead of similar others.”

Cialdini cited a study in which researchers went door-to-door collecting donations for a charity. When people answered the door, the researchers showed them a list of neighborhood residents who had already donated to the charity. The longer the donor list, the more likely prospective donors were to contribute.

In another study, New York City residents were asked to return a lost wallet to its owner. The New Yorkers were highly likely to attempt to return the wallet when they learned that another New Yorker had previously attempted to do so. But learning that someone from a foreign country had tried to return the wallet didn’t sway their decision one way or the other.

Simply put, social proof is why testimonials and referrals are so important in sales.

But social proof has grown in importance in recent years. Why is that? The Internet.

Prospective clients can access social media reviews of your company with the simple click of a mouse, which means it’s getting harder to hide bad service and inferior products. But because so much information about companies and products is so readily available, buyers have come to expect social proof. Prospects want hard evidence that you’re a safe choice.

Social proof can literally be the difference between success and failure in today’s ultra-competitive selling environment. Make sure your sales tool box is stocked with the best tools available…

To continue reading about testimonials and referrals, download Jeff Beals’ brand-new eBook: “Social Proof: How to Get Glowing Testimonials & Valuable Referrals.”

You can download it for FREE by clicking here 

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

How to Survive in a Post-Cold-Calling World

By Jeff Beals

In 2007, it took an average of 3.68 cold-call attempts to reach a prospect. Today it takes eight attempts.  That’s according to TeleNet and Ovation Sales Group.  Some studies have indicated it requires 10 to 12 attempts to reach an executive-level decision maker.

No doubt about it, cold calling is getting less and less effective.  Unless you have a referral or some other way to warm up a prospecting call, cold calling has now become an utter waste of time for most sales people.

That’s not to say that telephone prospecting is dead.

On the contrary, the telephone remains one of the most powerful and effective prospecting channels on Earth. But old-fashioned cold calling – the idea of picking up the phone and talking to a complete stranger who has no idea who you are – is incredibly inefficient.  Fewer than five percent of cold calls lead to an appointment and a far smaller percentage leads to a sale.

Why is cold calling no longer effective?

There are a number of reasons but chief among them is that clients are time starved. They simply don’t have the time to chat with salespeople on the phone especially B2B clients.  Additionally, it’s hard to establish prospective client value on a cold call which inevitably makes the experience feel “salesy” to the call recipient. That’s not good, because as the old saying goes: “People love to buy but they hate to be sold.”

So what is an enterprising, motivated sales professional to do?  If cold calling is a waste of time, how can you access decision-making prospects and generate more business?

Here are some tips for you to survive a post-cold-calling sales world:

Referrals – Hands down, the single most effective way to cut through the clutter and actually get a busy decision maker to talk with you is to use a referral.  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.

Marketing – Warm up people with a compelling marketing campaign which could be any combination of advertising, social, email, direct mail. Prospecting calls aren’t quite as chilly when the recipient has heard of you.

Personal Branding – As an individual sales professional, you need to be somewhat famous in your own sphere of interest. Build a a highly respected and widely recognized presence in your marketplace whether that is a geographic or industry marketplace.  Use social media especially LinkedIn as a way to promote yourself and get to know other people.

You can build your online presence by participating in discussion forums, joining/becoming active in LinkedIn Groups, reviewing products on Amazon.com that appeal to your prospects and commenting on articles that your prospects are likely to read.

Consider also writing blogs and creating podcasts or YouTube videos that are interesting and attract attention. Attracting prospects through the creation and distribution of free content is knows as inbound marketing, and if done properly, can be immensely effective.

Networking and Social Events – Get to know decision makers or direct reports of decision makers at chamber of commerce events, during community service activities and while helping charitable organizations.  You can even meet prospects along the sidelines of your kids’ or grandkids’ soccer games. Hang out where your prospects hang out.  I know this one works well because I have used it countless times.

Another nice thing about networking is that even if you don’t meet decision makers you can meet the direct reports of decision makers.  Referrals from trusted advisers and favorite direct reports are especially valuable.

Gift Marketing Campaign – Some sales pros will send a gift, perhaps an interesting new book and then follow up two-to-three days after the recipient receives the gift. I have had success with this technique many times. Prospects will usually talk to someone who sends them something appealing.

Have an Excuse – Finally, always have a reason to call that is of value to the prospect and preferably wait until after you have done some of the above items before you place a call.  Additionally, don’t just call because you would like to chat or haven’t heard from a person in a while. Don’t just call because you want to dump a bunch of product information on a prospect. Call when you have something interesting to say that is of value to your would-be client.

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

Do Storytellers Really Close More Deals?

By Jeff Beals

As a person who has long believed in the power of storytelling, a recent Wall Street Journal headline caught my attention: “Why Good Storytellers Are Happier in Life and in Love.”

In the article, writer Elizabeth Bernstein writes that since the dawn of language, people have shared stories with others to entertain, persuade, make sense of what happened to them and bond. Research shows that the way people construct their individual stories has a large impact on their physical and mental health. People who frame their personal narratives in a positive way have more life satisfaction.

But it gets even better – good storytellers are considered more attractive. Bernstein mentions three studies in which women rated men who were good storytellers as more attractive and more desirable as long-term partners.

Storytelling is not just good for your social life; it can boost your sales effectiveness as well.

Stories pack a punch. They’re powerful. They paint pictures. They work, because our human brains are conditioned to listen to and be receptive to stories. Long before the written word, and long before Gutenberg invented the printing press, people used stories to communicate histories and traditions as well as norms and expectations. Our ancestors sat around the fire every night and told stories. The propensity to tell and listen to stories is essentially a part of our DNA.

So, if people are so receptive to storytelling, you and I would be foolish not to use stories in our sales work. If you manage a sales team, teach your reps and motivate them by conveying important information through stories. When selling products and services, use a story to paint a picture in your prospect’s mind. By making the product or service part of a story, prospective clients mentally project themselves into the story. Once someone makes that kind of psychological commitment, they’re much more likely to buy.

Let’s say we asked the same prospective client to sit through two sales presentations for competing products. Both salespersons touched on features and benefits. Salesperson A was very straightforward and focused on delivering factual content. Salesperson B was accurate but explained the features and benefits using stories. A couple of the stories were about previous clients who enjoyed positive results from using the product. I guarantee the second salesperson has a higher likelihood of landing the client.

One of the most important skills in sales is the ability to overcome objections. Well, if you get an objection, tell a story to keep the deal alive. Are you ready to deliver your close? Make it more desirable by couching it inside a story. Has the process become mired? Advance it by telling a story.

As you make a commitment to including more stories in your daily work, keep a couple things in mind:

1. Stories must be relative to the situation at hand.

2. Know when to shut up. If a story goes on too long, it loses its effectiveness

3. Think about the work you do and determine what kinds of stories could be effective in certain situations.

4. Catalog stories in your mind. Look back on your own experiences as well as the experiences of your colleagues. Make a list of stories to have at your disposal, so you can use them whenever it’s expedient.

Every product, service, business and individual sales professional has a story, probably multiple stories. The trick is to pull out these stories and use them to your benefit at the appropriate times. After all, if storytelling can make you appear more attractive and desirable at a party, you would be wise to use stories to build relationships with clients and close more deals.

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 down here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

+1-402-917-5730

info@jeffbeals.com