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

OK, now about doing Cold Calling…

How to Acquire Paying Customers Via the Web using Target Market Social MediaOK, now about Cold Calling… – Actually, with a little work researching online, the prospecting that is cold calling can become a very comfortable hot calling and may become quite useful for finding opportunities

Here’s why I say that and how I’ve taught my clients how to connect with great prospects using “hot calling”:

A) First, clearly define the many target audiences who, for their reasons not yours could use what you offer.

B)Then, research where they hangout online as a group to talk with each other about their challenges, issues and concerns.

C) Now, join their unique and often not so obvious social media discussion.

Here’s what you do when you join in to create qualified hot prospects who call you or will willingly take you call:

A) As people in this natural prospect group raise issues that you know your product or solution can address, comment. Don’t sell just say something like ” If you try this( idea, path ) it can fix the issue by getting you this(result). Sign the post with your name, email and company name.

B) Do that a few times and you are now seen as the respected go to expert with solutions to the issues raised and the people now call you for “help”. You have just reached thousands of genuine prospects, gotten them to call and you did so without facing competition.

C) Also, because you are now known and respected as a go to expert, you can directly reach out to someone in the group(s) and they will take your call because they know and respect your ideas and advice. Now you can sell your solutions to them for solving the very issues or needs they have raised without facing competition.

I’ve used this approach for my clients very successfully. Try it out. Regards, Neil Licht

Have you ever thought of selling, not as selling, but as a logical and natural conversation amongst equal peer experts.

Have you ever thought of selling, not as selling, but as a logical and natural conversation amongst equal peer experts.Image

One equal peer expert in their company and its operation and the other peer equal expert in other ideas, practices, systems, processes, technology, changes, ops and systems tools that can help the company work more efficiently, show more profit, turn out goods faster, whatever the company expert says they care about.

Both have the company and its interests at heart as peer equal experts and that’s the perception each must get of the other 

As the outside consulting peer equal expert so to speak, the sales person in this conversation between peer equals can ask the questions that uncover the why behind what the company peer equal expert thinks they need and what they have said is important.  The Salesperson can learn about what they do now from the company’s peer equal/expert they are talking with, its impacts, bottlenecks, challenges

The sales person can also logically then ask/learn What would the company peer equal/expert change if they could and why, even expand the conversation to a broader deeper look that sets up new thinking and sets the sales “peer equal/expert” up as a person who may have some great ideas.

The company peer equal/expert and the sales/consulting peer/expert then can relate well with and to each other with a common connection about genuine issues, challenges, concerns. The conversation happens and the shared view between the “peer equals/experts” is then honestly assessed and solutions can be considered.

That’s what selling is. It’s not pitch, tell, It’s a conversation between equals, each bringing different expertise to bear on uncovering issues and then how best to solve them.

What to do when the prospect says “I want to think it over”?

 

sad guy cpaYou’ve done all your selling, you sense its time to close, you close and then something awful happens. The prospect says “I want to think it over”. 

Now what do you do?  How do you regain control and get to “Yes” and a PO ?

Don’t panic. There is a very powerful way to regain control and get the sale right then and there. 

 

The approach and dialog goes something like this:

key-to-success· You say “I can understand that you want to think it over but what is it that you need to think about”.

· immediately, after an ever so slight pause continue your sentence with “is it the roi in 3 years and then 30% a year savings above what you now spend showing up in the third year on v the current approach and the xx$ back in your treasury that it delivers?”

· Then immediately ask Ask “is that what you want to think about”? The prospect has not gotten in a word at this point and should not!

· That dual question sentence is Critical, at this juncture. If you stop at “what is it you need to think about” the answer will be surely be “everything” and you will lose control over the way the prospect evaluates your proposal and probably lose the sale as well.

silence2-1940x900_29698   · Now, SHUT IP!  

   Pause after the second part of        your question and wait for the    answer.

   Wait for a reply even if its an   eternity or seems like one because the prospect is thinking about

what you just said and now evaluating its worth right then and there, not later on.

The prospect’s answer dictates your next move

· It may be “you are right, lets do it”   Close then and get the PO because your sale is made at that point.

· or, It may be “no, that’s not what i want to think over” and you then say “is it the ability to double production w/o doubling cost that you want to think about”? a second agreed to point about the benefits of adopting your proposal.  Wait again for an answer and do not talk first, let the prospect speak next no matter how long you have to wait .

· If you exhaust all of your value points in the process and still have not gotten to a Yes, then say “Since you have said that none of these points are what you need to revisit, then, what exactly do you need to think over?” That gets you to the hidden objection, the real objection and a chance to address it on the spot.

j0436305Starting to see the magic of this approach yet? 

· In a non threatening way, in a normal conversational tone, you have made the prospect refocus on the points that they valued and consider them on the spot instead of later.

· You have successfully taken the pressure off the prospect by acknowledging the need to “think about it”. The atmosphere is now relaxed and much of the prospect’s decision making stress is gone.

· You essentially regain control over the decision making process with a summary close of the values and benefits your prospect agreed were important to their business or needs in a way that gets each carefully thought through by the prospect and reconsidered one point at a time

· No need to “think it over” anymore because the prospect just did exactly that.

happy girlIt should position you for an on the spot close done that way. Try it next time you hear those dreaded words “I want to think it over”.

Regards, Neil Licht, CEO, HereWeAre  

http://www.how2acquirecustomersonline.com

callhereweare@verizon.net

 

 

 

 

 

 

 

 

 

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

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