Sales Experiments Archives - Page 19 of 21

September 12, 2014 by Brett Leave a Comment

Sometimes Priorities Get in the Way of Our Best Intentions

I’m not narcissistic enough to assume I have readers. If I had readers, then I’d have subscribers. As of the writing of this post, on the day of my sons’ 6th birthdays (they are twins), I have no subscribers.

Therefore, I only have readers who might have found this blog because I linked to another blog or willy-nilly sent a tweet out when I wrote a new post.

I started the Dan Miller Challenge (his impromptu, unofficial challenge) on 9/1/14, and didn’t know what i was getting into.

My commitment was to listen to or read 30 minutes of helpful, life-changing, mindset-shifting content everyday. I would also select one action, implement it, and write about it.

Today, the buzz-saw of a crazy workday and an ill-planned-for birthday for 6 year old twin boys hampered part 3 of my plan – implementing an action item.

And yesterday, I committed to finishing up my commitments from earlier this week around finding speaking opportunities, finding interviewing opportunities, and finding bloggers and journalists to network with.

I didn’t fail today. Failure would mean that I wasn’t effective or productive. I was both, but I was effective and productive in areas that had nothing to do with content I’ve read or listened to this week.

While I believe in being disciplined and having some boundaries, I also believe that we need to be malleable.

Today, my priority was my clients – both internal (my colleagues for whom I do work) and external. My boys’ birthday was also a priority (there was a honey-do list).

The only thing I think I might need to work on is being much more efficient. If that happens, then I shouldn’t run into having to choose between a small action related to this challenge and the other priorities vying for my time.

Today’s Reading and Listening

I searched for and found more sales-oriented podcasts (vs. marketing and social media podcasts).

I loved the new podcasts. My experience is that sales-focused podcasts force direct relationship action items. I think I need that.

What do you need?

What content, input, learning, or mentoring do you need right now? Would it be hard to find?

The Beauty of Multiplication – The Village Church with Beau Hughes: A great sermon laying out an approach for multi-site churches that encourages satellite campuses to, over time, become autonomous. A refreshing perspective in an age of megachurch complexes (although I’m fine with megachurches).

Are You Worth It? – Advanced Selling Podcast: Learning to identify the value of the salesperson in a transaction. Often, a customer or client only sees the goods or services, but not the consultative value of the sales professional.

The Headline Formula – The Sales Copy Samurai: A simple headline formuala. Not easy, just simple. I love the suggestion to write at least 20 headlines before deciding on the final one.

Until tomorrow…

September 11, 2014 by Brett Leave a Comment

Finding Blogging and Journalist Influencers

Networking is a great way to meet influencers and spread the word about your business. This method is by no means new, but networking has taken on a slightly different look in the advent of digital media and social networking sites.

Over the last few posts, I’ve been challenged to network for speaking opportunities, network to find influencers to interview, and today, network to develop relationships with journalists and bloggers.

Taken together, these three networking streams form a robust marketing plan.

Today’s Reading and Listening:

Blogger Outreach: How to Build Relationships With Bloggers, Social Media Marketing Podcast from 6/20/14. Host Michael Stelzner and guest Scott Monty.

“Missionary Weapons” – September 11th entry, My Utmost for His Highest by Oswald Chambers. The main point: We can’t wait for big opportunities as moments to exhibit stellar character and ministry chops. It’s in the using of a towel to wash feet. “The very character we exhibit in our present surroundings is an indication of what we will be like in other surroundings.” In other words, our character in the mundane will be even more on display when the chips are down.

Today’s Challenge: Reach Out to Print Influencers, i.e. Bloggers and Journalists

This challenge cannot be done in 15 minutes. I need to peel back my challenges and set aside one full Pomodoro to engage the challenge. This weekend will require some catch-up, I believe.

Here’s my plan (most of this comes directly from the Scott Monty podcast referenced above):

Mindmap potential sources for influencers: Local papers, individual bloggers, online/print trade publications.
Identify their preferred contact method
Develop a pitch or value proposition for each online source: Why in the world do I need to contact them or why would they care for me to talk to them? Do I have a message that is important to them?
Reach out to 5 influencers with a no-strings-attached offer either to feature them or be available as a source if ever needed.
Become a fan: Read their blogs, follow their Twitter, Facebook, and LinkedIn accounts. Discover what is important to them and use their information to benefit my current and future clients.
Seek opportunities to connect these influencers with their target audience.

I realize that the whole purpose of this challenge is to put ideas to action, not just to create plans.

In my next post, I owe you a reprieve on a new action. Instead, I’m going back to each of these three networking streams and reach out.

Until tomorrow….

September 8, 2014 by Brett 2 Comments

If Teaching Sells, then Find Somewhere to Teach

I’ve always considered myself a teacher. I used to dream of people standing on their desks and saying “O Captain, My Captain” to me when I finally retired after 50 years of pouring into young minds.

But alas, I’m not that kind of teacher. I still love to teach. Perhaps it gets in the way of my sales because I almost am more jazzed when a client or prospect finally understands some strange insurance concept than I do when they sign on the dotted line.

According to John Jantsch, though, in his interview with Michael Stelzner on the Social Media Marketing Podcast, teaching is an effective way to engage potential clients.

Financial planners do it all the time. They will put on those seminars in the side room at the local mid-range restaurant, gathering 20-30 prospective clients to share information about handling money, budgeting, and investing. It must work. At least Pappadeaux and the like are making some cash on the practice.

Since I love teaching. And I make a living selling. Why not harness my teaching and find opportunities to give presentations to my target audience?

Today’s Action: Make a List of Potential ‘Audiences’ and Reach Out to at least One of Them

I’ve given a few talks in the past and am sure I can come up with clear content.

The content is useless without an audience.

So, per John Jantsch’s challenge in the podcast, I shall seek opportunities to teach. Not only will I teach, but I’ll give away the farm. I agree that while some individuals will take my information and go do their own thing, many people just want to be able to trust someone. If I can show what I know, then perhaps I’ll be the trusted guy.

Where I might be able to find audiences:

Community Foundations: There are foundations all over Atlanta. Perhaps they’d want someone to deliver content to the nonprofits they distribute grants to?
Associations: Associations need to provide value to their members. I’d love to be part of their value.
LinkedIn Groups: Local based LinkedIn groups might be a good option.

I was able to come up with a few potential options right off the bat and reached out to one of them. We’ll see how this one goes.

If this works out, I’ll have to bone up on my Powerpoint of Keynote (but don’t worry, I’ve listened to enough Michael Hyatt to know not to use my ‘bullets to kill’… you know, death by Powerpoint and all that.