Would You Return This Call?

Telephone Cold calling…Email…SMS Text…Twitter…Linkedin…Facebook…Webinars…and more.

All standard techniques for sales professionals to try and drum up business leads and get in front of qualified prospects.  Sometimes these methods work.  More often than not, they don’t.  Why?  Because you’re delivering the wrong message.

How many of us have gone into one of the big box stores and run into the poor person walking around with the dreaded clipboard?  All of us!  The person is typically trying to get your attention, offering a deal of some sort, completely different from the product you went into the store to buy.  Why do you most often walk away after saying “I’m not interested”?  Why are these people getting such a low conversion rate?  They are not offering a service YOU think YOU need at the moment and your time is valuable.

That is the underlying problem sales professionals are facing every day during their prospecting efforts.  We email, call, text, tweet etc. to people WE perceive as prospects, interrupting their daily work and expecting them to drop everything and respond to us.  This just doesn’t produce enough results.

So how do successful sales professionals get their prospects interest?  The top sales producers have learned the technique of creating a sense of need with their prospects.  They have redesigned their message from selling their company’s value proposition to offering a sure fire method to grow their prospect’s business.

Consider this scenario, left on voicemail…..

”Hi Mr. Customer, my name is Kevin from ABC Inc., and I’d like to speak with you about my “Widget” program for your company and the value it brings.  Could you please give me a call back at 781-123-4567”

Pretty standard stuff for a voicemail.  Do you think Kevin is going to get a call back? Pretty unlikely……

Now a different approach…..

“Hi Mr. Customer, this is Kevin from ABC Inc. calling.  I’m looking to arrange a brief 15 minute call to discuss how your company can grow a new revenue stream using the same program I designed for …(a company within your prospects industry)……  Please drop me a quick call @ xxxxxx or email with an appropriate time and I‘ll confirm via Outlook invite.”

Do you think “Kevin’s”  2^nd message will get a better response rate?  Absolutely it will.  By delivering the same message but creating the impression of a new income stream, “Mr. Customer” is more likely to respond.  Not guaranteed by any means, but more likely.  It might take a few follow ups to get a response, but any CTO or COO will tell you unless you create a way for them to benefit from your call, they will not give you the time to make your pitch.  And Kevin didn’t even mention the product in his 2^nd message.

Creating a perceived need for a product or service will help justify the prospect agreeing to give you the time on their schedule to make your pitch.  Try imagining yourself in your prospect’s chair and consider what would make you return a call on your product.  Once you’ve crafted the right message, you’ll see your prospecting efforts return more set appointments which will lead to more sales…….

Have a great opening pitch? I'd enjoy hearing about it.....

Good selling……….

A Friend’s Perspective on Your Business

A Friend’s Perspective on Your Business

Over my 25+ years as a sales professional, I’ve come to realize that none of us will ever know all there is to know about any of our professions…..and sales may perhaps be the hardest one of all to conquer.

I’ve attended dozens of conferences and seminars, hundreds of webcasts, internal training, external training, new hire training, I even once took a course on how to train.  Still, with all this training, I will never fully understand all there is about selling.

I have worked with loads of other sales professionals…. some old, some young, many my age, and learned something good or bad from each and every one of them.  In our early years, it seems easy to pick up closing techniques, prospecting tricks, and perceived shortcuts to success.  Later in my career, I’ve found it more likely to observe people using methods that involve new styles, like social media, SEO, self-branding, and using other modern systems to succeed.  Today, the information available to us through the internet is almost infinite.

But to put this all into perspective, is using Hoover’s or Jigsaw or Linkedin to research companies and prospects any better than the old school method of “dialing for dollars” out of the phone book?  I’m not sure; I guess it would depend on what works for you….

But over the years, I have learned that the best method to get a neutral perspective on how your sales pitch works is to simply run it by one of your personal friends.  I have a lot of friends outside of sales and many work in fields completely removed from my product line.  There is no better test for your pitch than running it by one of your friends who has no idea whatsoever what you really do for work and what you really sell.

If you can maintain the interest of your friends with your sales pitch and at the end of your five minute pitch, they understand your product,  you’re on the right track.  I have even had the pleasure of hearing some great ideas from some of my friends which I have put into play and had great success with.  I consider this a bonus, but it happens more than you think.  It just takes you to practice perhaps the hardest sales skill of all…Listening!

So the next time you’re at a lunch, a ballgame, a cookout, or perhaps on the golf course with one of your friends, take a couple minutes and give him or her your pitch.  You might be surprised at what comes of it…and you might even discover they have a great contact or two for your to reach out to.  They had them all the time but never truly understood what you did or what you sold?  

But be prepared...good friends are brutally honest.  Just as quickly as they'll tell you your clothes don't match or you car is filthy, they'll tell you your delivery stinks!  If after you've finished, they still have no idea what you sell, you need to go back to the drawing board and rework your story.

I'm looking forward to hearing how successful you are in the coming weeks after you try this technique.  If there's someone's friend out there who's had the pleasure of being on the receiving end of someone's sales speech, I enjoy hearing about that too.

So let's get out there and engage our Friends!

To "InMail" or not to "InMail"

I wanted to touch on a controversial topic in this edition of my blog.  I’m sure this will generate some great comments for all of you to enjoy.  

With the explosion of social media outlets these days, we’ve all become familiar with mainstream sites like Facebook, Twitter, Yelp, and You Tube.   These are all personal sites and while they are sometimes used for business purposes, they remain predominantly for personal use.

Linkedin on the other hand, has become widely accepted as the professional version of Facebook, currently used by more than 200 million business professionals to stay in touch with other business professionals.  Like on Facebook, Linkedin users build a network of “Connections”, and have the ability to send private messages to our connections.

One of the cool features of Linkedin is the ability to send an “InMail” to a professional who you are not connected to, looking either to connect or begin a business relationship.  It is this feature of Linkedin I want to cover in this segment.

I have read multiple articles both supporting the use of “InMails” and despising the use of “InMails”.  I will try and recap both sides and then give you my perspective on it.  After that, I’m sure the comments will provide a lively debate on the topic…….

For many C-Level’s, receiving unsolicited “InMail” seems to be a turnoff and is considered “Spam”.  Suggestions on contacting them range from connecting first, then sending a direct message, to submitting your request via their company website, to getting an introduction from a mutual acquaintance.  “InMails” are just another method to cold call someone, and “I don’t take cold calls”.   Hmmm…….interesting position.

From the “InMail’er” position…..InMails are not on free Linkedin accounts.  I pay for InMails, people should respond to them.  Yes, I’m trying to connect with someone I may not know but I’m doing it in a professional manner, on a network designed for professionals.  If someone doesn’t like the InMail offer, they can reply “Thanks but no thanks”.  No harm no foul. …….OK, different thinking from both sides.

Here’s my take on the “InMail technique.  Yes, I have been a business professional for more than 30 years and spent the last 25 in various sales and sales management positions, so I could be a bit biased.  Referring back to some of my previous posts on the art of cold calling, most of today’s C-Level decision makers were yesterday’s sales professionals.  20 years ago, executives would answer their own phone, or take a walk in visit from a sales person.  Not today though.  “Too busy.”  “Make an appointment.” “Talk to my assistant.”  “Send me your info via my website.”  We’ve all heard the objections.

Linkedin provides a medium to contact the C-Level prospects that we all want to reach and have the opportunity to speak with.  If you have taken the time to join Linkedin, I think you should use it to its fullest extent.  And that includes InMail.  If you don’t want to accept InMails, there’s a field in your account setting where you can shut them off.  If you have them turned on, then be professional and respond to them.  Remember, the sales person has a job to do, and that is SELL.  If InMails work for them, I say all the luck to them.  

Next time you receive an “InMail”, remember, your company has sales people who are probably using the same prospecting methods and you expect results from them.  If you are not responding to other companies’ professionals, how can you expect any different results when your sales staff is reaching out to your prospects?

And while I'm on the subject, my last personal pet peeve……..please get rid of the “Send your inquiry to info@abccompany.com” on your company website!  At least give the sales professionals a fighting chance to get their foot in the door…….give them at least a name to f/u with rather than a dark hole.

I look forward to what should be an interesting collection of comments……..

Is Your Business Engaged with the Consumer?

How engaged is your company?  Have you added an interactive component to your web site so Consumers can share their sentiments?  Do you have a full time staff whose function it is to listen and react to your Customers’ comments and concerns?

The explosive growth of today’s social channels like Twitter, Facebook, Yelp, Digg, Linkedin, Consumer Complaints, and many, many more has created an instant need for businesses to respond publicly to the conversations and topics brought forth through social channels.

Only a few short years ago, the typical business website would contain non “click-able” pages of information for a Consumer to review. There’d be pages for product descriptions, the dreaded  “About Us” page that is only read by sales people, and usually some legal stuff like privacy disclosures. The leading edge companies might have had a video of some sort but the with the dial up internet connections of years ago, many Consumers couldn’t realize the true benefits of video.  All this has changed with the readily available high speed connections most of us have today.

These days if your company doesn’t have a “page” on Facebook, a “username” on Twitter and Digg, or a “profile” on Linkedin, you’re business is not involved in the social conversation and may be doing tremendous harm to your business name and brand.  By not participating, you are taking one of the biggest risks of your professional career :  not knowing what is being said about you! 

Years ago, it was pretty difficult for a single Consumer to cause any harm or add any significant value to a business reputation.  Methods of communication were pretty limited.  Maybe the Consumer could file a complaint with the Better Business Bureau, or write an editorial in your local paper, maybe even call in to a local radio station and get 30 seconds of air time, but ultimately, there weren’t a lot of options and the audience was very limited. 

Same problem with a recommendation.  If a Consumer had a great meal at a restaurant or received excellent service from their cable company (I know, that’s highly unlikely) options for praise were just as limited. Maybe a call to the owner of the business or a letter of praise about the specific employees involved, but again, unless someone saw the letter of praise hanging on a wall somewhere, there was not a great deal of benefit for the company to be derived from this type of positive feedback.

Today’s social media channels have changed all this.  A Consumer actively involved with Twitter or Facebook can literally have millions of “Followers” or “Fans” they can reach out to instantly and either positive or negative feedback can have a dramatic impact on a business or brand.  Comments can spread like wildfire, allowing a single point of view to go viral and become known worldwide almost instantly.  If not handled appropriately, the results could be catastrophic for a business.  For example, the data breach Sony experienced with their Playstation 3 online was publicized worldwide only moments after it happened.  It involved up to 77 million Consumers!  Think of how many X-Boxes must have been sold in the following weeks because people were afraid to be compromised using a Sony Playstation?  Sony has been trying to repair their reputation ever since.

In order to effectively protect your business name and brand, you need to develop a social strategy to gather information, and engage your Customers and potential Customers.  Add a blog to your web page, create a “feedback” page for your Customers to use, consider a “live chat” feature to interact immediately, and add video sessions to your site and if possible, use different employees when you film them.  We all like to see fresh faces and it creates a picture of a more diverse company if you have more faces in front of the public.

How many people remember the auto attendant “Claire” from Sprint PCS?........A big pet peeve of mine is on the “Contact Us” pages where you click on it and it goes to an email address like Support@abccompany.com  I always recommend to businesses that they make this piece more personal, and have it go to a person of some sort.  It doesn’t have to be a real person, but it can be made to appear as one.  Many companies have created “People” to engage Consumers.  Just create an email that goes to something like Claire@abccompany.com and you’ll get a lot better feedback.  You can still route it to a group of support reps if that’s your plan but it definitely gives a better personal presentation that the Consumers' experience with your brand matters to your business.

And lastly and most importantly, you must monitor the social conversations about your company and brand.  You need to develop a staff to listen and react to any publicity, either negative or positive about your products.  If you respond quickly to negative discussions, you will limit the impact of them.  If you respond to positive praise, you will gain tremendous benefits from the good publicity.  You’ll need to contract with a company to provide the monitoring capabilities for your business and then create a plan to deal with what you uncover.  If you search within your existing staff and don’t have the required skill set to handle this task internally, don’t ignore it as it will not be going away any time soon…….Outsource the process to a professional.

Contact me @DaveHanron on Twitter or leave me a comment and I’ll be happy to assist in your selection of a supplier for your social media research or development.

Buttons, Buttons, & More Buttons --Where Does It Stop?

Buttons, buttons, and more buttons……..

First we had the “Follow Me” button from Twitter.  Originally, this button would link a reader to a Twitter account and you would have to manually follow the individual or business.  This button did allow readers to easily link an individual to their personal Twitter account and follow their tweets. It simply was a two step process.  You see this button on virtually everything these days, from blogs, to news articles, to corporate websites, to TV shows and movies.

Shortly after the “Follow Me” button, Twitter announced a new “Follow” button which eliminated the two step process and automatically starts following the individual or business without ever leaving the web page.

Then there is the “Tweet” button.  On August 12, 2010, Twitter launched the “Tweet” button.  This button allows you to share links directly from the page you’re on. When you click on the Tweet Button, a Tweet box will appear -- pre-populated with a shortened url link that points to the item that you’re sharing.  This made the act of tweeting something much more simple.

The buttons don’t end with Twitter.  Facebook has gotten into the act with their “Like” and “Share” buttons.  On April 21, 2010, Facebook announced the new “Like” button which allows users to show their approval of any piece of content on these sites with one click. You can also include a little note saying why you like the item.   The “Like” button has basically replaced the “Share” button.

On June 1^st, 2011, the social media company Klout launched it’s “+Klout” button which allows people logging into their dashboard to add “Klout” to any of their peers spheres of influence like social media, technology, music, films, sports, etc.  Each day, Klout users get 5 “+Klout’s” to add to whomever they wish.

Google has jumped into the fray with it’s “+1” button.  This allows users the add their support to any article or website they visit, helping to push the site up in Google’s SEO ranking.  As Google’s web crawlers scour the web, they  will see the “+1’s” on sites and place them higher on their credibility scale.

Don’t forget Linkedin.  They don’t want to be left out of the button craze.  Linkedin has the “Linkedin Share”, “Login with Linkedin” and “View My Profile on Linkedin” buttons.

Digg, the social news website, has the “Digg This” button where you vote for the content of an article, pushing it up higher on the distribution pages.

Bottom line here is every social media type site we have been exposed to is trying to find ways to get it’s presence included on as many sites as possible.  It’s too early to tell if there is any type of underlying data mining going on with these buttons.  Are they recording topics we “Like” and “Digg” for future marketing purposes?  The official responses to this may be “no” but do we believe it?  I really want to as I enjoy the social media world and find the more social intelligence I’m able to gather, the better off I am.

But remember, the use of these buttons is exploding in volumes.  According to a May 24, 2011 interview with Techcrunch Disrupt, Carolyn Everson, Vice President of Global Advertising Sales at Facebook, revealed that 50 million likes are clicked for brands each day.

I’m sure I’ve missed lots of buttons and would love to hear from my readers on any I’ve missed…I’d like to see how many we can actually come up with.

Become an Expert and Grow Sales

Today’s information explosion has created limitless opportunity for a person to grow his business exponentially. The only thing required is a new perspective and some time to implement a new strategy.


Years ago, in order to write more sales and close more deals, a company had to have an extensive sales force, trained in the 3 major aspects of a successful salesperson: prospecting, presenting, and ultimately, closing. Today, I’m not sure that’s the best method for business growth.

Remember the famous quote in the 1992 movie Glenngarry Glenn Ross, “You want to work here? Close!”? This movie was shown over and over by sales managers across all industries for years. I personally had a sales manager in my early WorldCom days, who could recite nearly all of the sales quotes in the movie. I too developed a fond memory of the quotes and remember many of them to this day.

“The leads are weak!” cries Shelly Levine (played by Jack Lemmon). Blake from Mitch & Murray (played by Alex Baldwin) then counters....”The leads are weak? You’re weak!”.

That’s one of my favorites. Translated into today’s sales market, I agree the traditional “leads” are weak. Today’s buyers were yesterday’s sales people and they know all the old tricks of prospecting. Think of it this way, how often does the executive staff at your company take “cold calls” from sales people? I’d bet not very often. This habit of rejection has turned the job of prospecting into an endless repetition of voice mail and unreturned emails.

So you ask, “Ok, if traditional prospecting methods don’t work, what do I do to generate leads and write more business?”.

Simple. Make yourself into an expert and make people want to buy from you. That’s how.

Today’s decision makers know what they want and typically research it on the web prior to making any purchases. Your goal is to create a personal brand (and not necessarily a business brand) which positions you as an authority on your specific product or industry. When people search the web, you want your name to appear as high on the search engines as possible. In order to make this happen, there are a lot of “get rich quick” schemes advertised. Companies promising Search Engine Optimization or SEO are popping up every day. My advice to you is ignore the website promising you “1st page listing on Google” and get to work on it yourself. It will take some time and effort, but you can do it. It won’t happen overnight but with some persistence and perseverance you can get there.

The easiest way to start building your brand is get a Twitter and Facebook account. These are free and will begin to get your name out on the web. Next, join Linkedin (http://www.linkedin.com/). It is basically Facebook for the business professional. Create your profile and start linking with your business connections.

Next comes the fun part. Start a blog. Even if you’ve never written before, start a blog and jump in. Blogger from Google is free or you can search the web for “free blog” and you’ll find an extensive list to choose from. Now you won’t have thousands of readers right away, but trust me. Keep at it, post regularly, “tweet” on Twitter, build a following and before you know it, your brand will start creeping up the search engines. Once you get a base of followers, consider going to a hosting company like Go Daddy (http://www.godaddy.com/) and purchase a private web domain. It's not expensive and really gives your writings some credibility.  Remember, you want your writing to be informative, not necessarily a constant sales pitch. Readers want information so include links to support your opinions whenever possible. You can write on a variety of topics, so have fun with it and you’ll get results.

These are just the basics to start building a brand. There’s lots more to it like using backlinks, becoming interactive in social media, webinars, etc. we can talk about in another post but you have enough to get started on your way to success in today’s sales environment.

Don’t wait another day. Start right now and set aside an hour or two a day to work on your personal brand. The returns will be slow but constant and once it gets going, the growth is almost impossible to stop. Before you know it, you’ll be getting inbound calls and direct messages from prospects looking to buy!

I enjoy hearing about your successes or any ideas you might want to add to my techniques. Feel free to leave a comment or I can be reached @DaveHanron on Twitter or at dave@davehanron.com

Twitter - A Social Way for Everyone to Make Money

Social Media…..we’re all deeply embedded into it. And seemingly for good reason. It works! And now people are making real money not only using these sites, but selling their audience base for a fee.


Just this morning, I was glancing through my Twitter account and noticed a “tweet” referring me to eBay. The tweet mentioned “get your product out to 380,000+ followers”. I clicked on the link and VOILA!, there was a genuine product for sale on eBay.

For a mere $40, there is a seller who apparently has amassed 380k+ followers and is willing to share his connections for 28 days for a small fee. Now that’s a novel idea.

Not sure whether this is ethical or not. On one hand, it seems to me like they’re basically doing the same thing as selling an email list of contacts. On the other, it is truly taking social media to another level and making use of your personal sphere of influence to make some money. And everyone wants to make money.

If you want to check it out, the seller is “isurf2net” on eBay. There’s also a lower cost model offering re-Tweets to 80k+ followers for 28 days for $10.

It seems inevitable that sites like Twitter and Facebook would evolve into marketing means for small and large businesses alike. There are hundreds of Twitter users out there with millions of followers. As of this writing, Lady Gaga has the largest reach, with over 9.5 million followers. Think of that….if Lady Gaga were to offer her Twitter followers for a fee, what do you think she could charge? If 380k followers are worth $40, would people pay $500 to reach 9.5 million? Not sure, but it’s an interesting thought. Maybe if you pick the right product for the right “follower” audience, we may be onto something here….

I think the bigger question in this topic is will people tolerate being bombarded with solicitations on Twitter and Facebook? I enjoy going through Twitter posts as I find many interesting posts. I question though whether all people will tolerate sales pitches on a personal account level. Could we see a mass “unfollow” on sites that openly sell their follow list or will it become standard practice to gauge your individual advertising power?

If you want to find out your current social media prowess, trying going to http://www.klout.com/ and entering your Twitter name. This is a relatively new site (I found it in a Boston Globe newspaper article on social media a few weeks ago) which will give you a snapshot ranking from 0 to 100 of your social influence. Add your Linkedin and Facebook accounts to it and it will add those into consideration model too.

If you’re looking to get more involved in the social media world and would like to consider adding an experienced team of industry analysts to your social media campaigns to help expand your reach, please drop me a note @DaveHanron on Twitter or at dave@socialstrategy1.com