Monthly Archives: September 2016

Better Selling in Under 5 Minutes: “How to Handle the ‘I need to speak to someone’ stall.”

Welcome to our new video series: “Better Selling in Under 5 Minutes.”  We’re launching this series today to help inside sales reps and teams handle selling situations more effectively.  Today’s topic is, “How to Handle the ‘I need to speak to someone’ stall.”  If you like the video, please pass it on to other sales reps who can benefit from it.

Please click on the YouTube link to watch.

https://youtu.be/ZWtZyf_3bl0

All the best and happy selling!

Mr. Inside Sales

 

How to Apply For and Get a Better Paying Job (Part One)

According to a PNC survey, almost two-thirds of millionaires say their wealth is largely attributable to their jobs. Furthermore, these six figure earners are much better at applying for and landing better paying jobs and are far more inclined to negotiate better salaries and over all commission plans than their peers (says a study by PayScale.com). In contrast, nearly 60% of their competition (all U.S. workers, in fact) simply settle for the first offer they get.

So what are their secrets? How do these top earners go about applying for, interviewing at and landing these better jobs? The good news is that, as always, success leaves clues, and by simply following some of their tried and true strategies, you, too, can begin applying for and landing not only better paying jobs, but also better positions at those jobs.

Now don’t be worried if you’re not a six figure earner – yet. By following the strategies and techniques below, you can begin making yourself more valuable at your current job, and more marketable to your next employer as well. In fact, if you are in the job market right now, using these proven tips will move your resume to the top of the list and get you an interview above everyone else who is applying.

How can I be so sure of this? Because my experience in hiring tells me so. Over the last 30 years, I have reviewed thousands of resumes of potential inside sales reps, admin support people, marketing people, etc. And as a consultant, I’ve worked with my client’s hiring managers, recruiters, HR Directors, V.P.’s of sales, sales managers, etc., helping them vet and interview thousands of more candidates. I can look at a resume for one minute and tell you whether a company would be interested in speaking with you or not.

And after all that experience, sadly, I can tell you now that we (myself, hiring managers, etc.) throw away about 95% of all resumes received for an inside sales position. Ninety five percent! That’s a horrendous statistic, and it just shows how unprepared (or uninterested) most sales reps are about applying for and getting a new job. It tells me that the majority of job seekers carelessly put together their resume, and then rapid fire it out to as many potential jobs as are advertising. It’s the shotgun approach to landing a job. And it does not work.

Lucky for you that with just a little bit of time and effort ahead of time, you can create a cover letter and resume that will make hiring managers anxious to call and meet with you. By just putting in a little bit of work before you attach or upload your resume to a job posting, you can all but be assured that you’ll be sitting in front of the hiring manager for the job you’d really like to get.

Moreover, if you follow some of the other tips you’ll read in this Special Report, you’ll also be able to negotiate things like a signing bonus, a performance bonus, higher salary and/or commission schedule. And, with just a little bit of planning, you can even begin applying to and landing positions in management. And all of this will mean more money, more prestige, and more opportunity in your future.

In the following Special Report, I will walk you through, step by step, the ways that you can:

1) Write a cover letter that will separate you from 90% of the resumes a company gets.
2) Easily develop a resume that will put you into the top 1% of what a company is looking for – and ensure that you get interviewed first.
3) How to make yourself more valuable to your current company, as well as future employers as well.
4) How to ask for and get higher positions in management and so make more money.
5) How to get the largest starting pay – including asking for and getting a signing bonus.
6) How to negotiate for salary and bonus reviews which will keep your earnings going even higher.

You can apply for and get a better paying job, but you must know how to do it first. In next week’s Ezine, I will teach you the secrets of crafting a simple, yet powerful, cover letter that will immediately separate you from the hundreds of other resumes a hiring manager receives each week.

This tip alone will move you, and your resume, above the competition applying for the job you want!

How to Turn Cold Leads into Warm Leads

Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking! Don’t you wish there was a way to turn cold names into warm leads?

There is!

It’s called a “touch point plan,” and it’s very effective if done right. A touch point plan is simply a combination of carefully scripted voice messages and emails used in combination over a period of time. How many messages and over what period of time is variable, and I’ve seen some studies recommend as many as six phone calls and five emails over a month’s time.

I’ve been successfully using a bit less – five to seven total messages – but I supplement this strategy by making calls in between trying to “catch” the prospect picking up their phone. If they don’t answer, I don’t leave a voice mail.

What type of a touch point plan you decide to develop (how many calls and emails) can depend on many factors such as whether it’s a business to business call – and what your target prospect’s title is – or whether it’s a business to consumer call and what hours you’re calling. You’ll find what your sweet spot is if you just experiment a bit.

The bottom line, though, is that the more times you reach out to a prospect, the more likely it is they will become familiar with you and your company. Many prospects will respect your professional and persistent attempts to reach them. Because of this, when you finally do reach a prospect you’ll have built some recognition and credibility, and your prospect will be more motivated to give you a bit of their time.

This is how you turn a cold lead into a warm lead.

Below I’ve listed a sample touch point plan that involves two voice messages and three emails. I first make about a week of calls without leaving a voice mail (assuming I don’t reach the prospect), and then I spread the following touch point plan out over two weeks.

If I haven’t gotten a response or reached anyone after the touch point plan, I then spend the fourth week calling again without leaving a message. I’ve had A LOT of success with this plan and at the end of the four week process, I’ve generally reached those prospects who are reachable.

Here is a sample touch point plan, with generic wording, that you can customize to fit your company and product or service:

Voice Mail #1:

Hi _________, this is (Your Full Name) with (Your Company).

_________, I’m calling about (Your brief value prop – example: “the effectiveness of your online marketing”).

I wanted to briefly introduce you to a way to save as much as 25% over what you may be spending now, and still maintain or even increase the effectiveness of your results.

If you would give me a quick call back at: (Your Number) we can set a time to speak.

Once again the name is (Your Full Name), with (Your Company Name) and the number is (Your Number Slowly).

I’ll follow this up with an email and another call to you if I don’t hear back. Have a good day.

Email #1 (To be sent right after you leave your first voice mail):

Subject Line: (First Name), I just left you a vm

Body of email:

{first name},

This is (Your Full Name) with (Your Company), sorry I missed you.

I understand that you’re in charge of your online marketing and I wanted to set up a time to briefly speak with you later this week. (If you are not in charge of the advertising, please forward this to the person who is).

We have a new way of maximizing your online advertising spend that reduces what your current budget, yet it also reaches more of the customers that fit your ideal demographic. (Obviously, insert your value prop here). Our model is so effective that you can literally save up to 25% over what you’re spending now!

I’d like to schedule a brief conversation to explain how this would work with your company, and I guarantee you’ll at least come away with a whole new way of looking at your online marketing.

If you would reach back out to me with a couple of days/times that might work that would be great.

If I don’t hear back, I’ll reach out to you again next week.

Looking forward to connecting with you.

(Your Name and Company Signature)

Voice Mail #2: (Three to four days later)

Hi _________, this is (Your Full Name) once again with (Your Company). My number is (Leave your number slowly).

_________ you probably received a voice mail from me already, and I also sent you an email along with a brief description of how we save companies up to 25% on their online advertising, while in many cases increasing their results. (Your value prop goes here)

I’d like to spend a few minutes on the phone with you next week, and I guarantee that it will be worth your time.

If you would give me a quick call back to let me know a day and time that would work for you that would be appreciated. My direct phone number again is: (Your Phone Number).

I’ll follow up again with you if I don’t hear back. Have a great day.

Email #2: (Send this email one to two days after your second voice mail)
Attachment: (Include an online brochure of your company and services)

Subject Line: (First Name), second attempt to reach you

{first name},

This is (Your Full Name) with (Your Company Name) once again.

I hope you’ve received my messages, and today I wanted to include some information on our company and a brief description of what we do.

As I mentioned earlier, we help companies reduce their spend on their online advertising by as much as 25% while maintaining or even increasing their results. (Your value prop here).

I’m sure that when you compare what we do to what you’re doing now, you’ll want to know more.

I’d simply like a few minutes to see if what we do would be a good fit for you. Once we speak, I guarantee you’ll come away with some good ideas, regardless of what you’re doing now…

I’ll give you a call in a few days after you’ve digested the attached information.

Or, you can reach back out to me to let me know your interest level.

(Your Name and Company Signature)

Voice Mail #3: (Final V/M – send three to four days after 2nd email)

Hi _________, this is (Your Full Name) with (Your Company) again.

I’m sorry we haven’t been able to connect yet. As you may know, we offer a unique way of increasing the effectiveness of your online marketing, while reducing what you’re currently spending by as much as 25%. (Your value prop here)

You may be involved in another initiative right now, so I don’t want to bother you if you’re busy or if you’re not interested.

When you get this message, could you either call back and leave me a voice mail or just respond to one of the emails I’ve sent you?

Just let me know what the next appropriate step would be for us to connect.

You can reach me by calling (Your Number Slowly), or you can email me at: (Your Email Address)

I really appreciate you taking the time to get back with me.

Thanks and have a great day…

Once you’ve customized and tested the voice mails and emails in this touch point plan, you’ll know whether you need to add another one or two messages. Just test a variation of plans and see what the best results are for you. And don’t forget to add in calls the week before and after the plan as well!

The most important part of a successful touch point plan is to consistently use one. Most sales reps fail to reach back out to prospects (both inbound and outbound leads), and many just make one attempt and then move on. The way to double or even triple your sales and income is to be detail oriented and to persevere until you reach your prospects.

Adopting the approach above will separate you from 90% of the other sales reps in your industry and catapult your effectiveness.