Nancy Carter

The Introvert’s Edge to Networking by Matthew Pollard book review

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Disclaimer: I received a copy of the book from HarperCollins Leadership. But that doesn’t change the fact that I think it’s terrific! Please read my DISCLOSURE for more info.

The Introvert’s Edge to Networking

Are you an introvert who HATES networking?

Networking can be one of the biggest drivers of career or small business success. 

Yet, for most introverts, they’d rather get a root canal than network – face-to-face or even digitally. 

That’s why I’m so excited to tell you about a new book, and I feel it’s important enough for you that I take the time and write my first official book review, from the point of view of someone in the “sales trenches”, like you and me. Someone selling to end users every day. 

The book is The Introverts Edge To Networking by Matthew Pollard. Keep reading to hear my personal review, and how I feel it relates to everyday salespeople like you and me. I will also be sharing with you how you can get your first chapter free, and other helpful resources for you to learn more.

 After you read the book, let me know your thoughts by leaving your review in the comments below.

Let me start by saying this is Matthew’s second book. I was first introduced to Matthew when I read his first book, The Introverts Edge – How The Quiet and Shy Can Outsell Anyone.

While you don’t need to read the first book to get the value from The Introverts Edge Guide To Networking, when you have read both books, you will have a complete outline in creating your own successful sales system.

In his new book, Matthew explains why introverts make better networkers.

As an introvert, yes me! I was highly skeptical. How can you even say introvert and networking in the same sentence without breaking into a cold sweat, right?

After four chapters, I stopped being skeptical, and by the end of the book, I actually became a believer that I, too, can do this, and I began to put my own system in place. Which leads me to – you will want to have a pad and pen next to you as you go through the book.

The premise behind this book is that you can take the ideas and information and use them starting now. “As introverts we’re willing to put in the work to obtain a consistent successful outcome.”  Implementing this series in a step-by-step actions that will work for you, if you do the work.

To be successful, you have to have your heart in your work and your work in your heart

Matthew Pollard, The Introvert’s Edge to Networking

And it’s not hard! Just have your highlighter and the notepad next to you. Think as you read. Which is perfect because we “love being super prepared and equipped for success before we ever walk in a room”. 

It took me about two weeks to read the book, because the first few chapters I kind of read through with the mindset of “networking will never work for me”. Then I really started to connect, to see how this could actually work for me, and any sales professional that identifies as an introvert.

 With true stories and real life examples from people whose paths have changed by using some strategic planning and making a few small tweaks to what they were already doing, Matthew takes you on a journey of how you can systematically become a successful networker, and teaches you how to articulate your value in a way that will make you stand out and inspire genuine interest.

As I went through the book, I realized how much of a networker I am, just not in the traditional way. Yes, I talk to people in line at the grocery store. Yes, I talk to people on planes. Or even online at a theme park. Yes, I am  passionate about what I do and why. And yes, I love what I call “matchmaking” – sharing things (and people) that I really like that I know would be a great fit for each other. Hence the reason for this book review.

By sharing this book with you, my fellow sales professionals, I am introducing you to someone that I know could have a major impact on how you look at your business, and massively help you on your sales journey.

The overall theme about networking that I got from the book is that “being strategic, being prepared, practicing and knowing how to cultivate deeper relations”, and Matthew definitely shows you, throughout the book, to do just that.

So, why should you listen to Matthew Pollard?

Because he’s a very successful Rapid Growth ™ coach, keynote speaker and the founder of the Rapid Growth Academy, who has transformed over 3,500 struggling businesses worldwide. His mission and I quote, is “to help introverts like us to realize that we don’t have to be (or pretend to be) extroverts. That our path to success is different. When we embrace that, while leveraging the power of systemization, we find our Edge, we make our own luck, and we realize our dreams”. 

I can’t think of a better way to summarize this book and the review. 

If you haven’t figured it out already, I highly recommend you read the Introverts Edge to Networking, by Matthew Pollard. 

As a true introvert and skeptic, I did have to push through the first couple of chapters. But it was worth it to get to the gold. Even as a seasoned sales professional, I learned so much on how to improve my networking, and sales. 

This book also comes along at a time in our world where things are constantly changing. By learning how to strategically network in an online world, or face-to-face, and hopefully without a mask someday, you will be more prepared to stay relevant and successful in turbulent times. 

But don’t take my word for it…

Download the first chapter free here and check it out for yourself.

I’m sure you’ll be hooked and will be motivated to read on.

Which is why I’d highly recommend clicking the link below to…

Available as a hardcover, Kindle or audiobook from all major retailers, including your favorite local bookstore.

When you do, Matthew will also give you free instant access to over $700 worth of bonuses, including The Official Introvert’s Edge Step-By-Step Implementation Training and a personal invitation to his private Facebook community of like-minded introverts. 

To claim your bonuses, simply order your copy of The Introvert’s Edge to Networking at your favorite online or physical retailer, then sign up for the bonuses here with your name, email and order confirmation number.

I greatly look forward to hearing what you think of Matthew’s new book.

I’m sure you’ll love it too!

I‘d love to hear your thoughts on this post! Please post your message in the comments below.


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Your Sales Communication Style

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This week I want you to think a little differently and twist the focus of this article from your client to you, at least for a minute.

Way back in episode 22 of the Sales Made Simple Podcast, I talked about selling to different personality types.  Today, I’d you to think about what your sales personality type is. More specifically your sales communication style, and how it relates to how you sell.

Are you a Director, a Socializer, a Thinker or a Relator, or a combination of some of all the sales communication styles?

If you learn what your personal sales communication style is, you can learn how to use it to relate better to your prospects. Even if your prospect has a different communication style than you do, so that you can adjust your approach and be more relatable.

You may find yourself using different communication styles for different phases in your selling process.  

For example, when I am prospecting, or in the “discovery stage”, I definitely become a Socializer, Most people love Socializers. They are fun to be around, always make others laugh, and they thrive on being the center of attention. Charismatic and energetic, they always want to be where the action is. They are eternal optimists who are good at selling others on their vision and goals.

As a Socializer, I Take time to build a relationship and socialize with a new prospect. Create a fun, lively atmosphere with new and diverse elements. Help them make a list of priorities, but try to skip the unimportant details and boring material until later. After a meeting, be clear about who is going to do what and by when. Put everything down in writing. Make them look good in front of others. Motivate them with praise.

Or I take on the role of a relator. Relators are warm, nurturing individuals who value interpersonal relationships above all other things. They are very loyal, devoted, and excellent team players. Peacemakers by nature, they often avoid conflicts and confrontations. They are also ideal team players since they are always willing to build networks and share responsibilities. 

You can see how these two communication styles would work for getting to know someone quickly.  As a Socializer, I try to be upbeat, energetic and charismatic – someone that my prospects might want to meet and learn more about me and what I can do for them.

As a Relator, I try to find a common ground and show interest in a prospect as a person – really get to know them.  Who they are, what makes them tick.  While being inviting and non-judgemental.

Once I get to know them a little, and they feel comfortable with me, I may adopt the sales communication style of a Thinker. This communication style is very analytical and geared toward problem-solving. Methodical and detail-oriented, I am prepared to help guide them towards their goal and purchasing decision. I am ready to overcome any objections they might have. 

And when we get to the part about closing a sale, I move to the sales style of a Director.  This communication style is driven by two things: the need to get things done and the need to control. They are most comfortable in settings where they manage others and take control of situations. Fast-paced and goal-oriented, Directors are focused on bottom-line results and achieving success. Because a Director can come across as impatient and insensitive, you want to make sure you are not overwhelming your prospect and that they feel in control of the final decision-making process.

Once the sale is closed and the deal is made, I revert back to that Socializer again, fun and friendly.

Learning and understanding your prospect’s communication style, in a “meet and greet” stage, will help you to know how to relate to them as the conversation continues.

By knowing your own sales communication style, you will be able to identify the prospects that may be uncomfortable and turned off by you.  Your prospects send you signals about how they prefer to communicate.  Do you hear them? It’s just a matter of learning to listen. 

Prospects will tell you, with their words and their actions, (check out my podcast episode on Body Language), what they are interested in learning from you. Including what they want to buy from you. They will tell you if they are interested in the value, the cost, or in being the first or the best.  

Our job a salespeople is to learn to pick up on the signals they’re sending and to respond in a way that makes a personal connection easy with that person.

I thought it would be fun to give you something together for you so that you can find your own communication style.  So I’ve designed a quiz for you!  Click on the picture and learn your communication style today!

It is important to understand your prospects and how they think. But when you learn about yourself and your strengths, you can use your unique self to provide that personal experience to your clients.

Some people think that their sales communication style is determined by our individual personalities.

However, there is a lot more to it – like using what has worked for us in the past and other life experience.

The words we choose, how loudly we speak, and the way we use sales strategies to guide prospects in making a sales decision.  When you make poor choices in your communication approach, prospects may feel unheard, frustrated or even disrespected. The communication channel is quickly closed, even if your solution would be the best one for them!

Ultimately, understanding the communication style of the prospect and how they feel comfortable communicating will make you more successful in your sales.

Here are the four communication styles, and how to work with them

The Director

This communication style is driven by two things: the need to get things done and the need to control. They are most comfortable in settings where they manage others and take control of situations. Fast-paced and goal-oriented, Directors are focused on bottom-line results and achieving success. This go-getter mentality makes them innate leaders, but it also means they can come across as impatient and insensitive.

How to Communicate with a Director – Be clear, brief, fast, and precise. Be well-prepared to provide solutions to their problems. Skip the small talk and get down to business. – Highlight key points. Avoid going into too much detail. Find out their goals and provide options with clear costs and benefits. Supply concrete data to back up claims of progress. Show how goals have been obtained. 

The Socializer

Most people love socializers. They are fun to be around, always make others laugh, and they thrive on being the center of attention. Charismatic and energetic, they always want to be where the action is. They are eternal optimists who are good at selling others on their vision and goals. Although their enthusiasm and charm make them influential people, as leaders, they can sometimes be impulsive decision-makers who take risks without verifying information. They listen to their intuition–which can be a good thing–and what their “gut” is telling them. On the downside, they have short attention spans, and they find it hard to be alone.

How to Communicate with a Socializer – Take time to build a relationship and socialize with them. Create a fun, lively atmosphere with new and diverse elements. Help them make a list of priorities, but try to skip the unimportant details and boring material. After a meeting, be clear about who is going to do what and by when. Put everything down in writing. Make them look good in front of others. Be slow to criticize them. Instead, motivate them with praise.

The Thinker

This communication style is very analytical and geared toward problem-solving. Methodical and detail-oriented, Thinkers are usually slow decision-makers who are very deliberate about the choices they make. Before taking a specific route, they do their homework by weighing pros and cons and looking at problems from every angle. Their high expectations of others and themselves can make them come across as overly critical and pessimistic. They are perfectionists by nature and can easily fall into the trap of “analysis paralysis.” Since they tend to be skeptical, they usually want to see promises in writing.

How to Communicate with a Thinker – Avoid too much small talk and socializing. Go slow and give them time and space to think things through. Be well-prepared to answer their questions thoroughly with precise data. Put everything down in writing. Make good on your promises.

The Relator

Of the four communication styles, this one is the most people-oriented. Relators are warm, nurturing individuals who value interpersonal relationships above all other things. They are very loyal employees, devoted friends and excellent team players. Peacemakers by nature, they often avoid conflicts and confrontations. They are also ideal team players since they are always willing to build networks and share responsibilities. Like Thinkers, they are thorough planners and highly risk-averse. They value reliability, balance and sincerity.

How to Communicate with a Relator – Be patient and show sincere interest in them as a person. Build a relationship and learn more about their personal lives before getting down to business. Reduce their fears by clearly explaining how a certain change will benefit them and those around them. Be predictable and follow through with your stated promises. Be warm and inviting. Focus on their feelings. Don’t ever push them into a corner to get what you need.

Do you recognize any of these communication characteristics in yourself?  Take the quiz. Then evaluate how you can use your strengths and weaknesses to become more efficient in your sales.

The more you understand about yourself and your sales communication style, the more successful you will become in your sales.

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Why (and How) to use a Daily Sales Planner

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Why you should use a daily sales planner

DISCLOSURE: THIS POST MAY CONTAIN AFFILIATE LINKS, MEANING I GET A COMMISSION IF YOU DECIDE TO MAKE A PURCHASE THROUGH MY LINKS, AT NO COST TO YOU. PLEASE READ MY DISCLOSURE FOR MORE INFO.

Even though I have a great sales CRM platform available to me, I still like putting a pen to a pad (or planner) on the first day of every month. Writing down my monthly sales goals, including my monthly sales target, my weekly sales target, the times I will schedule the necessary appointments each day, and the “top prospects” of the month.

By defining my sales objectives and creating those weekly and monthly sales targets on the first day of every month, I am setting myself up for a successful month.

Once you decide on what your sales targets are, you will be able to decide the steps and strategy to get there.

I also plan in a time at the end of each week to assess how the week went. Did you hit your sales target for the week?  

What worked in helping you reach that target, or …

What went wrong and how can you correct it to get back on track. So that you can quickly identify the gaps you need to fill to reach your target.

This weekly planning and accountability using a daily sales planner helps you to know exactly how much money you will be putting into your bank account every pay period.

Within my main sales target, I look at the breakdown of how much I need to sell of a certain product or service.

Your sales mix.  Widget A and Widget B.  Maybe your commission or bonus is higher on Widget B. You want to make sure you are keeping track of that breakdown as well to insure you can maximize your income.

I break that down even further. Not into a dollar amount I need to sell, but into how many actual widgets I need to sell to reach my sales goals.  For example, would you rather have to sell $50,000 or 10 widgets?

The more attainable your goal feels to you, the more likely you are to achieve it!

Your personal objectives and goals should be clear and measurable. With very specific numbers, and specific dates that you will reach those goals by.  For example, I will sell 13 widgets a week.

Once you have that target in place, work backwards to create the exact strategy for how you will reach that goal.

How many widgets do you sell to each customer? (your average sale amount).

How many customers do you close on average?  One in two (50% close ratio), a two in three (67% close ration), one in three (a 33% close ratio).

From here you can determine how many sales appointments you will need to create the sales opportunities you need.

And, in simple form, your monthly and daily sales plan is created.  

First ,state your sales objectives. Then decide your strategic direction on how you will reach your objective, with daily and weekly monitoring of your actions and results.

When you have a great daily sales planner to help you, it’s magic.  

A great daily sales planner will help you put the systems in place and help you monitor your progress, but you have to do the work . The magic is you. And the time you spend at the end of every day, week, or month to strategically plan out what you need to do to hit your sales goals.  

A great sales planner just helps to make it your life easier by giving you a place to refer back to to hold yourself accountable so that you can quickly correct your course instead of missing your targets.

I am a big believer in the power of the written word, or in this case, plan.

Take time at the end of each week to schedule in the time for the next week. Time you will need to prospect, run appointments, and process agreements.

If you don’t plan in time for each of those three activities, one or more of them won’t get done.  The more planned-out your week is, the more urgency you will feel in the need to stay on track to complete your important sales activities.

I like to “batch” activities throughout the day. It’s based on how many activities I need to include. I also like to work the type of activity according to what my energy levels are during certain times of the day, scheduling the least demanding activities during my lowest energy level times (like right after lunch).

What would your perfect “sales day” look like,

and what would you include so that you could have repeatable success every day?

Mine would include 3 appointments a day, with 2 ½ hours in between appointments. That way I will have enough time with each prospect without either of us feeling rushed.

So, let’s block out appointment time of 10, 1 and 3:30.  If I know an appointment needs more time before I meet with them, I will allow two appointment slots with them.  Before you do that, make sure that the prospect is worth two appointment slots.   

Decide on your agenda for each meeting and the expected action you want your prospect to take at the end of the meeting.

I also know that I need about two hours of prospecting time a day. One hour to reach out to new prospects. Another hour to follow up with prospects that have not bought from me yet.  Your schedule may be a little different, but probably similar.  

I like to do my prospecting first thing in the morning. 9 to 10 am, and then again later in the afternoon at 4 or 5 pm. I’m a night person, and my energy levels are just getting started at 5.  I have found that this is also the time when more people will respond to me faster.

By putting this prospecting time in my daily sales planner, it is like setting another appointment. But this one is with myself, to do the things I know are important to consistently reach my weekly and monthly sales targets.

When you “break” these appointments with yourself, you end up losing and trying to play catch-up. Not what you want to do be doing at the end of the month.

Once you have the main outline in place, you can fill in the who and why. 

Having an organized strategy and goals with a plan on how to reach your goals will make it easier to hold yourself accountable and stick to the daily plan.

You should have a 7- day, and a 30-day sales plan. A good sales planner should have enough room to keep track of up to 90 days at a time.

How and when should you create these sales plans? 

The good news is, that with a hard-copy daily sales planner in front of you, it’s easy.  Once you make it a habit to keep up with this planning, it will become a second nature to you, just like in the Unconscious Doer Stage Four of the Sales Transformation Road-map System.

For the 30-day sales plan, I set it on the first day of each month.

In this plan, I have my monthly and weekly sales target numbers. I include my top 10 target prospects for the month, and 3 specific actions  to take every day to get the results I want.

List the specific sales you plan on closing during the month. Then write down the things you need to do to close those sales and process the business.

I find that my monthly top 10 clients will account for 75% of my monthly goal. Secondary clients – the new clients that are just entering your sales pipeline, will fill in the rest.

For the 7-day, or weekly, sales plan, you want to have your plan in place for the next week before you end your week on Friday. 

It is incredibly motivating to have a plan, and appointments, in place for the next week. It makes you actually look forward to going to work on a Monday morning!

Transfer the things you didn’t complete last week to the next week – only if it is something that will lead to a sale.

And I review my day before I leave, every day.  I update the following day with what I need to do and when. Then I close the planner for the night.  

When you start the next day, open the planner, and your sales CRM program, and dig in.

Ultimately, your discipline and your decision to follow your sales plan is your key to success.

Click here for 15% off on the sales planner that I prefer!

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Make Your Sales CRM Work For You

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DISCLOSURE: THIS POST MAY CONTAIN AFFILIATE LINKS, MEANING I GET A COMMISSION IF YOU DECIDE TO MAKE A PURCHASE THROUGH MY LINKS, AT NO COST TO YOU. PLEASE READ MY DISCLOSURE FOR MORE INFO.

Let’s be honest with each other here. There are two types of salespeople: those that feel that a CRM (Customer Relationship Management System) is a way for your company to keep track of what you’re doing – am I right?

And there are those of us that understand that while the first answer may be true, you can adopt the mindset of “I’m going to take this and use it and make it work for me”.

Just like we all know ,if we go out in public, we are probably on camera, but we go out anyway, and know we may have an extra protection that comes with security monitoring public areas — that’s a bit awkward! But it’s true.

When you enter information into your Sales CRM properly

(and daily), and keep up with it, daily – you will gain so much Insight from that information.

For one, I always have a list of prospects (people who have not bought for me yet) to call or email or follow up with.

How great would it be to never have to wonder who to call, because your Sales CRM, that you set up properly, will show you that!

The second biggest benefit I have found, I am all over.

Because I am a big believer in getting off of the sales roller coaster and learning how to predict your sales and your income, every month.

As commissioned or bonus-based sales people, it can be hard knowing what your paycheck will be from month to month. With the sales CRM, there’s a report that predicts your sales for you!

I work diligently to keep up with that, and can predict my monthly sales and income within 20%.

That Sales CRM report is also another great place for you to see who you can focus on this month!

I talk about this a lot and go into more detail in the Sales Transformation Roadmap and Program, especially for those of you that are in stages 2 and 3.

For me, and hopefully for you, if you adopt the mindset of how can I make this work for me? The benefit is great.

I was once a non-believer, but who has time and energy to keep track of that yourself?

When you use your Sales CRM properly, you should see a jump in sales of at least 20%

— just by spending the time daily (about 30 minutes), to keep up with it.

I think your “input” and follow-up time will be even less, but I am on Salesforce all day long. Because I use it as a personal assistant. It reminds me about what I need to do and who I need to contact all day long.

A Sales CRM also improves your prospect’s and client’s experiences with you

because you have a great way to remember everything you have ever talked about with them, including proposals, when you spoke with them last, how many kids they have and what they are ultimately wanting to accomplish.

I’ve shared this quote from the late, Wayne Dyer with you before, because it is such a foundational quote for your sales success.

“When you change the way you look at things, the things you look at change”.

– Dr. Wayne Dyer

What do you do with all of those things that you know would help you grow your business, but…

where do you put that information?  

There’s also room for that in your Sales CRM!  There are still some things I like to write down on paper.  Mostly planning and ideas.

So, I have two legal pads — and I have a hard copy planner to keep track of my monthly, quarterly and yearly goals.  And a quarterly sales planner. You can get 15% off the one I use by clicking here.There’s something about putting a pen to paper that makes things happen faster.

Anyway, one of the legal pads one is for things I want to implement right away. And the other is for all those great ideas that I just can’t get to right now. Obviously that pad has more stuff in it. Every so often I’ll look through it, take a couple of all the better ideas, and move them over to the “work on now” pad.

I find it’s a great way to write down all the ideas I have so I don’t lose them. It’s kind of like when you have a really good dream and you don’t want to forget it so you write it all down.

Usually when I read it again a few days later it makes no sense at all, and my legal pad of good ideas can be the same way.

So,  I will occasionally go through it and prioritize my “great ideas” list, too.

One, two, three with one being the best.

I do the same thing when I’m planning my sales CRM for the month –

Number one would be the top prospects I am sure will close with me this month

Number two are the prospects that have potential but may need a little more time or work,

And number three are those people I keep in touch with occasionally

with a call or an e-mail, because you never know when they will have a trigger event in their life and they will need you.

Over time you will have developed a relationship with them. They trust you, they just aren’t ready to spend money with you yet.

Sadly, when they are in need of your services, it’s usually when something has gone so bad for them that they are ready to make a change. 

I tell people – when the pain of staying where you are is greater than the pain of moving on, you will move on. I don’t know who said that. Probably Wayne Dyer. I think Tony Robbins gets the credit for it, but I’ve been saying it for about 12 years now. 

Think about it. And my number 3 category prospects are those people. The ones that you know need you… Someday.

Most of my time I spend with my number ones, not because they’re easier to work with, but because they are the closest in the buying decision. They almost always start a two or even at three, and they have moved through the process of making the decision.

I am just their expert guide – answering their questions,  … asking questions to encourage them to think.

When I know I already have ten good, qualified prospects going into a new month, it takes the pressure off the money side of things and allows me to just work with them to help find the right solution for them. The money always comes when I look at my prospects as individuals making important decisions.

This prioritizing and setting up your month is where your Sales CRM comes in.

This week, take some time to go through those old prospects that you haven’t looked at in a while. Call them just to say “Happy Holidays”. Usually the last two weeks of the year can be a little quiet. I will be working and taking that quiet time to do the things I don’t normally have time to do – like reaching out to people I haven’t talked to her heard from you in a while. 

You will probably have some people that say, “I was just thinking about you”, or “I’ve been meaning to give you a call”. Do it, and tell me if I’m wrong.

Sales is a systematic process of moving people through a systematic process.

Sales is what you do in a behind-the-scenes process to meet people to put them into a process. And you control all of it.

It’s what the Sales Transformation Roadmap is all about. Helping you with the process of what to do step-by-step, to find prospects, connect with prospects, understand those prospects and their needs, and show them how to go from where they are now to where they want to be. 

Almost any good sales book will tell you that. It’s the implementation that falls short. The how to do it, efficiently and effectively, month after month, until you’re so good at it that it’s like a second nature to you. 

Like driving to work in the morning or home at night. You probably don’t even think about where you turn, or where you stop or even how fast you drive depending on what road you want you’re on. You just do it

Sometimes you may get to work and not even remember anything about the drive, because you were so good at it.

And that’s what I want sales to be like for you, too. Where you know exactly what you need to do, and you have the journey or process you’re going to guide your prospects through in place, and you know that it works.

A proven system for finding clients and a proven system for leading them through a sales process.

Because when you have those processes in place, you will be able to focus on the person, the relationship, and what for then. It’s a great place to be, my friends.

A place of confident interaction where you will get up every morning with something to look forward to, and you will go home every night knowing that you have served your prospects well and made enough money to guarantee a good paycheck for your next pay period. 

It’s a good feeling. 

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Creative Ways to Find Sales Prospects

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DISCLOSURE: THIS POST MAY CONTAIN AFFILIATE LINKS, MEANING I GET A COMMISSION IF YOU DECIDE TO MAKE A PURCHASE THROUGH MY LINKS, AT NO COST TO YOU. PLEASE READ MY DISCLOSURE FOR MORE INFO.

One of the biggest challenges in sales that I know —  whether your direct sales, online sales, or business-to-business, is … how do I find sales prospects and get in front of more people? And my answer is – find an online outlet where you can share what you do with more people than you ever thought possible.

Social media has helped immensely me to find sales prospects.

And I started off with nothing, with a “side-hustle” podcast and a dream of online course creation.

Whether it’s a blog, or a podcast, or on social media site like Facebook or Instagram live videos- meet your sales prospects where they are hanging out so you can let people know what you do.

The larger real estate companies provide you with your own website, where agents can post valuable information about their communities and available listings.

If you own your own business, you can do the same thing to find sales prospects. You can use Pinterest pins to drive traffic to your website, your blog or your podcast.

Pinterest, if you don’t know, it’s a search engine like Google.

You can “pin” there, which is kind of like a sales page for what you do, and actually add a  link there to the website where you want your audience to go! At no cost to you! 

And it’s not just for interior designers, scrapbookers or recipes. You can even use Pinterest for local audiences if you’re a real estate broker or an insurance agent.

On Facebook, you can currently put a link to your blog or podcast within your post, or in your header if you sign up as a business (for free).

Are you a real estate agent, an insurance agent, travel agent, are you selling a product, service, supplement, fitness program, coaching or online classes? Do you already have a blog or podcast of your own so that you can share with people about what you do?

Using the power of a blog or a podcast to find new sales prospects is incredible, even if you don’t have a following yet.

And isn’t that really what you want? Followers that come to know, like, trust and love you – I think this is sounding like an easy way to find sales prospects!

How much faster could you close a sale if your potential client already felt like they knew you, before you even met them?  How much easier would it be to connect with that person if they already knew who you are and what you can do to help them accomplish their own goals?

Let’s recap:

A blog or podcast, where you can share information about what you do.

Explain to people why you do what you do is important. Let them know what you have or do (you’re offering) does, and how it can help someone… How is this not better than making phone calls, knocking on doors, sending out endless letters to strangers to find sales prospects?

With a blog or a podcast, there are ways to help them to find you instead of you “prospecting” to find them!

Think about your own buying habits.

We have our weekly groceries, cars, clothing, makeup, whatever delivered to our door. So you have to find a way to get into your potential clients online buying habits. Meet your prospects where they are.

How do we do that?

By popping up in their search engines, like Google or Bing.

Let’s say you sell insurance or real estate in the local area. You can started a small, local podcast where you speak each week about the different types of insurance you offer. To help people become knowledgeable and educate them. 

You can sign up on Instagram and started as a local business account (for free). Then drive people from your Instagram to your podcast, where you educate them, and they get to know you. 

Eventually, you start to pop up in their search engines on Google as a local business.  When they are looking for insurance, or a new house, they will find YOU – do you get where I’m going with this?

And it will work for anyone with the product or service –

From dog walkers, to artists, to dentists. Why do you think podcasts are so popular right now? Because they can drive traffic to you and your business, while educating prospective buyers in their own space and time.  WIN-WIN.

Obviously there is a time of start-up and growth here. But what if you were to start as an additional way to find more sales prospects and get in front of more people? Continue to use the traditional ways you are using now, while you are starting up the online or social media part. Because, let’s be honest here, how well have the traditional ways been working for you lately?

With more and more people being socially connected online, and finding goods and services online, doesn’t it make sense for you to create a bigger online presence for yourself?

The cost is minimal.  I use Simplecast for $15 a month.  It does take me about 4 hours a week to publish the podcast, but I have over 1,500 downloads a month.  That’s almost 400 people a week who are listening to my message and allowing me to help them increase their sales. My listener base grows every month and allows me to expand out into even more areas.

There’s no way I could see 400 people a week, without even leaving my comfortable chair!

We can’t keep using the same old ways of direct mail and cold calling over the phone.

There are so many other avenues to use, where the people are more receptive and are already hanging out. Try something new and add it into your regular mix of prospecting tools.

Tell me — are you really seeing many of those “company-generated” internet leads? Or are they going to other people?  What if you could generate your own?

You don’t have to sell on your podcast or blog.  Just let people know what you do and how they can reach you!

Here are some statistics that may help you understand the potential of starting a podcast to find sales prospects.

According to music.com based on studies conducted by companies like Nielsen and Edison there are currently 1,000,000 active podcasts and 30 million episodes.  This is up from 2019 — 700,000 active podcasts with 29 million episodes and 2018 with 550,000 active podcasts with five million downloads.

They are growing because people are listening. Think about that, and listen to these statistics before you shake your head and tell yourself this can’t work for you.

55% of the US population has listened to a podcast. 37% listen every month. That’s a hundred and fifty million people. 24% listen weekly, that’s a hundred and three million people. 6% are Avid fans.

Weekly podcast listeners spend an average of 6 hours and 39 minutes listening to podcasts per week.

People listen to my podcast, the Sales Made Simple podcast, for about 67 hours a week. For 4 hours a week of input from me! That’s like hiring a full-time assistant or two for $15 a month.

Podcasts attract wealthier and better educated people. 80% listen to the entire episode!! Where else does this happen? Do 80% of your prospects listen to your entire conversation? Check out these statistics here for yourself.  

Weekly listeners of 103 million people spend six hours and 39 minutes a week listening to podcasts.

If you would like more information on getting started with a podcast of your own, fill out your information and below and I’ll send you a free how to start your own podcast checklist and guide to help you get started with finding more prospects easily. 

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Setting Realistic Sales Goals

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DISCLOSURE: THIS POST MAY CONTAIN AFFILIATE LINKS, MEANING I GET A COMMISSION IF YOU DECIDE TO MAKE A PURCHASE THROUGH MY LINKS, AT NO COST TO YOU. PLEASE READ MY DISCLOSURE FOR MORE INFO.

Setting Realistic and Achievable Sales Goals

How are you all doing with this new 2020 way of selling? My face-to-face meetings have started back up again, socially distanced, with masks. Virtual/remote selling and email prospecting has truly saved me. 

Are you finding that it can be very difficult to concentrate sometimes? It will help a lot if you take some time at the beginning of each week to write down your weekly goals, and some time at the end of each day to write out your plan for the next day. In both cases, it’s something you can look at quickly to get back on track when you lose your focus.

I’ve always written these things down, and I use this weekly and daily planning system to keep me on track. Taking my monthly goal, breaking it down into weekly goals, and then daily steps to accomplish and reach my goals. And I would always focus on the three most important things that I needed to do every day.

Here is a link to the quarterly sales planner I am using to keep track and focus on those goals. You can get 15% off by clicking here.

Try focusing on just the top two sales goals.

What??? She just said three one sentence ago!

Even though some people don’t like to talk about it, I think it’s important to recognize that we need to care for ourselves mentally as well as physically. If you’re anything like me, lately I’ve had days where I have lots of energy and motivation, and other days… not so much. And I never know what kind of day it will be, so I try to accommodate this understanding of how my brain is currently working by taking advantage of the best days. Planning accordingly, so that you can try to keep things more level instead of that roller coaster we as sales women know so well.

When you can be more consistent in your sales each week, it stops that up and down, high weeks and low weeks roller-coaster, and helps you figure out how much money you will have each month.

Another thing I am doing is allowing for extra time to get things done,

whether it’s prospecting, preparing for a meeting, or the actual meeting with the prospect – everything, to me, seems to be taking a bit more time. 

While my goals of how many appointments I need to set each week (weekly goal number 1) hasn’t changed, I allow two and a half hours to 3 between appointments instead of two and half to 3. Between new technology and keeping lines of communication very clear, that’s what I am finding.

What would your top two things be each week?

As I said before, my number one goal is the number of appointments I want, and need, to have each week. 

My number two goal can change, depending on where I currently stand and how many appointments I have set up.

If my appointment level is low, then my second goal is prospecting. How many people I need to call, email, or text to set more appointments.

In some cases, I’ve also been putting a free Calendly link in my email tagline, so the people can click a link and set appointments with me. Or you can text your prospect a Calendly link in a quick text – like one sentence, saying “I know we’ve been trying to get together. Here’s a link to my calendar so you can pick a time and a way that works best for you. Just click here.” 

Then I send the link. Mine even comes up with a picture of me to make it more personal. They can pick either a virtual appointment or an in-person meeting.

An email or a phone call, followed up by a text is the best way I have found for setting sales appointments in 2020. 

The Calendly link works, which is very exciting!  The principle is the same as a dentist or doctor reminding you about an appointment. 

I have also found the hold ratio on appointments set this way to be 80% or higher!

You can also set up your link to include a cancellation policy that shows on the Calendly link when they set an appointment, and they can choose if they would like a text or email reminder.

After we went into “pandemic mode”, I found it my hold rates were quite a bit lower than normal. So increasing my hold rate was a welcomed feature.  The more appointments that hold, the fewer appointments you will need to set, right? Because when your hold rates are lower, it just means you have to set more appointments to hit your goal.

Which leads me to my last tip — be flexible and allow for change.

Things change so quickly lately, don’t they? What I mean by this is to keep a positive attitude when things change. This could be by being prepared to hop immediately on a virtual call with someone that you’re on the phone with, not giving up when someone needs to reschedule, or if you are just being ignored. 

That’s how I started the Calendly appointment booking system. Rather than getting frustrated, I looked for a solution. Because there’s always a solution if you look for it hard enough.

Let’s review the four tips for setting realistic sales goals for yourself. 

Write your sales goals and plans down. 

It helps you to remember and have something to quickly refer back to you when you get off track. 

● Pick your top two sales goals for the week. 

Three if you feel you can handle  more. But with two, you are still moving forward every day.

I know that sounds so strange, but I’ve lowered it two to be kinder to myself. I may have more than two goals, or tasks on the list, and if I can do more – great. But the top two are my non-negotiables that my day is centered around.

● Allow a little more time than you need to get stuff done, and

● Number four: allow for flexibility while maintaining a positive attitude.  

That’s four tips to get your top two goals accomplished this week. Give it a try and let me know how it works for you in the comments below.

There’s also a link here for my updated Sales Transformation Road-map Know Your Sales Numbers worksheet, so you can see the important numbers to focus on in your sales and how they work with figuring out your sales goals and getting off of that sales roller-coaster!

Know Your Sales Numbers
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How to Become a Top Sales Performer

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The best way to help you become a top sales performer is to start from the beginning.

The Wishful Doer – Stage One of the Sales Transformation Road-map.

As you probably know by now, I’ve created the Sales Transformation Road-map to help you see where you are now — what stage you’re in on your sales journey, and to guide you on what you can do to push on and get to the next stage, or level, and become a top sales performer.

This article focuses on stage 1 – The Wishful Doer, because if you’re anything like me, we’ve all felt a bit like we’re back in stage one again this year, at times.

I’ve had to rethink a lot of my “sales structures” this year, relearn a new way of doing things to stay successful, like adopting new technologies and email campaigns instead of cold calling on the phone. This was super frustrating at times. As a successful saleswoman, I’ve been doing this long enough where I should have it all figured out, right?

The Sales Transformation Road-map
The Sales Transformation Roadmap

But 2020 has turned a lot upside down and kept me on my toes. Adjusting, readjusting, and going back to where I started. Back in April and May it felt like I was changing every week. It reminded me about what it was like when I first started in sales, when I was a Wishful Doer. Because I felt right back there again this year.

When you are a Wishful Doer, you know you want to create a life for yourself with more income and more freedom, but you aren’t sure exactly how to become a top sales performer.

You may have had some sales experience before, and some success prospecting and even in closing sales. But it’s not consistent, which makes it very difficult to project your monthly income.

Your company may offer some sales training to you — but probably it’s more like products training on the products or services that you’ll be selling, not necessarily how to sell it. You are probably spending a lot of time listening to  sales podcasts, watching YouTube and reading sales books..and wondering how do you relate all that to selling in 2020 so you can become a top sales performer.

So you’re a bit stressed out, frustrated and maybe even thinking about taking a break from your sales job. I get it!

In the beginning of April 2020, I was really scared about how I could possibly make sales work. Luckily, I had used Zoom for my online trainings, so I was very familiar with how it works with virtual selling. Unlike most of my colleagues that had never even heard of Zoom.

I kept pushing through, because I believe in what I am selling and how it helps people.  Ask as we speak, I am back to selling remotely from home.

In stage one, you feel like you are barely keeping your head above water, with all you have to learn and all you have to do. Between your business and your personal life, it’s overwhelming at times. 

I definitely felt like that again this year. In fact, I still do. How do you do everything you need to do and still find time for yourself and your family?

By the time I get home at night it’s hard to find energy to do much more than sit on the couch and watch TV, or is it just me? On top of that, your inner critic is mean and keeping you stuck by telling you to give up. Your inner critic is designed to help keep you safe… But sometimes I just want to lock it up! You are trying to create a positive change in your life – don’t let your inner critic stop you.

Lastly you may feel like other people are influencing your decisions and your lack of ability to move forward and find success – like that sales manager that doesn’t provide much guidance to you I say help yourself. Because no one wants success for you more than you do. No one is coming to save you, and if you want it badly enough you have to figure it out.

So how can you pick yourself up and help yourself move from Stage 1, the Wishful Doer to Stage 2, The Hopeful Doer?

Start by assessing your current habits and identifying those things that you want to change.

Take a look at the things that you are doing now or have tried before that do not work for you. Determine what is working for you right now. You don’t have to do it all – do what works for you, because that is what will make you successful.

 We all have our own strengths and weaknesses. Do what works for you.

Watch with the best sales people in your company are doing to be successful – what can you learn from them?

Also, ask yourself why you want to be a top sales performer? Is the money and the freedom to do things with your family? Is it saving for a new house or a new car?

Be very specific on why you want to be a top sales performer. Have a you have a visual of what you are working so hard for. You are more likely to not give up if you know exactly what and why you are working to achieve something.

If this sounds like you, go back and listen to episodes 1 through 6 of the Sales Made Simple podcast. When I first started this podcast, I went through the most basic things first. Episode 1 through 6 are designed help you in this stage.

Just to show you what is possible for you, and give you something to strive for,

Stage 4, the Unconscious Doer, is someone that can easily move through the sales process without even thinking about what needs to be done or said.

A top sales performer.

They can easily handle objections, and asking for the sale is a piece of cake.

So you see, it is possible!

If you want to download the entire roadmap / guide click here. You will see all five stages or levels of the sales success and what you can do to grow from one step to the next, until you become a top salesperson! Let me know what stage you relate to the most with where you are now.

The reason I thought it was so important to do this with you and walk through is because we are all waiting for that day in the near future when we can travel and be with our friends and family again.

Don’t you want to know you have the resources and money to do that when we can?

So work on your success. What you choose to do now will affect how you were able to live your life next year at this time. Keep moving forward, even if it’s only a little every day.

 Focus on where you want to be, not on where you are now, and thank you for letting me be a part of your journey. 

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