Hey, everyone!
Long time and no talk!
It seems like the summer crawled like a snail but summer is over, the kids are back in school, and Labor Day weekend is near.
Where does time fly?
I hate to use the word “busy” because the word to me seems a little pretentious and a badge of honor and it sounds better when people ask how we’re doing, rather than answering something like “I’m bored and have nothing to do.”
Quick story:
This past April, I flew to Chicago to attend a sales lunch along with my business development rep who reached out to a prospect and agreed to meet us for lunch along with his marketing colleague.
This company is a $1B+ accounting and consulting firm with offices nationwide.
I flew to Chicago, spent the night in a hotel, had lunch with my guy along with the other firm’s two guys. I think between airfare, lodging and meals, I spent about $700.
Was I guaranteed a client? Absolutely not! But we saw the value of meeting this firm face to face.
There’s no substitute like sharing a meal with a potential prospect. It happens all the time. We talked scope, numbers, etc. and parted ways.
Yes, conference calls are more efficient, but if a firm gets multiple calls, you’re a voice, name and company to them. Meeting in person keeps you memorable and makes the connection stronger. (Assuming you add value.)
A few weeks later we agreed to terms and were looking at a start date of June 1. Unfortunately, the office we were helping had no one in place to run the meetings we would be generating.
Long story short, they finally hired someone and we started engaging this client in August.
Takeaway #1: Always keep your sales pipeline full and keep prospecting! Even if you agree to terms, sign a contract and are ready to go, the client may have some internal delays on their end that you have no control over.
A few weeks later, I get a call out of the blue from the Phoenix office of the same company. This branch was having similar lead generation issues and somehow connected with our contact, who gave him our name.
We had an initial call about our services, then another conference call with 3 of their team members.
We shared what we were doing with their other office, etc. and we can help them hit their goals.
Takeaway #2: Companies with multiple offices talk to each other. You’re thinking “Duh, of course!”. Yet we forget these simple facts.
You never know where one lunch can lead to an expanded scope with a company.
Have you gotten official word from the other office? No.
Does it look promising? Yes.
Get out of your comfort zone, book a flight out of town, meet new folks and you never know what will become of it.
I’m Ray Ruecker with Connect 5000! Goodbye summer!
PS: It was neat watching the recent eclipse. I’m in the KC metro and we were almost at totality!
Goodbye Summer, Hello Fall!
/in Cold Calls, General, Lead Generation /by Ray RueckerHey, everyone!
Long time and no talk!
It seems like the summer crawled like a snail but summer is over, the kids are back in school, and Labor Day weekend is near.
Where does time fly?
I hate to use the word “busy” because the word to me seems a little pretentious and a badge of honor and it sounds better when people ask how we’re doing, rather than answering something like “I’m bored and have nothing to do.”
Quick story:
This past April, I flew to Chicago to attend a sales lunch along with my business development rep who reached out to a prospect and agreed to meet us for lunch along with his marketing colleague.
This company is a $1B+ accounting and consulting firm with offices nationwide.
I flew to Chicago, spent the night in a hotel, had lunch with my guy along with the other firm’s two guys. I think between airfare, lodging and meals, I spent about $700.
Was I guaranteed a client? Absolutely not! But we saw the value of meeting this firm face to face.
There’s no substitute like sharing a meal with a potential prospect. It happens all the time. We talked scope, numbers, etc. and parted ways.
Yes, conference calls are more efficient, but if a firm gets multiple calls, you’re a voice, name and company to them. Meeting in person keeps you memorable and makes the connection stronger. (Assuming you add value.)
A few weeks later we agreed to terms and were looking at a start date of June 1. Unfortunately, the office we were helping had no one in place to run the meetings we would be generating.
Long story short, they finally hired someone and we started engaging this client in August.
Takeaway #1: Always keep your sales pipeline full and keep prospecting! Even if you agree to terms, sign a contract and are ready to go, the client may have some internal delays on their end that you have no control over.
A few weeks later, I get a call out of the blue from the Phoenix office of the same company. This branch was having similar lead generation issues and somehow connected with our contact, who gave him our name.
We had an initial call about our services, then another conference call with 3 of their team members.
We shared what we were doing with their other office, etc. and we can help them hit their goals.
Takeaway #2: Companies with multiple offices talk to each other. You’re thinking “Duh, of course!”. Yet we forget these simple facts.
You never know where one lunch can lead to an expanded scope with a company.
Have you gotten official word from the other office? No.
Does it look promising? Yes.
Get out of your comfort zone, book a flight out of town, meet new folks and you never know what will become of it.
I’m Ray Ruecker with Connect 5000! Goodbye summer!
PS: It was neat watching the recent eclipse. I’m in the KC metro and we were almost at totality!
How Paying Attention To A LinkedIn Connection Led To New Client
/in Lead Generation, Prospecting, Sales /by Ray RueckerHappy June everyone!
In December 2016, I reached out to the CEO of a technology company here in the Kansas City metro.
I sent him a creative marketing box from the Little Book That Sells.
Here’s the link to the past blog post I wrote on it: https://connect5000.com/another-creative-lead-generation-idea-to-get-into-targeted-companies/
The CEO gave the box to the VP of Marketing. The VP of Marketing reached out to me and we exchanged several emails.
Then the VP of Marketing connected me to one of her direct reports.
The direct report and I had a few conversations by phone but the end result was a no.
No problem. That happens all the time.
I’m a big advocate and fan of LinkedIn. A few weeks ago, I noticed that this direct report was no longer with the company. She had moved on to another position which is typical.
So I found the previous email exchange with the Marketing VP, reached back out and set up a time to meet in person.
We discussed their needs and they were open to using us.
Long story short, we came to an agreement and we both signed off on a proposal.
Moral of the story: pay attention to your LinkedIn feed. The prospect who told you “No” may no longer be with that particular company and you may be able to get back in the door and get a “Yes”.
Sales Lesson Learned from Garth Brooks Concert
/in Lead Generation, Sales /by Ray RueckerHey, everyone!
One more day till the school year is over for my 4 and 7-year-old and we are limping to the finish line.
I had the privilege of seeing Garth Brooks in concert last Saturday night.
I’ve always been a big fan of his music and one of very few music groups that my late father and I both liked.
So my wife and I along with 2 other couples attended the Garth Brooks concert at the Sprint Center and sat in the lower level and could clearly see Garth Brooks and the stage.
Garth (we’re on a first-name basis, apparently) has been around since the late 80’s / early 90’s and I have several of his CD’s. One of his CD’s is a live concert he did in 1997 at Central Park in New York City.
That was 20 years ago people!
There are several reasons why people love Garth and flock to his concert in droves.
One of those reasons I believe is this: He sings “singable” songs! Obvious but true! The lyrics to his songs are easy to follow along with and sing to. Many artists are not, which is simply okay.
The concert was one big sing-along which was fine by me.
Question: how singable is your company “lyrics”? Can others easily recite what you do and services you provide?
At Connect 5000, we definitely don’t have it down, but we want to.
Our lyrics at Connect 5000 is this: we shorten sales cycles and multiply revenue.
What are yours?
Conversation Starters for Inbound Leads
/in Cold Calls, Lead Generation, Sales /by Ray RueckerHappy Cinco de Mayo everyone!
At Connect 5000, we’re huge advocates and fans of proactive outbound prospecting, cold/warm calling, hunting for new logos, new business development, etc. (Or whatever term you prefer.)
We believe it’s better to be proactive and hunt for new business, rather than being reactive and waiting for the phone to ring.
But, we’re even bigger fans of something else: inbound leads!
Inbound leads are great in that a prospect had a pain or problem, did some online research or hunting, came across your website, filled out the form and requested a conversation.
We refer to them fondly as “Sales Gravy”.
I received one recently and followed up with the prospect in a timely manner.
(Multiple research shows you should connect with prospects within 30-60 minutes, or statistically, they grow cold and the chances to convert them into a client drops greatly.)
How should you start a conversation with an inbound lead?
Here are my two suggestions:
1. Ask them how they heard about your company.
Mr./Ms. Prospect, if I may ask, how did you hear about us?
(It’s a simple, non-threatening question to get the conversation going, plus it helps you figure out how your prospects are finding you for lead source purposes.)
2. Ask them: what prompted them to reach out to you.
Mr./Ms. Prospect, what prompted you to reach out to us? What’s your driving your interest currently?
(Then shut up and don’t say anything and let the prospect respond. Don’t spray and pray! Don’t have diarrhea of the mouth! Don’t spill the beans and talk about how wonderful you are.)
Listen to your prospect, ask open-ended questions, assess their situation, and then diagnose their problems.
Don’t drink too many margaritas tonight! Hope these two questions help close more business!
Short Story On Why Never To Burn Bridges
/in Lead Generation, Prospecting, Sales /by Ray RueckerHappy Easter everyone! I hope you had a great holiday.
I keep in touch with people I work with, both clients Connect 5000 has partnered with as well as people I’ve hired to work for Connect 5000.
A few years ago, I was the acting director of sales for a software company in California. We parted ways in 2014 and I kept in touch with a few of their staff after working together for about 9 months.
One gal, who was a solid inside sales rep, left the company and we kept in touch from time to time.
This past February, the timing was perfect and I hired her to work for me at Connect 5000. She accepted the offer, signed the offer letter and she was to start the following Monday. Long story short, she called me a few hours later and said that another company she had interviewed with, finally called her back and that she wouldn’t be working for me after all because it was a better fit for her.
I was mildly disappointed, to say the least, and we talked by phone and she explained her reasoning. I understood and I’d be lying if I didn’t admit I wasn’t irritated after our conversation ended.
A few hours later after I had time to think about things, I texted and emailed her and wished her the best of success. I wasn’t sure if I’d hear from her anytime soon.
A few months later, she reached out to me. She was with another start up and they needed some sales consulting and advice. She introduced me to her CEO. After a few conversations between the 3 of us, the company hired me to consult with them and I’m working with my old associate, but in a different way I didn’t expect.
I know I’m stating the obvious but if you make an offer to someone you’ve interviewed and they turn it down for whatever reason, it’s okay to be hurt, disappointed or even angry. Just don’t stay there. Wish them well and move on. You never know where they are going to land and if you end things on a positive note, it could provide additional revenue opportunities for you and your company.
Creative Lead Generation Idea (On the High End Price Range)
/in Lead Generation, Prospecting, Sales /by Ray RueckerHappy March everyone!
March Madness has begun! I’m hoping my KU Jayhawks go far in the tournament. Final 4 or bust!
I recently read John Ruhlin’s book “Giftology”.
This short book was on the art and science of using gifts to cut through the noise and clutter of life to open conversations, generate referrals and boost sales revenue.
One idea that I liked and plan to experiment in is this:
Send a prospect an embroidered knife or knife set with their name on it in gift wrapping and ask them this simple question: “Can we carve out some time to talk?”
For you skeptics and cynics out there, when was the last time you received a knife from a prospect?
Well then, I rest my case.
You can get a classy knife from Cutco, embroidered and gift wrapped for around $100 or so.
Is this idea for everyone? Of course not.
BUT, if you have a high average sale price, send out a few to some hard to reach prospects, and follow up later on by phone or email.
Just one new client will probably pay for this investment.
Is this guaranteed to work? Is anything? Of course not.
Try this different way to get into the door of hard to reach executives and let me know how your results are.
I’m Ray Ruecker with Connect 5000.
Sneaky Sales Email Tip of the Day
/in Cold Calls, Lead Generation, Prospecting /by Ray Ruecker(Disclaimer: I was not compensated in anyway to promote this service. I pay my monthly subscription with my own funds.)
Ever wonder if the email you sent to a client, prospect, colleague, or friend actually made it to their inbox and that they actually opened and read it?
Well, say no more! Problem solved!
In August 2016, I signed up for Bananatag and am a big fan of their service. Their website is www.bananatag.com and I pay $12.50 per month.
In a nutshell, when you send someone an email, whether personal or business, it sends you an email notification when the recipient opens your email or clicks a link if there’s one inside the email.
So what? Who cares? Sound a little too big brotherish for you? Here’s why it’s helpful.
When prospecting or making sales calls: send an email first. If the email address is valid, it notifies you that the email address is legitimate and you don’t have to worry about if it hit their spam filter or if the email address is wrong, assuming they opened the email, no matter how briefly it was.
You can then call them later on and follow up by telephone and have a multi-touch campaign going.
There are plenty of similar services out there. I don’t know of any service that guarantees your email won’t hit their spam folder.
If they clicked on your website embedded in your email, you know.
If they clicked on your LinkedIn profile in your email, you know.
No service is 100% accurate. If you’re looking for perfection, stop it! It also won’t tell you how long they read your email, etc. They may open it, you get notified, but they delete it and never read it.
I’ve sent emails to people and they respond back and I didn’t get a notification. That’s okay. Move on!
If you send a proposal to a prospect or an email to an existing client, the majority of the time, you’ll get notified.
It’s nice so that you don’t have to wonder if they received an email or not, or if you had the correct email address. Peace of mind for $12.50 a month.
Turnover: Another reason to keep your sales pipeline full!
/in Cold Calls, Lead Generation, Prospecting, Sales /by Ray RueckerHey everyone!
In December 2016, I had a conversation with a VP of Marketing of a $3.7B software company in the Kansas City metro as well as a referral lead for a Sales Director in California by an existing client of mine.
We had solid conversations, both prospects had pain and need and I could see a potential fit.
The next action item step was to continue our conversations in January 2017.
Both of my follow-up calls were this past week and neither person showed. Not unusual, things and life come up.
I left a message with both prospects and sent a follow-up email.
Immediately, I received an auto responder back from the VP of Marketing that she was no longer there.
Later in the evening, I received an email from the company of the Sales Director informing me that my contact was no longer with the company, etc.
I know I’m stating the obvious but people quit, retire, get terminated or change positions.
This is another reason we as sales professionals and small business owners should keep our pipeline full.
Heraclitus, a Greek philosopher, made this famous quote: “Change is the only constant in life.”
How true and a timely reminder this week for me following up with sales prospects!
Sales lesson learned from my 7-yr old daughter selling Girl Scout cookies
/in Sales /by Ray Ruecker(This blog post is geared towards companies who sell B2C or sell multiple products or services at a low to middle price point in the B2B space.)
My daughter, who is in 1st grade, joined Brownies this year and started selling Girl Scout Cookies for her troop.
We had a late start on sales so I gave her some suggestions on whom to call.
I texted several friends of mine in advance and asked them if it was okay if she called them and that they were fully free to say no and tell her no as well if they weren’t interested in purchasing cookies.
Several friends gave the go ahead for my daughter to call them. I want my daughter to learn how to communicate with adults, especially by phone, which I think is crucial. I also wanted her to experience rejection at a young age. Getting told “No” is okay and better to learn rejection now, than for the first time at 18 years old. Finally, I wanted her to get good at asking people for orders and be direct, rather than prance around the issue.
So my daughter made sales calls while I sat there and listened and critiqued her. She ended up selling 44 boxes or so in less than 2 hours.
One thing I did NOT coach her on was this: After she wrote down the order, she asked on her own as she was getting to hang up: “Do you want anything else?”
Funny thing is, several people made additional requests for more boxes.
I was one proud Dad! I didn’t teach or coach her on this phrase at all. I don’t think my daughter realized she was upselling.
If you sell multiple products or services, this is a perfect question to ask, assuming you’ve built trust and credibility. Plus, it’s better than asking, “Hey, do you want fries with that?”
“Do you want anything else?” is a great ending question for salespeople to ask once they receive an initial order. Happy selling folks!
2 Book Recommendations for 2017
/in Sales /by Ray RueckerHappy New Year everyone!
I hope that your 2017 started off in the right direction.
I’m an avid reader. I have roughly 156 books on my Barnes and Noble Nook and 27 books on my Amazon Kindle App.
I enjoy reading about sales, marketing, management, small business success stories and entrepreneurship.
If you were to visit your family doctor and found out later that your health care provider wasn’t keeping up on the latest news and research and hadn’t cracked a book in 2 years, would you be slightly disturbed?
Of course you would!
It’s no different than us sales professionals or small business owners. I’m now stepping off my soapbox.
One common theme I hear from other companies is a lack of sales. How do I get more sales?
The other is that companies don’t have a system in place on how to prospect effectively to identify and qualify potential buyers.
Well, I have 2 book recommendations for you. (Don’t you worry, I receive no commission if you purchase either book.)
Mark Hunter recently wrote “High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results” and the link is https://www.amazon.com/High-Profit-Prospecting-Powerful-Strategies-Breakthrough/dp/0814437761/ref=sr_1_1?ie=UTF8&qid=1484001108&sr=8-1&keywords=mark+hunter
Jill Konrath came out with another solid book titled “More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers” and the link is https://www.amazon.com/More-Sales-Less-Time-Surprisingly/dp/1591847265/ref=sr_1_1?ie=UTF8&qid=1484001177&sr=8-1&keywords=jill+konrath+more+sales+less+time
Both authors are very easy to understand give relatable illustrations rather than just pie in the sky.
Take time to read this year and keep your sales skills sharp!
Ray Ruecker