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The #1 Goal of Every Business. Don’t Screw This Up!

Main goal of every business

I have consulted with 100’s of companies and the main thing that they seem to lose track of over time is that their primary focus should be to, “Get and keep happy customers”.

Don’t let yourself get caught up with all the noise. Everything should focus on the message above. It is the oxygen of your business, without it your company with suffocate.

Yes, it seems simple, but are you doing as well as you would like? Is your business really doing that well? If not it is likely due to the fact that you are not focusing on the above!

Get out there and crush it today and stick to the plan 🙂

#1 – The first step in every sales process. Don’t screw this up!

 

no-peddlers

Look, most of the crap you have have been taught about sales is wrong (unless you are crushing it and selling a lot, then ignore what I’m about to say here. Just keeping doing what you are doing.)

Here’s the problem with most sales people:

They are slinging a crappy pitches onto the world the and nobody is interested in what is being sold.

See, nobody cares that you have a quota to meet or that your boss is going to fire you if you don’t perform. All people care about is that you are going to give them what they want and make them look good for buying from you.

So, if you are out there just begging people to buy from you without you taking the time to determine if you have something good to offer to the world then you might as well pack up your bags and just give up.

If you want to get better at selling then you need to get invited to sell and there are tested, proven ways to do this.

One of my favorite ways to get invited is to prove that your offer will turn $1 into $4 for your customers if they buy from you. Dan Kennedy the great marketing legend refers to this as selling money at a discount. You are just proving that you are giving back far more value in return than you are asking for in the sale price.

If you don’t have an inbound lead generation program where people are asking to speak to you then you are going to have to go out and get invited to present your sales message.

It doesn’t matter if you are cold calling, using direct mail, writing online ads, email marketing etc. You still need a good message so that you get invited to present your sales message.

Here’s an example of such a message:

Imagine you are targeting businesses that you know are spending thousands per month on advertising and you know they are wasting money and you have a way to slice at least 20% off their monthly ad spend while improving the results they get from their current campaigns by helping them get more leads and sales you could present an ad like this or a cold call message like this one below…

If I could show you how to cut your monthly ad costs by at least 20% per month while improving the results from your current ad campaigns helping you to get more leads & sales each month you would be interested, wouldn’t you? Click here/Call this number for my free report/set appointment, (some call to action).

Note: If in this short 20 minute call you don’t feel that I can help you save money and make more money from your current ad campaigns you can hang up the phone and I’ll give you a $50 gift card of your choice just for your time to show you how much I value your time.

Summary:
Can you see how this is so much better than just pitching some crap offer on people. Don’t you think that more people would respond to an offer like this than a simple cold call that brings NO value?

Do you think this could work for you? Let me know why or why not below.

B2B Marketing Strategies that work!

https://plus.google.com/events/cot0co7bbi2l7qs729ir17et3kc

Video on Youtube:

https://www.youtube.com/watch?v=WM-5_zp1648

 

If you sell B2B you know  how important it is to have a steady flow of sales leads from potential customers who are looking for what you sell right now.

 

This strategy in the video above will show you the same formula that has help me and mind clients generate millions of dollars in B2B sales. This is my favorite and first b2b marketing strategy that I use with every project.

How To Win More Customers! It’s Not What You Think…

If you are in sales and having a hard time winning deals, don’t worry. I’ve been right there there with you.

Over the last 15 years I have sold millions of dollars worth of products and services in B2B sales.  Some of those sales were pretty difficult to make and others were really easy.

I want to share with you how to get more of the “easy” sales.

Give people exactly what they want for the right price and sales can flow.

Here we go!

  1. Who found who first is most important! – Every sale that has been easy for me started with the potential customer finding me first, versus me cold calling them. When a customer searches and finds you first, your job is much easier. Trust me on this! This means you have to have a marketing system that attracts potential buyers and puts these buyers in front of you.
  2. Use a tested and proven sales formula (notice I did NOT say script) – I used a proven sales formula to present my solution. P.A.S – Problem, Agitate, Solution. First I asked the potential customer what the problem is that they are looking to solve. I would ask away until I truly felt that they had an itch that they wanted and needed to scratch. Then I would go into talking about that problem, showing them a logical solution to the problem, then the sale would happen more natural. I would NOT have to hard close the prospect.
  3. Use sales boosters– I would present as may customer testimonials, logos,video testimonials as I could. Proof is more powerful than anything you can say. Offer a guarantee to remove all risk for the customer.

Conclusion:

  • You need a steady flow of qualified leads to speak with that already know who you are and like your solution.(HUGE NEED)
  • You need a proven sales message and offer

These things have helped me do very well. I always ran into trouble when I was trying to move a junk offer and or I did not have enough quality leads.

It’s not your fault that you’re not reaching your sales goals and here’s why

Are you sick and tired of not making your sales numbers every quarter?

I know that you’re working really hard and you’re just not able to make it work out for you and here’s why.

Sales managers across the country are telling their sales people that it’s their fault they’re not making sales.

Personally I think it’s a bunch of crap!

I’m going to work purely off of my experiences and you can let me know if they’re similar to your experience.

Does your sales manager say any of these things?

  1. You just need to make more calls if you want to make more sales.
  2. You should be talking to everybody out there that you can tell him about your products and services.
  3. Your biggest problem is it you’re just lazy and not motivated enough.
  4. It’s just a numbers game you keep at it long enough you’ll get better.

These are the lies that I heard over and over my sales career and I used to believe them.

The truth is sales is really easy when you have a steady flow of leads coming in from potential customers who already know that they need their problem solved they want to solve and they believe that you can help them do it.

It’s marketing and sales job to create this type of system for their sales team.

I get really irritated when you see these vice president and sales manager sitting in their office just yelling at sales rep to sell more and they’re not doing anything to help them sell more.

The truth is I can count on one hand the number of organizations that I have run into that have a really good inbound lead generation program running.

Most organizations just have a group of people hammering the phones and dialing for dollars and this is bad for a few reasons.

  1. One it’s not very effective.
  2. To it makes your organization look like an unwanted past instead of an invited guest or advisor.
  3. You burn through sales people like crazy.
  4. Your people are not happy and they’re not making very many sales.

In my experience I have never been more successful and when I had a finely tuned inbound lead generation program running the filled my inbox each day with warm leads of people were looking to solve the problem that I solve.

When you have this scenario up and running all you really end up doing is becoming a solution provider and sales are relatively easy to make compared to any other way of selling.

There are so many ways to generate inbound leads today that it shocks me that people don’t have better inbound lead generation programs.

Your are a few of my favorite inbound lead generation strategies.

My most favorite is Google ad words because it puts me in front of people are searching right now for what I have to sell.

Email marketing is another favorite of mine. You can email your existing customers and leads to generate new business. You can also be included on someone else’s email list so that you can get your message in front of their leads and customers through a joint venture. You can buy solo ads and email distribution from a third-party and you can rent a spot within a newsletter for me third-party.

Social media advertising campaigns on LinkedIn Twitter and Facebook also work well because you can target your ads to specific people with specific job roles specific companies they work for etc..

Those three inbound lead generation strategies are usually enough to get a steady flow of leads coming in.

What’s your biggest lead generation question?

What tip would you like to share here?

This proven sales formula helped me sell millions of dollars in B2B products and services

Please don’t take this lightly. This is not some fluffy post like you see on other sites. I’m sharing the same sales formula that helped me sell millions of dollars of B2B products and services in multiple industries selling to C level executives and managers. The formula is called, P.A.S

PAS stands for Problem, Agitate, Solution

PAS is my favorite sales formula because it just works. It has been tested over and over. The truth is that everyone wants to avoid pain and to solve their problem(s). If you sell a solution to a nasty problem then PAS will likely work very well for you. In short, you simply introduce the problem, you agitate it with facts and examples of how nasty the problem really is, you then present the generic solution, then your solution that matches with the generic solution that the prospect just agreed with. You then add sales turbo chargers to this formula such as:

  • Testimonials
  • Clients you’ve solved problems for
  • Guarantees
  • Case studies
  • Media mentions
  • Payment options
  • Premium bonuses

Sample Success Stories

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  • In 1999 Jeremiah was invited to speak at an all company conference of 400+ attendees where he discussed the future of the web and customer relationship management software (CRM). He was then invited by Siebel systems to speak at their National seminar series in Chicago, New York, and San Francisco.
  • In 2002 at age 24 Jeremiah helped a technology training firm double sales utilizing a cost-effective lead generation strategy to drive new business. Full article from Google…http://www.google.ca/ads/handson.html
  • He then helped a major financial firm build a powerful email marketing strategy that generated over $1,000,000 in sales in its first 3 months.
  • His next success went from a fresh start to $330,000 in online sales in less than 7 weeks with only $16,500 invested in advertising.
  • He also grew a new B2B technology marketing service to $996,000 in sales with over 60 clients in just 8 months. This firm later sold for 58+ Million dollars.
  • Jeremiah helped a technology firm generate a steady flow of B2B sales leads. Two years later that firm was purchased by a large technology firm for 105 Million dollars.

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Conclusion: Don’t enter any sales situation unless you are using a structured sales formula that has been proven to work. Ask questions, listen a lot. You should NOT be the one talking the most. You want people to tell you what is bothering them.

You want to clearly be able to tell your prospects why they should buy from you versus all the other options available to them.

How To Generate More B2B Sales Leads Today!

Here’s my favorite strategy for generating B2B sales leads fast!

As a sales person I want to get in front of people who are looking to buy what I have to sell. I do not want to cold call into companies and beg them to buy from me.

The best way to do this in my experience is to use a “Paid Search Engine Marketing Campaign” like Google Adwords.

Here’s the process works:

  1. Setup a Google Adwords account
  2. Select 1-5 keywords to target at most. What keywords are your prospects searching on that are most targeted? We help our clients with this process.
  3. Set your daily budget in a very controlled fashion so that you do not ever get out of control and waste money.
  4. Add negative keywords to your campaign to keep unwanted clicks and costs from coming in.
  5. Create a free guide to give away in PDF format. We help our clients create the best guide possible for their business.
  6. Write 2 ads that promote the free guide based on proven ad copy techniques.
  7. Setup conversion tracking so that you know which keywords are generating clicks, leads, and sales.
  8. Setup a landing page like the one below ( this layout works very well)

 

best-landing-page-example
Best Landing Page Example

This simple process has generated $100,000’s of dollars for our clients in new sales. It works well because it allows you to get in front of your prospects when they’re looking for you.

According to stats you are 2X as likely to close new business when the prospect finds you first versus you cold calling them and making the first point of contact.

You want to be seen as the trusted adviser, not the unwanted pest.

Let me know what you think. Do you have any questions?