Choose the Right Channel to Please Your Prospects from the Start

Channel surfing used to mean sitting front of a television with a remote in hand, click click clicking away. But these days, with so many ways for salespeople to make contact with prospects, you might describe channel surfing as switching from one means of communication to another as we try to figure out the best way to reach out to potential customers.

As salespeople in the digital age, we all have the channel we’re most comfortable with. Someone older might prefer the phone while someone younger might reach out directly via LinkedIn. And then there’s someone in the middle who is most comfortable with email. But guess what? What we want doesn’t matter. We as the salespeople have to choose the channel that works for our prospects, not for us.

There are several reasons for this: One, you’ll make a better impression by using the channel your prospect prefers and they will feel more comfortable with you from the start. Two, they’ll be more responsive because they get to respond using that channel. And three, you’re setting the stage for a better experience from the start by putting their preferences first in this way.

How do you know which channel to use for which prospect? You can’t really, although you can make educated guesses. But what you can do is understand the reasons for and against using the three most common channels for contacting prospects, and when one channel might be preferred over another.

Email—for the coldest of cold calls

Although phone calls used to be the primary prospecting tool, email has replaced the telephone as the most common way to reach out to new prospects. On the plus side, it’s less intrusive when compared to a phone call—especially when they don’t know you—and it gives the prospect an opportunity to respond when the time is right for her (or not at all). For the salesperson, it takes less time than a phone call, allowing for more prospecting in a day. In addition, an email can offer links to a website or other information the prospect might be interested in, and they can act on that interest when they want to.

On the other hand, not knowing if a prospect read or even received your email is one of the downsides to this channel. So is the competition you’ll face in that inbox. It would be wonderful if your email was the only one to pop up, but we both know that’s not the case. Your email could be one of a hundred your prospect receives on any given day.

The phone—for the prospect you’ve met before

Although the phone has really fallen out of favor among salespeople as a way to contact prospects the first time, and Millennials don’t want anything to do with making or taking phone calls, a phone call can be effective when you’ve been introduced to someone or been given their name by a referral. So don’t cross it off your list just yet. Plus a you’ll know when a phone call got through—unlike an email—and you can get to know the person on the other end of the line when you do connect with them in a way you can’t digitally. And that’s true of your voicemail message too: You can convey much more warmth and personality in a voicemail than an email!

Social media—get to know someone before reaching out

Then there’s social media, the new way to contact prospects. Social media might be the best channel if you’re trying to reach someone who is obviously active in that arena, with plenty of followers and a lot of time spent on the platform. In addition, using social media—in particular LinkedIn—gives you a chance to get to know that prospect and even connect with them in advance of reaching out.

With social media, you can comment on a discussion they’re part of or an article they’ve published, join the industry group they’re most active in, and make yourself visible. That way when you reach out the first time, they will already know who you are—and you’ll know about their business and pain points!

On the other hand, social media is probably an ineffective way to contact someone who has never heard of you or your business, because we’ve all been on the receiving end of those messages. And is there anything less “social” than a total stranger messaging you directly in that way?

Keep in mind the context and connection

When choosing a channel, keep in mind the context and the connection you have thus far. Email might be best for the coldest contact, a phone call could work for someone you’ve been introduced to, and a social media connection can work if you’ve built some kind of rapport online already.

Then you can stop surfing, and simply choose the channel that works best for each prospect right from the very start!

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On The Road Again: Kauai

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Sales Is An Attitude: How To Ensure Success

This guest article was written by our colleague and friend, Brian Tracy. It is the first in a series.

Did you know that the most important thing you can do to ensure success is to take control of the suggestive elements in your environment?

What do I mean by that?

I mean, make sure that what you are seeing and listening to is consistent with the goals you want to achieve.

Listen Your Way to Success

Listen to educational audio programs in your car. The average person drives 12,000 to 25,000 miles per year which works out to between 500 and 1,000 hours per year that the average person spends in his or her car. You can become an expert in your field by simply listening to educational audio programs as you drive from place to place. It literally is your education on wheels.

Take Courses in Your Field

Attend seminars given by experts in your field. Take additional courses and learn everything you possibly can. Learn from the experts. Ask them questions, read their books, blogs and articles, and listen to people with proven track records in the area you want to be successful.

Get Around the Right People

Associate only with positive, success-oriented people. Get around winners. As we say, fly with the eagles. You can’t fly with the eagles if you keep scratching with turkeys.

Get away from the go-nowhere types and above all, get away from negative people. Get away from negative coworkers. If you’ve got a negative boss, seriously consider changing jobs. Associating on a regular basis with negative people is enough to condemn you to a life of underachievement, frustration, and failure. Associate only with positive people. Always.

Visualize Your Goals

The last thing before you go to sleep and the first thing in the morning, think about and visualize your goals as realities. See your goal as though it already existed.

Your subconscious mind is only activated by affirmations and pictures that are received in the present tense. See your goal vividly just before you go to sleep. And see yourself performing at your best. Visualize the situations that you’re facing working out exactly the way you want them to. And guess what… if you do this, 9 times out of 10, things will turn out in your favor.

Feed Yourself Mental Pictures

See yourself living the kind of life that you want to live. Picture yourself with the kind of relationships, the kind of health, the kind of car, the kind of home you really want.

Visualize just before you fall asleep at night and when you get up in the morning. Those are the two times of the day when your subconscious mind is most receptive to new programming, so use this to your advantage. Feed your mind with positivity and mental pictures that will aspire you to greatness.

Action Exercises

Here are two things you can do, all day long, to keep your mind and emotions focused on your goals and financial success:

First, listen to audio programs in your car and when you travel around. Continue feeding your mind with a stream of high-quality, educational, motivational material that moves you toward your goal.

Second, resolve to associate with positive, optimistic people. Get around winners and get away from negative people who criticize, condemn and complain.

This can change your life as much as any other factor.

To Your Continuous Positivity,


Brian Tracy

WANT MORE INFORMATION?

Come visit www.briantracy.com today.

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Flannery Sales Systems Is Global

global sales

Flannery Sales Systems Is Global

 

In the past 14 years, we have trained 3,600 individuals in customer facing roles to include Sales, Marketing, Customer Service, Inside Sales, Technical Specialists  and the Managers in all of these teams. Our coverage spans the globe, as we have implemented sales process programs, with a focus on skill development and Coaching, in 16 countries where attendees spoke 21 different languages (the map is a representative sample; actual delivery done in 45 cities). Our customers’ success has helped to drive revenue in Euros, Yuan, Pounds, Yen, Dollars and other currencies. To find out more about how your customer facing teams can excel, contact us for a free consultation at john@drive-revenue.com.

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How to Make Learning Stick

stick

 

You did your due diligence in providing a fantastic Sales Training event for your team, expecting them to turn it on and kick off record sales! Right?

Wrong….

A couple of months after the training, you find your reps are still talking about the “great training”, but the effects of the event have faded while you were trying to wrap up numbers.  They don’t remember what was covered; they feel unprepared to start using new tools they were given; they haven’t practiced since the training; and after-all, they survived last year without changing anything, so why should they rock the boat now?

Your training investment is just the first step in the Adult Cycle of Learning.  Your initial investment can lose momentum as everyone settles back into the way they’ve always done things.  You may find that you aren’t getting the behavioral changes required to increase the long-term performance results you were looking for because the learning didn’t stick.

Adult Learning Theory states that repetition and reinforcement are the next necessary steps which internalize learning to the point of behavioral change.  While a training event can cause a short-term bump in performance, long-term success depends on underscoring process and best practices with repetition.  Research shows that learning improves with repetition for two reasons:

  1. Our short-term memories are just that: short-term. We can forget something like a person’s name in less than a second.  Repetition moves things from our short-term memory into the longer-term memory, and hence is a key method for learning.  Just like when we learned our multiplication tables in school, we need to repeat things more than once for them to finally sink into our memories.
  1. Repetition leads to understanding. It gives time for the “penny to drop”.  What at first may feel uncomfortable, after repeated exposure becomes clear.  Understanding provides context and relevance, providing a reason for performing new tasks, or changing behaviors.

While repetition teaches a skill, reinforcement is defined as anything that strengthens or increases a behavior once a skill is learned.  Behaviorist B. F. Skinner observed that the rate at which a behavior was reinforced had a direct impact on the frequency and strength of the skill because reinforcement increases the likelihood that the behavior will continue to occur.

Methods of reinforcement of learned behavior can include the following:

  • Live in-person training – Just like any skill, one lesson won’t do it. Continued lessons and practice will build capabilities over time.
  • Online learning webinars – Programs on specific topics offer opportunities for retention and to deepen understanding of basic concepts.
  • Coaching –A person dedicated to supporting continued learning, performance and success of sales people, coaching around specific goals and expectations of actions, and then holding the team accountable has the best chance of inspiring change.

Sales Training is not enough.  The adult cycle of learning follows this progression:

Training > Repetition > Reinforcement > Real-world Application > Measurable Results > Repeat.

 So don’t sell yourself short by stopping after the initial training.  Provide repetition and reinforcement to enable your team to drive revenue results!

 

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MANAGING SELLING EXPENSE

salesIn the song “Cheaper to Keep Her”, the words spell out the trials and tribulations of whether to stay in a bad relationship or make the painful decision to cut ties.

Companies are always looking for a big finish; then the analysis begins.  The bottom line seems to get all the attention.  Did we make more money than we did last year?  Every expense gets the once over.  And the biggest expense in selling is walking around on two legs: the sales force.  The compensation, training, travel and entertainment and benefits all add up to the overall expense.  How can companies rationalize the investment in sales people?  When do Managers make the decision to stick with an average contributor, or move them out of the organization?

The three quantitative measurements in relation to expenses that Management needs to look at are total revenue produced, margin on sales, and the mix of products sold.  There are also important qualitative measurements that should be considered, and they will be addressed in the next article.

1.  Revenue Production:  The most common quantitative analysis done on sales people is at the macro level; did they hit their revenue number for the year?  The challenge is that some of the sellers who drive revenue have huge salaries and some do not.   In sports, the salary (expense) does not necessarily correlate to how well the athlete performs.  In business, the total expense associated with the revenue production must make sense.

2. Margin: A week after Q4 ends, most management teams can see what the net effect of last minute discounting when the reps buckle to pressure to close year end business. The exercise to protect margins should be built into a coaching formula that includes opportunity review. Once this is embedded, the mechanism should allow managers to know the profit that reps can obtain in closing situations.

3.  Product (and Service) Mix: Product mix will show if the sales person is selling the right products to the correct customers.  Let’s say a sales person consistently sells low on a medical device but the consumables for the device are sold at full price.  It will take twice the volume in consumables to make up for a discounted sale of the device.  These numbers tell a story and will point dramatically to drags to the bottom line.

After watching Moneyball,   the movie that documented the notion that winning in baseball boils down to how many players get on base during a game, you would think there is a scientific formula that could provide the answers to controlling selling expenses.  The good news is, for our customers that mechanism is in place.

Once fully implemented, a well created sales process can provide managers with a lens to look at these, and the related qualitative measurements, to determine if they should invest more time in developing sales people. In this capacity, “Cheaper to Keep Her” means continuously developing the skills with the seller to bring their performance up to speed in relation to the 3 areas mentioned above. Otherwise, it may be time to part ways with that employee, and begin the arduous task of replacing them with new talent.

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