Insights from the field of Selling
This week represents mass scale openings of businesses across our great country. My job? Put you in a position to pursue and land new business now. I'm doing this with my online training program 4 Steps to New Business Now . So as a fellow salesperson, here is why I’d commit to doing this:
At $195, that’s $65 an hour with the nation’s top sales coach (there’s a one-hour coaching call 8 weeks after the session). Most charge $250/hour. Here are some other reasons to give yourself permission to do this. By attending this workshop you’ll be better able to:
All you need to do? Show up. Live. That's it.
The fourth and final step to new business now is engagement. Whether it's your initial outreach or your first meeting, all of your work in client type targeting, segmentation and messaging comes into play. You don't know everything about the prospect at this point but you know enough to form a hypothesis. This hypothesis drives your outreach and your ultimate connection. For actual appointments, remember it's your time too. You did your homework - now go have a great meeting:
Email - leverage the subject line and no more than 5 lines (think small smarphone!)
Text - only if given permission
LinkedIn InMail - great option. Err on the side of deference and respect. Operate slowly.
Social media - it's a giving game so have something to share that triangulates back to your client type.
Phone: no one picks up the phone right? But they do listen to their messages. Use it as a strategic touch in setting your appointments. Here's more from Bill Walton on ENGAGEMENT:
If you want new Business Now, your messaging must be client type focused and packed with credibility. Anything else is bug spray. Most prospecting messaging is self serving and unaligned with the center-of-plate issues of the prospect. So...turn that around - include why other clients make the conscious decision to work with you, the nature of the problems you're solving and the client type impact you're having. Anything else will be ignored! Here's Bill Walton sharing how to create your new business now messaging:
The 4 Steps to New Business Now is about just that... NOW. To win business early and often, you only have time to pursue high value prospects. You have no time to be with prospects that aren't poised to buy. Good News? We can put your list into "poised to buy" shape! Factors for segmentation (in addition to client type) are profitability, business model fit, referral potential and servicing. These are critical factors for new business now, especially if you make money from renewals. Here's Bill Walton sharing how to segment and prioritize for New Business Now:
The 4 Steps to New Business Now is just that; it's about NOW. To win business early and often, your approach needs to center on several distinct client types. Speed and success comes when EVERYTHING flows from a focus on a specific subindustry and the key stakeholders that drive those organizations. Why this approach? Because buyers buy comfort – comfort that you empathize with their issues, comfort that you know their space, comfort that you’ve been there before. They also don’t want to waste time educating salespeople. So the client-type approach will help you be more comfortable leading with insights and ideas over product attributes; sharing best practices and observations over testimonials and pricing. Your prospects are asking for this. Listen to Bill Walton to learn how to adopt your own Client-type Approach to New Business Now:
If you need new business now, join us LIVE! for an engaging event with Bill Walton this month!
Save the date! June 25th and June 26th - a workshop to move forward from the inertia of our pandemic. Business is open for business and sellers need to be ready - but with a different decorum!
You don't want to miss this live training event. Here's why..
The #1 reason prospects site for taking a meeting with a salesperson:
“I feel they know my business.”
In this training session you'll learn an approach that actual buyers recommend you take to engage them properly and efficiently. No fluff, no pitches, no salesy approaches - but good, business-based grounding for a discussion that you're prepared for. Spend 2 hours with me and you'll be able to:
I look forward to working with you!
May, 2020: Bill Walton Sales Training is preparing American business to go back to work. Our virtual training program The Four Steps For New Business NOW™ has been specifically designed for salespeople to help their prospects and clients manage their own reopening transition.
An Elevator Pitch
Once described as the words you’d use if it were just you and your ideal prospect on an elevator to the top floor, this messaging element does a little more than a tagline. At BWST, we’ve adopted an elevator pitch construct called the I/Why/You pitch.
I/Why/You pitches have three components.
I: who I am and the firm I represent
Why: detail on what I do and why other clients choose to work with me
You: why you, the prospect, might be interested (based on your research)
Complimentary Messaging Help
In support of sales organizations looking to be poised and ready for our country's reopening, Bill Walton Sales Training is offering a set of complimentary tools for prospecting. Areas will include message support, email structure and contact management tips. First Series: free taglines.
Video #3: Sales Leader as Pivot Point - If salespeople ever needed their manager it's now. In this video we chronicle four competencies of crisis-hardened sales managers:
Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.