Five Precious Tips To Help You Get Better At Networking

How to Acquire Paying Customers Via the Web using Target Market Social Media Five Precious Tips To Help You Get Better At Networking

This personal one to one chance meeting at networking   events, industry shows or on purpose can be one of the best opportunities to gain prospects & key recommenders.

The success key is all in how you initiate & manage those conversations. Use a 30 second  “conversation” (Its not an elevator pitch). Its done with 3 objectives:

• to qualify re application value, need

• gain a strong interest

• gain an appointment to explore the concept in depth & how it could be beneficial, discover possibilities, value proposition, process for evaluation, adoption & get a sales process going that can indeed lead to a sale.

It’s absolutely not a “here’s what I do”- product pitch.

Why this approach? – Consider this:

Why sell when you have no idea if the need exists or if the person even cares. You can’t possibly sell in that short conversation because you don’t know the “buyer’s” needs, authority, or direct involvement with the areas that you can fix or solve. In fact, it’s not an opportunity for a sales pitch at all.

So, What’s your 30 second conversation intended to do?

  • Its purpose is to create a link between what the person you meet faces & must solve & what you have that can help. Its objective is to qualify probable need & value for your solution that gets the issue solved or minimized & then get an appointment to discuss the issues & how you may be able to solve them, that’s all.
  • It must get that precise connection made, get interest in what you have that can solve that issue & get the calendars out so you get an appointment to discuss it deeper with the person that you are talking with.

So how do I use a 30 second conversation at a network event that can qualify a genuine prospect quickly & create solid opportunity to acquire a paying customer and work in that way for me at networking events?

Here’s an approach that seems to work:

A)     Your 30 second conversation used to open and manage the conversation has to:

  • get a shared mutual connection going in a very casual, non-threatening conversational way
  • It’s not a sales pitch at all in that sense.

Starting with asking “What do you do” is great because it’s always good to know what the person does before you spend time pitching.

B)  Based on knowing that

  • pick a known problem or challenges that the prospect, because of what they do, always has to grapple with that you offer solutions for.
  • Say “You know how people in your position always seem to have to face xx and the issues it creates?” or say “you know how we always face xxxx”.

They say yes!

C) You say

  • “my company helps deal with those problems”
  • throw out a very quick example that shows how you have done that for folks like he or she & say “I’ve got time on Tues or thurs of next week to discuss how we can do this for you. Which is best for you and I to spend about an hour-Tuesday or Thursday of next week?”

You will get an appointment and then, in the first meeting, the real selling starts not in the30 second conversation.

I have found that this kind of 30 second conversation approach is useful in connecting in person and one to one conversations & gaining “qualified” prospects who want to talk with you about solving or fixing the issues revealed

It works well at:

* groups * casual conversation * reach out phone calls ( it gets calls back because of the message you leave) * reach out cold calls * lead follow-up, * the local chamber of commerce meetings, * social events

You can strike up a conversation because it can manage that conversation into an appointment to discuss your ideas ( ideas sounds a lot better than product or solution) .

Try it out at your next network event. Remember, using what I  described above carefully formulate what you say after the person answers “what do you do” so it sets them up to reveal that what you do could be something they need

Neil Licht, CEO, Founder – Here We Are, Chief Adviser, Acquire Paying Customers Consultancy Group  Cell 508-341-9563 info@how2acquirecustomersonline.com        www.How2acquirecustomersonline.com           LinkedIn  http://lnkd.in/pfgbrn

3 things you can do to get hot qualified prospects at network events

    3 things you should know about to create interest and hot qualified prospects “working” a network event 

RushingcrowdThis personal one to one chance  meeting at networking events,  industry shows or on purpose  can be one of the best opportunities to gain  prospects &  key recommenders.

 The success key is all in  how you initiate &  manage  those conversations.

Use a 30  second  “conversation” (Its not an elevator  pitch or 30 second commercial) 

Its done very differently and with 3 objectives:

• to qualify re application value, need
• gain a strong interest
• gain an appointment to explore the concept in depth & how it could be beneficial, discover possibilities, value proposition, process for evaluation, adoption & get a sales process going that can indeed lead to a sale.

It’s absolutely not a “here’s what I do”- product pitch.

Why this approach? – Consider this:

Why do an elevator pitch-sell when you have no idea if the need exists or if the person even cares about what you offer. This is not the time for a shotgun approach.

You can’t possibly sell anything in that short conversation because you don’t know the “buyer’s” needs, authority, or direct involvement with the areas that you can fix or solve. In fact, it’s not an opportunity for a sales pitch at all.

In fact, it’s not an opportunity for a sales pitch at all.

So what are the 3 things to say that can immediately qualify  a great prospect, can create interest and reveal hot qualified prospects “working” a network event?

How to Acquire Paying Customers Via the Web using Target Market Social MediaRemember your immediate purpose in the 30 second conversation – to see if you have a genuine prospect for what you offer  

• Its purpose is to create a link between what the person you meet faces & must solve & what you have that can help.

  • Its objective is to qualify probable need & value for your solution that gets the issue solved or minimized & then get an appointment to discuss the issues & how you may be able to solve them, that’s all.

• It must get that precise connection made, get interest in what you have that can solve that issue & get the calendars out so you get an appointment to discuss it deeper with the person that you are talking with.

How to Acquire Paying Customers Via the Web using Target Market Social MediaSo what are the 3 things to say that can immediately qualify  a great prospect, can create interest and create a solid opportunity to  acquire a paying customer at networking events?

Here’s an approach that seems to work:

1) Your 30 second conversation used to open and manage the conversation has to:

• get a shared mutual connection going in a very casual, non-threatening conversational way
• It’s not a sales pitch at all in that sense.

Starting with asking “What do you do” is great because it’s always good to know what the person does before you spend time pitching.

2) Based on knowing that

• pick a known problem or challenges that the prospect, because of what they do, always has to grapple with that you offer solutions for.
• Say “You know how people in your position always seem to have to face xx and the issues it creates?” or say “you know how we always face xxxx”.

They say yes!

If they don’t say yes, dont waste your time or theirs. – this one isn’t a prospect so don’t spend time with them “pitching”.  Politely end the conversation and move on to another person to talk with 

3) If you get a yes, You have a prospect so say

• “my company helps deal with those problems”
• throw out a very quick example that shows how you have done that for folks like he or she & say “I’ve got time on Tues or Thurs of next week to discuss how we can do this for you. Which is best for you and I to spend about an hour-Tuesday or Thursday of next week?”

Also ask “who along with them should be in the idea discussion conversation,? lets invite them into our discussion”. Now all the key players needed to evaluate your idea and move it along re there to hear your concept.

How to Acquire Paying Customers Via the Web using Target Market Social MediaAt the very least, You will get an appointment with this new prospect by doing this and then, in the first meeting, the real selling starts not in the 30 second conversation.

I have found that this kind of 30 second conversation approach is useful in connecting in person and one to one conversations & gaining “qualified” prospects who want to talk with you about solving or fixing the issues revealed

It also works well at:

* groups * casual conversation * reach out phone calls ( it gets calls back because of the message you leave) * reach out cold calls * lead follow-up, * the local chamber of commerce meetings, * social events

You can strike up a conversation because it can manage that conversation into an appointment to discuss your ideas ( ideas sounds a lot better than product or solution) .

Try it out at your next network event.
neil_tie180px  Neil Licht, CEO, Here We Are, Chief Adviser, Acquire Paying Customers Consultancy Group

Cell 508-341-9563   info@how2acquirecustomersonline.com

www.How2acquirecustomersonline.com

LinkedIn http://lnkd.in/pfgbrn

Aside

How to find ready, willing, cash in hand genuine qualified prospects via social media who need what you sell?

 

IMG_3289

How to find ready, willing, cash in hand, qualified genuine prospects via social media who need what you sell?

In the face of our Google Search/sourcing world, to get them as customers before they Google Search, You may want to try this approach


A) Take some time to search out where, by title, type of people, issues, concerns that you can solve, folks are actually discussing these things online. That’s hidden but there. That’s where you spend your social media time.

B) Because of what’s being discussed on those types of discussion sites, its probable that you can see real opportunities where what you do or provide is a great solution for what’s being discussed so you know its a good prospect opportunity.

C) Join in the conversation. Don’t sell, just comment, perhaps just a hint at a way to solve the issues like this ” If you tried approach ( service, product, solution) , you might get this result and your issue could be solved”) Don’t sell, don’t elaborate, just make the statement, sign name, company.

D) Keep that up a bit as folks continue discussions on other related issues and do the same with a specific that can resolve that issue.

Result: These genuine qualified prospects become your customers, all without you facing any competition.

A) You directly reach your natural target audience at the moment they are trying to resolve or are facing the issues and concerns that you can solve via your service, product or solution.

 B) Your natural target audiences you have found and now are joined into now look to you as the respected person with some powerful solutions that they can use.

 C) They say as they read your posts, comments “Hey, that’s me! I need to call this person right now and see what they can do for me” and they call you right then and there.

 D) You can also call people in the discussion and they will, because they know and respect you, take your calls – Then you can offer the complete solution and make a sale.

 

IMG_3310It takes some homework, patience, and research via Google but you can find these online gatherings of your natural prospects where they hangout online to discuss issues or talk shop and then, by joining in, leverage them into customers.

Try it out, let us know what your results were.

Be patient however!!!! It takes a month or so to get that go to guru presence, trust and the phone calls that result or the ability to call, be “recognized” and the call accepted so you can leverage your presence into sales.

clip_image002Neil Licht, Founder, Managing Director-Chief Consultant,

“HERE WE ARE”

How to Acquire Paying Customers online w/o competition using target audience specific social media groups & discussions

57 West Main Street,  Marlborough, Ma 01752    (508)-481-8567 

   Cell (508)-341-9563   

   info@how2acquirecustomersonline.com

  www.How2acquirecustomersonline.com

How Not To Hear “Sorry – No Sale”

How Not To Hear “Sorry – No Sale” 

By Neil Licht
In the globally syndicated BNET blog Sales Machine, Geoffrey James, the author, featured an article called “A Roadmap to Winning That “Yes!” by Neil Licht

Said James  “My friend (and frequent Sales Machine commentor) Neil Licht recently posted a comment that I think contains a very clear step-by-step roadmap for developing an initial B2B contact. I’ve minimally edited and reformatted his content, which appears below:”

====

Here’s a way to create a path to “Yes!”, based upon my experience in sales and with many clients:

STEP #1. Do some research and understand the target company, especially how and why your product or solution can help.

STEP #2. Next, make a short 30 second commercial based on your findings that can quickly and succinctly say what you do, create a reason for listening, relate pertinent issues, benefits and problems solved and let you ask if its something that the prospect needs or would adopt.

STEP #3. Next find and define who would be right to hear that commercial at the highest level of responsibility and authority, relate to it and give you a true assessment of need/value on the spot. Note: that’s usually not the CEO because the CEO is not focused on running their divisions or departments. Other folks are and can relate to what you have because of that fact.

STEP #4. Make the phone call to that person and use the 30 second commercial. After the commercial, ask for and qualify the possibility of need or value for what you have explained from the person you are speaking with. Ask it this way “Is this an idea that can benefit you and your company.” (While this is a “yes or no” question, its what you must know at this stage.)

STEP #5. If the answer is “no” skip to Step 6. If the answer is “yes,” start a brief discussion about how, why, reason, problems solved, impact, etc. This creates a link between you and the person that you have called for the sales process to begin that, if pursued properly, you have the basis of selling value/ROI and not cost and you know it has possibilities to yield a sale based on those criterion. Skip to step 7.

STEP #6. If no, or you get a weak maybe, stop selling, say thanks and move on to the next prospect. Don’t waste sales time on this one. Say: “Thanks for your time and your honesty. I can see that our solution isn’t applicable to you.” Then ask “Do you know of a colleague that could use my solution.” You might get a great prospect to call or even an introduction. If so, go back to Step 1 and start over.

STEP #7. Ask about the process for moving forward. Find out who else needs to be involved. Ask: “If we do have a worthwhile solution for you, who along with you would need to be involved in evaluating, adopting and purchasing.” Since your idea or solution has already been acknowledged as worthwhile by the prospect. using this question also lets you ask them for help in moving forward. IMPORTANT: Don’t ask: “Who is the decision maker?” That’s an insulting question because it says to your suspect that you consider him or her a peon.

STEP #8. After you have found out that they may want to buy your offering, state a rough cost right then to your suspect for the solution and ask if there is a budget for implementing the concept if it’s a worthwhile idea. Don’t even think of continuing the sales process without knowing the answer to this question. It tells you if you can proceed with your idea and also lets you ask and understand the company’s usual process for evaluating and ultimately purchasing your idea is.

STEP 9: Set up the next step, which will probably involve meeting (in person or on the phone) with other individuals involved in the decision or purchasing process.
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READERS: Huge vote of thanks to Neil for sharing this. (Note: his original comment is in the post “The Fallacy of Calling High.“) Reach Neil at HereWeAre   1-508-481-8567 Eastern Time US

In the era of the web searching educated prospect How can you gain an edge and get the sale?

online-media-advertising In this era of the educated prospect that the web facilitates via everyone’s ability to search online, The prospect’s awareness of product, services and competitive offerings is often there before you are. So, how do you, as a sales type, approach making a sale in this era of the educated prospect?
You know, its not a matter of “lack of skills”. Our skills are still there. Its just learning how to adapt them to the “web as the new word of mouth and search” realities of our potential customers.
key-to-success tplus rxt Their reviews of your businesses and competitors can tell us a lot re how our target audience likes to shop and what’s important to our target audiences. We should Google to find reviews of us and our competitors and really learn from them. In our newsletters we send if we ask about the issues we find, ask what’s important and look for comments, we can surely come to see patterns of what’s important to our prospects. Then, we can use what we learn an now know to have a discussion with a prospect from a basis of understanding them and their needs, not guessing at it.
Its not just price that makes a sale, its perception by the prospect of the value a seller brings into the evaluation as an “expert”.
In our prospecting and selling approach, I think we have to accept that we are starting with a much better prepared “prospect” that has researched online and already has a good feel for what they want.
peoplealt Asking what research they have done, what they found out as we begin the face to face sales process and hearing it will actually help us hone in on a prospects actual likes and wants. We will look exceeding great then compared to our competition, be perceived as genuinely trying to make a good match for our prospects and the trust that creates should lead to a lot more sales.
What we hear must be shared with “Marketing”, our internet sales people and our product development people. They then have real world derived “needs” to focus on and appeal to if we do that for them and our reach outs, ads, messaging will work in a powerful targeted way to help us acquire paying customers.
Regards, Neil Licht, privacy internet investigator, Hereweare. callhereweare@verizon.net

"I’m interested" is not a synonym for a sales opportunity

“I’m interested” is not a synonym for a sales opportunity
When you hear the words “I need” and a description of what’s “needed” do you immediately start to design and quote or sell? If you do, at the end of the sales process, you often hear “Great Idea but It’s too expensive”, don’t you.
Can you really afford to waste time selling with the outcome being “sorry, not enough budget”?
Up front and immediate qualification of things like cost v budget is a must for any sales process. It’s the reality check that can get you a sale or let you scale down the expectations of your prospect so they can get a solution at their budgetary level.
Yes, I did say “up front” as in way before you even start to sell!
So is up front qualification of budget availability, how to get cash obligated and available, the evaluation and buying process, how things get bought and who needs to be involved to get to yes.

It’s all done in about 1 minute on the very first sales approach call and its results tell you if you have a prospect, have money available to buy and even if you should continue with the selling process because there is a reasonable chance for a sale if you do.
Here are some steps for doing this:
1. First off, do some research and understand the target company, especially how and why your product or solution can help.
2. Next, make a short 30 second commercial based on your findings that can quickly and succinctly say what you do, relate pertinent issues, benefits and problems solved and let you ask if it’s something that the prospect needs or would adopt.
3. Next find and define who would be right to hear that commercial at the highest level of responsibility and authority, relate to it and give you a true assessment of need/value on the spot.

4. Then make the phone call to that person and use the 30 second commercial. After the commercial, ask for and qualify the possibility of need or value for what you have explained from the person you are speaking with. Ask it this way “Is this an idea that can benefit you and your
company”
5. If yes- ask how, why, reason, problems solved, impact, This creates a link between you and the person that you have called for a sales process to begin that, if perused properly, you have the basis of selling value/ROI and not cost and you know it has possibilities to yield a sale based on those criterion. Actually, that’s the basis of a solid sale- Perceived value and or ROI, not cost!
6. If no, or you get a weak maybe, stop selling, say thanks and move on to the next prospect. Don’t waste sales time on this one. Yes it’s OK to say “Thanks for your time and your honesty. I can see that our solution isn’t applicable to you” and then ask “Do you know of a colleague that could use my solution” and you might get a great prospect to call. Even an introduction.
7. If yes, learn the process for moving forward and facilitating the outcome being a funded PO. Ask “If we do have a worthwhile solution for you, who along with you would need to be involved in evaluating, adopting and purchasing your concept”?
That teaches you who to approach beyond your initial contact and does not insult the person you are speaking to. Even more important, since your idea or solution has already been acknowledged as worthwhile by the prospect. using this question also lets you ask them for help in moving forward. You will get that inside help or as we call them in sales the inside CHAMPION who can sponsor you and your idea/solution up the ladder, a very valuable inside ally in any sales process.
Remember, don’t say “who is the decision maker”. It’s an insulting question because it says to your suspect “you are a peon so tell me who to go to.” WRONG!! The “peon” is the gate keeper and can help move you forward or kill a sale because they are usually the resident expert that the decision maker consults for value.
8. Get Budget qualification up front – Get it qualified immediately in this first call. After the 30 second commercial gets receptivity or the caller has finished telling you what they want to buy, in either the proactive or reactive situation, state a rough cost right then to your suspect for the solution and ask if there is a budget for implementing the concept if it’s a worthwhile idea. Yes, I did say bring up budget and possible cost right away and yes it violates every sales rule that you have learned.
Don’t even think of continuing the sales process without knowing the answer to this budget and budget process in call # 1 because the answer you get reveals the time and process needed to get the sale and your prospects perception of “how much” they think your solution should cost. It lets you measure if it’s worth your time v the ultimate sales value as well.
Don’t be afraid of this question so early in the process. It tells you if you can proceed with your idea.
It also lets you ask and understand what the company’s usual process for evaluating and ultimately purchasing your idea is. That’s a clear roadmap to a financial yes, the key to the PO so get it and work it. That’s also true when you get a call from a “potential” customer telling you that they are going to by a specific solution just like yours.
End users rarely have a handle on real costs nor have they correctly obligated enough budget so do not spin your wheels without qualifying need v probable cost and available budget.
Incidentally, doing so lets you advise them re their budget inadequacy and it’s an opportunity to sell a starter system using the available budget.
Remember, people do things for their reasons, not yours. So instead of deciding that you know a prospect needs your service and trying to ram it through, follow the steps above, use the 30 second commercial up front and you will avoid chasing rainbows that do not become sales.
Tangible Results for youBecause you are working with solidly qualified prospects who have or will spend the $ for your solution, you will up you close rate and reduce the time it takes to get the sale. More income faster from more sales—That’s a great equation for us sales types isn’t it!
Regards,
Neil Licht
Senior Training Manager, Instructor and 20 year security industry veteran

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