In this episode, I interview "SOAR Selling" authors and sales training experts David and Marhnelle Hibbard, owners of Dialexis, way back in May of 2013.
Check out their full interview here.
I'm delivering a 3-part series to my local Chamber of Commerce, which is actually a condensed version of my Make Every Sale program.
But I decided to open that 3-part series with a review of my best-selling CD and report, "The 7 Deadly Sins of Selling."
So in today's second issue of The Sales Podcast, I've decided to review and update "The 7 Deadly Sins of Selling."
Enjoy this discussion of the 1st of "The 7 Deadly Sins of Selling."
I've known Jim since 2010.
As a student of sales, I love learning and surrounding myself with experts, which is why Jim is being interviewed for this podcast.
Enjoy this open-format, lively discussion between a couple of "old sales dogs" that are all about ethical, congruent persuasion and selling with integrity.
If you liked this episode, be sure to let Jim know on Twitter here.
DJ Waldow is the author of "A Rebel's Guide to Email Marketing" and is now the email marketing guru at Marketo. Learn his tips for getting your emails read, your readers engaged, and your bottom line growing.
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Here are some notes from my interview with DJ Waldow.
Share your appreciation for this episode by letting my guest and me know on Twitter.
To stand out, you need to deliver a "WOW Experience" to your prospects and clients along all phases of your Perfect Customer Lifecycle. (You do have a marketing lifecycle, right?)
As a veteran user and reseller of HubSpot, Ontraport, and Keap (Infusionsoft), I've learned and now train and consult on the importance of having a process for your marketing and sales efforts, and I relay the story I experienced just yesterday with a dental practice that will be making $60,000 to $300,000 more per month within 30 days based on the new processes we helped them create during the magic we created in in this advanced group training program.
Enjoy.
Share your appreciation for this episode by letting my guest and me know on Twitter.
On July 2, 2013, I had a great conversation with Wendy Weiss, The Queen of Cold Calling. Below are the notes I took during our time together:
Only four ways to get new business.
1-3 are great, but they are inherently passive. Picking up the phone is the most direct and active way to generate business.
Start with the "C" leads. The "crummy" leads until you get good.
What are their issues?
What do I say when the prospect says, "I'm not interested?" If you get it all the time, you are either not interesting or you are calling the wrong list.
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The prospect wants to know "who you are" and "what you want."
How do I deal with voicemail?
It makes sense to use voicemail as a tool, but you need to leave more than one to get a return call.
You can't wing it.
You need to script it out ahead of time.
Make four calls, send four emails, all at the same time over a regular period, for example.
If they are a good enough lead, recycle this process and start it again a month or two or three later.
Fear holds people back from making calls. It's just a form of direct marketing. You don't have to love it. Just do it.
Get "The Cold Calling Survival Guide" and "Cold Calling for Women: Opening Doors and Closing Sales" (affiliate links)
Share your appreciation for this episode by letting my guest and me know on Twitter.
Coach Deb Helps You Live Life On Your Terms
SMO - Social Media Optimization
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Your fans will anoint you and tell you how they see you as an expert.
Google and the algorithms are looking at your current social media content and engagement.
Use social media in real-time when you are inspired.
Twitter - 40404 - save it as a contact.
Use social media when you have some downtime.
Use quick updates to stay top-of-mind with your niche and marketplace.
Writing her first book, "Secrets of Online Persuasion: Captivating the Hearts, Minds and Pocketbooks of Thousands Using Blogs, Podcasts and Other New Media Marketing Tools," was the best thing she ever did in business. It created credibility; it made her an expert; it eliminated doubt in the minds of her prospects.
Deb recommends Morgan James Publishing because they are "The Entrepreneurial Publisher." (Tell them Coach Deb sent ya.)
She recommends Flickr.
FriendFeed.com - it's not discussed much, but it's a great, free tool that lets you "set it and forget it" to push your social media content out there.
Make sure you have an opt-in box to capture the contact information of subscribers that visit your site.
Your site is your hub, and it's the only thing you own.
Social media sites can and will and have shut down and go away. You must own your own list.
Share your appreciation for this episode by letting my guest and me know on Twitter.
Marshawn Evans, former Miss America contestant, author competitor on Donald Trump's "The Apprentice," attorney, and success coach shares success advice.
Just a few years ago, she left her stuffy full-time job as an attorney and turned her passion for people into a million-dollar enterprise as a speaker, coach, and entrepreneur.
Now through ME University® and The GODFIDENCE® Institute, she teaches money, marketing, and mindset mastery to “life-changerpreneurs” and leaders ready to find their voice and build 6- and 7-figure expert brand empires as paid speakers, media & client attraction magnets, profitable coaches, authors, product launchers, and social media mavens who fearlessly and strategically “take their message to the masses.”®
Get Marshawn Evans' book, S.K.I.R.T.S in the Boardroom: A Woman's Survival Guide to Success in Business and Life.
If you liked this episode, be sure to let Marswhan and me know on Twitter.
Share your appreciation for this episode by letting my guest and me know on Twitter.
"Third iteration of an idea that went bad."
"Fired myself as a CFO of a church."
86% of churches were behind budget or at break even.
He had $36,000 in savings. His wife was working. They had no kids. July 1, 2008, not knowing the financial world was going to collapse.
Things worked, but he didn't like how it was working.
He was traveling, etc.
Then he saw that churches needed bookkeeping…but it didn't work.
But even when times were at their lowest point he kept his eyes open.
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That's when he learned about residual income, email marketing, membership sites, etc.
He was being paid monthly as a bookkeeper…
Out of desperation found Infusionsoft, and they asked him what his first broadcast would be.
He had 800 email addresses and sent them to a link to a 3-hour recording, and he made a few thousand dollars in a few days.
Then he created three brands within the church niche.
He was $80,000 in debt.
Took four years to figure it out.
I bought into the lie that it's easy to just set up a website and get online and make money. It's as hard as anything…But the replication is easier online once you figure it out. The fundamentals in any business are the same."
Putting out tons of free content on his blog.
These practical tips are key. People don't need 17-page guides.
I kept going because I had a family to feed."..."I just had to succeed."
"We were desperate on cash flow but we always had some customers and were able to make a sale. But is was a desperate feeling knowing I had to make a sale over and over and that wasn't good on my family."
"Friends and family were key. Their support and belief in me were so important."
Keep selling something.
Sell what the market wants and is asking for. "Pivot when you find a new opportunity."
"What are people asking you about?"
Sell what people will buy.
"Be careful who you're learning from. For example, I stopped reading Success Magazine because I was struggling and I was reading the 'successful' people. I learn from people that tell me the back story."
I always had a coach, even when I was failing."
Get with a real coach that you pay money to.
My coaches hold me accountable, not just give me advice.
Entrepreneurs have good ideas, but most don't take action on those ideas.
Zero investment in learning = zero improvement.
I paid for people that had niched advice at first. I hired a lady for $12,000 to teach me how to sell online. She had won Dan Kennedy's Marketer of the Year, and I walked up to her and asked her to help me.
Work inside your strength but make sure your weaknesses don't hurt you. For example, I'm not administrative at all. But when I didn't have assistants and staff, I'd stay up after the kids went to bed or would binge for half a day at a time and knock out the administrative stuff.
Now I don't do emails or that administrative stuff because I've been able to slowly pull myself away from it.
Outsourcing can't be done too quickly. You still need to keep your finger on the pulse.
He spoke at a conference, and it was recorded. He did a 3-hour session as a breakout from a larger conference.
The principle here is to look around at what you have and offer it for free if you have to get started.
"What if your next big thing is your current small thing?"
I didn't have a Success Coach until Infusionsoft asked me. That idea they forced me to create from their questions is worth millions.
There is no niche too small if you dominate it."
~Dan Kennedy
I had a list because I just kept email addresses for over 2.5 years and entered them into Zoho. "It was terrible. It was a cemetery for email addresses."
Sold the recording for $99.
Hosted the recording on eJunkie…some product thing…it may not exist…I had to email a code, and if they didn't download it after 3 days, it expired.
We didn't have a payment gateway/merchant account, etc. I just had PayPal, and it worked. The email was terrible. There was no headline. No copy. But I had a relationship with these people for over 2.5 years.
It's simple: sell something. Sell it now. Sell it today. Quit creating the perfect thing. If you are starting out, you need an email address. Send it out manually if you have to.
Complexity is the killer of momentum.
It's the lack of desire to sell something that holds people back.
Share your appreciation for this episode by letting my guest and me know on Twitter.
Share your appreciation for this episode by letting my guest and me know on Twitter.
Market like you mean it.
Now go sell something.