- Have you ever had one of those days
where you were just frustrated with selling?
You just thought to yourself,
man if I had only, years ago,
picked a different career path.
We've all been in that situation,
and we've all had those moments
where we were frustrated with sales.
And so often that frustration with sales
stems from the fact that we really
do not have enough clients.
We're not getting enough sales,
and there are a couple of different areas
that really lead to that frustration
around not having enough sales.
Because the world of selling is just changing
so dramatically and I hear so much frustration out there
with the fact that what they were doing,
even a few years ago, simply is no longer working.
So in this video, I'm going to show you
seven easy ways to get more clients.
Check it out.
(pen writing on paper)
Number one, have a prospecting system.
I find that the biggest frustration around sales
is that we simply don't have enough leads
coming into our world.
If we could just get more leads,
so many other things would kind of self-correct.
Sales people often are pretty haphazard
about how they're generating those new leads.
Every sales person should have a prospecting system.
And by prospecting system, I literally mean
a systematic approach for generating new opportunities,
where they don't have to even think about it
on a day to day basis.
It's just consistently happening.
And often times there's a lot of sales activity
that goes into that happening,
but they're not waking up in the morning
and saying to themself today,
you know, gee what do I have to do today
to drum up new opportunities.
They know exactly what it is.
Their CRM is telling them exactly what they have to do,
how many calls they have to make and to whom,
how many email they have to send and to whom,
how many LinkedIn invitations they need to send,
how many packages they're sending.
The whole piece so that way they know
exactly what they have to do on a day to day basis.
If you implement that, you are going to find
so much less frustration around generating new business.
Number two, focus on introductions.
This is really back to the blocking and tackling
of sales and lead generation.
We so often are focused on cold opportunities,
where we find people and we say
how can I sell stuff to those folks
who I have no connection to,
whereas we can actually be leaning
on our existing network of people to get introductions
to other folks just like them
who we could ultimately be serving.
And so what we need to do is come up
with an introduction strategy
where every single person that we're talking to,
we are asking for introductions to new business.
Now, I have a ton of other videos on just that topic,
so if you want that, just look up those videos.
But you need to be very proactive,
consistent, and intentional about driving introductions.
It's one of the easiest ways to generate
some of the best business that's out there.
Especially if you've been selling for a number of years,
you have a whole network of people that you can lean on.
And quite frankly, even if you've only been selling
for a few months, chances are there are people
that you can be reaching out to right now
who could introduce you to other folks
that could lead to new business.
Number three, target your top 20.
What I see about prospecting so often
is that sales reps are quite often indiscriminate
about the types of prospects that they're reaching out to.
One day, they're reaching out to some really small prospects
who even if they sold could lead to very little business,
then on another day they're reaching out
to the really big ones, and maybe they're just
mixing them all in and there's not a lot of thought
that's going into who are your absolute ideal prospects,
and how am I going to target each one of those individually.
What we wanna do is think big, right?
So often we think little, but how can you think big?
If you could identify a prospect who,
if you sold them, it would be game changing
to your sales numbers.
Identifying that list of, let's say,
the top 20 prospects that if you could sell,
it would be a big deal.
And identifying everything that you possibly can about them.
You really hyper-target who they are.
Who's the prospect?
What's their title?
What kind of data and information can you get
about them to more relevantly start that conversation?
Maybe specific press releases
that their organization has put out,
or something that they've maybe tweeted
or whatever it is, getting as much information
on those top 20 prospects,
and then target them in a systematic and consistent approach
so that way it's almost like a nurture campaign,
where you're reaching out to them,
you're providing some value, you're offering them some stuff
that's useful, and ultimately in the long run,
you're developing a relationship slowly
with those top 20 people and that way by the time
you actually get them on the phone,
they know who you are.
Number four, stop needing the business.
This is so big.
And I see so often reps that are at the point
of frustration in sales start to emanate a neediness.
And I always think back to dating.
Have you ever seen someone or maybe been in the position of,
you're dating and you meet this person
who so obviously is just willing to do anything
to make sure that you start a relationship with them
or that you continue the relationship.
And so they come off as so needy.
What happens in you're head?
You're like, ah, I'm good, right?
It's amazing how just that neediness
can be immediately off-putting.
Well the same is true for your prospects.
Your prospects, if you feel like you absolutely need
to close this sale, if you're willing to discount,
if you're willing to do anything to close the sale,
they are going to immediately be turned off.
And at the very least, they're going to sense that
and they're going to take advantage of it
and they're gonna beat you up on price
and they're gonna do all those things
that we spend all our time trying to avoid, right?
We need to make sure that we don't come off
as needing the business but instead
show that we are a true expert.
We don't need the business and we want to determine
whether there's a fit.
And when you do that, it's amazing how quickly
a prospect immediately puts you in the category
of high value individual.
And when you're in that category of high value individual,
they start talking to you differently.
They start answering your questions more thoughtfully.
They start treating you in a way
that is consistent with the way
that you see yourself.
So stop needing that business.
Number five, establish authority up front.
This is really a big piece, and it's something
that we're focused on a lot over here at our organization,
which is that the more authority that you can establish
at the beginning of an interaction,
the more likely that prospect is to see you as an expert,
but also to be willing to answer any questions that you have
to engage in a conversation,
to have more than a four minute conversation, right.
But instead to have a one hour conversation.
By establishing that authority
at the beginning of the interaction,
by showing that you really understand
what's going on in their world,
and you understand what's going on in the world
of other companies in their marketplace,
you suddenly change the way you are perceived
by your prospects, and they're much more willing
to talk to you.
They're much more willing to engage in that conversation,
which ultimately is going to lead to more sales.
So by establishing that authority up front,
we now are buying so much more good will
over the course of the rest of the conversation.
Number six, disqualify prospects.
Disqualification is the complete opposite
of what most sales reps are doing out there.
Most sales reps are trying to persuade prospects
to do business with them.
They're trying to say hey, you know,
how could I persuade you to work with me today,
right, or some cheesy version of that.
Then you have another category of reps
that are trying to qualify reps who are saying,
you know, I wanna ask some questions
and I wanna understand what's going on and all that,
and that's fine too, but it's still,
it doesn't really scream high value.
And then the last category are the really elite reps
who are actually disqualifying.
They're saying things like, you know what George,
can I ask you some questions just to see
if we're even a fit in the first place?
They're starting at the point of
I'm not sure if this is really a fit.
And when you do that, immediately takes so much pressure
off of your prospects.
And so when you ask questions of your prospects,
they wanna answer it, and they often wanna answer it
in the right way because they're thinking
oh well I wanna make sure that I'm a fit.
And so by having that disqualification mindset,
you suddenly seem so much higher value,
you're suddenly that high value doctor,
as opposed to that low value sales person
who's just willing to say or do anything
in order to close the sale.
Number seven, sell more deeply to clients.
So much of what we focus on
from a sales training perspective
is how can I turn new people into business.
But what about those existing pieces of business
that you have right now that are maybe only utilizing you
50% of what they could fully utilize you at?
How could you get those people
who already know you, who already have
a relationship with you to go from 50% to 75% or 100%?
And ultimately provide more services,
more value, that can help them grow their business,
achieve their goals, but at the same time
help you hit your sales number without having
to make hundreds of cold calls all the time
and identify tons of new business.
So often, there's so much low hanging fruit
on your existing book of business,
and so how can you get in front of those people?
By having, let's say, quarterly reviews with them
where every quarter you're engaging them in conversations,
you're asking them questions, you're understanding
how their business could be better improved,
and then you're making recommendations
on how you might be able to ultimately help them.
The idea of selling more deeply is so important,
because we beat our heads against the wall
trying to generate new business,
but so often there's so much out there
with just the people that we already are connected to.
It's easier, it's less confrontational,
and ultimately, it's going to lead to a lot more income.
So there are the seven easy ways to get more clients.
If you enjoyed this video,
then I have an awesome free training
on the data driven approach
to help you crush your sales goals.
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