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Public Speaking

3 Reasons why your Offline Event sucks and has no ROI !

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Recently i went to various offline event more specifically tradeshows / trade fairs and what i realized again is that just because the company spent a high amount of money on the amazing big booth, designed by specialist, branding, event sponsorship and promotion girls does not automatically mean it has actually any value or increase ROI or generates and good prospects nor leads.

Reason 1: Preparation

Key to make your offline event and trade fair a success is choose the right spot for your booth , where the majority of potential prospects swing by and actually have a chance to see you and speak to you.  Your booth does not need to big fancy and big, focus on the key message and pain points of the perfect prospect you want to have and make business with. You do not want to collect the biggest amount of business cards that do not have any actual value for you to follow up . What you want is generate a decent amount of actual qualified leads so that almost conversation of prospects that visit  your booth can become amazing leads that you can follow up on when the event is over, even better book in appointments with them for the time after the event so they wont forget your company. Offer some free value as example a free valuation of their pain points or challenges their business currently has . Find reasons why they should speak to you and looking forward to speak to you after the event.

 

Reason 2: Strategy

Focus your attention on things that makes your target audience want to speak to you.  Your booth wants to spark attention and interest, keep it simple it ! Handful of claims needs to be placed on your booth design that needs to make the people to stop where they want to go and find out what your company is about. If the event is packed with presentations and workshops/seminars potential client wont have time to stop by , you need to find the excuses they need to invest their valuable time at your stand.  One of the biggest mistakes i see is that exhibitors do not book speaking slots. Your biggest ROI is to get a speaking slot even if cost more then your 1600EUR booth , the 30 minute interactive speaking lot will spark more interest in the crowd then any promotion girl. Capture the audience in the presentation , do not focus to much on selling your product, focus on adding valuable content to the crowd, so they want to speak to you later at your booth/ after the presentation . So at the end of your speaking slot you just need to tell them where to find you and pick up the conversation where you left the presentation

Reason 3 Nothing is Happening

The masses are passing by your booth and no one stops to speak to you or is just their to pick up the freebies. Simply you missed out to focus on the crowd. Even better than speaking slots is get a big TV and a engaging external speaker/presenter directly to present valuable content at your booth ( if you are allowed to have a MIC and speakers even better). The crowd will automatically stop at your booth to see what this speaker is about to share with them and within minutes the first 3-5 people will stop and listen to you speaker, shortly after your booth will be crowded. Everyone will want to know why people are standing their and stop and start listening to your speaker. As soon as the speaker makes a couple of minutes break you sales representatives need to use this unique opportunity to get to know the audience and make a lasting impact. Now is the chance to actually qualify prospects and you generate high quality leads. High quality conversation together with the face to face meeting will lead to a massive increase in selling the client after the event. You stood out of the crowd and iam convinced that now your ROI is multiple times higher than you 1600EUR spend on the booth.

You can book us directly to speak at your next offline event here:

sales team characters, Uncategorized

4 Characters in your Sales Team – Is your sales superstar a diva?

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Sales rep archtypes in your sales team

The Diva: He is young, loud, extroverted and you can feel his presence when he enters the room. His charismatic attitude fulfills every team with an additional kick of motivation, energy and competition. He isnt shy to show off his closing skills and successes. In most cases he will be  one of your strongest characters in your team. He screams when he gets rejected but will find ways to win the deal in the end. But be careful with his big ego, it needs to be nurtured and to bring him to the next level mentor him and set clear rules and processes for him, he needs guidance even if he doesnt think he needs them. You goal is to bring his full potential out.  He will be mostly likely a lonely wolve, something drives him to reach and exceeds targets. (see resources for a commission model that fits) . Make sure his targets are high enough to stay challenged. Keep him on track and motivated. He will be the one that hits targets even if it seems to be unreachable for the rest of the team.

 

The Silent closer – the soldier: He is not crazily charismatic but has his own style of doing sales and closing deals. He could have great passion for the product, technical expertise or a great skill set how to relate to your clients in a different way than the diva or soldier type. He needs a mentor and consistent training as he is hungry for knowledge and experience. A long term career plan is his way up the ladder for him, not quick success but due to his consistency he wins the race.  Every sales team needs one of these archetypes as he is great for your long-term planning ( he can be a good number 2 or subteam leader). He is a perfect fit for every team and a great team player. He will be loyal and thankful for every minute you invest to train or enhance his skills, or show him new ways how to sell or decrease the time to convert a client.

 

The loud and toxic narcissist: Very similar characteristic than the diva but within a couple of weeks or month you will realize that he is lacking integrity and negativity will influence the rest of the team. He will try destroy every vision you try to create for the rest of the team or firm. He is lacking empathy and could demotivate other team members , when he is not performing well and blame the product, the leadership or company for his own failures.  Its everyone else fault but not his own. Hire fast but fire faster is the credo here otherwise you will loose loyal team members and sales.

The faker that hopes until he makes it: He was great in the interview, hungry, knowledgeable, amazing performance in his previous company and promises to bring massive amount of value to your firm within short time. It looks like the best and easiest decision ever to hire him. After a couple of weeks you realize his plan and skills , compared to CV doesn’t add up.  On the first sight he seems to be a mixture of the diva and your soldier, but shortly you realize, he is very sure of himself but can not back it up with knowledge or sales/conversion. Training and further mentor-ship, together with a clear  action and training plan how he can offer more value to your firm as a result within 1-2 months can help here, otherwise you need to let him go as you could have spent this money rather on 2 soldiers or a diva.

 

 

SAAS sales and Cold CALLING, Uncategorized

Is Cold Calling Dead? 4 Step method to make cold calling successful!

QDDD-Method

Qualification – Qualify your target before reaching out to them , see in linkedin or on their corporate website who the decider is the ,CEO or the department Head you need to speak to pitch on the phone. Otherwise your cold call is lost before it even started and you potentially pitch either the wrong person or to early in the sales process and the person that receives the pitch wont put you forward. Your aims is to pitch at the right moment to the right decider to bring your benefits forward. Dont sell in first place, instead inform what you could do for them, spark interest as example; ” We can help you to make your sales team more efficient so they spent less time on admin and more time on actively selling ( as example if your product is a crm tool that automates parts of the sales process) your pitch could be received well as the product could be of interest.

Decider: Pitch the decider the benefits not the tool your aim is not to sell, your aim is to book in an appointment for another call, online presentation to make him get to know you and the product. Now the cold lead becomes a warm, qualified lead.

Demo: your are prepared for the online presentation/ demo. Do not make it another boring product pitch, relate relate relate. Relate the benefits your products brings to their company and specific needs. At the end of this appointment you want to know the potential deal value with the client and next steps and timeline. How many sales people could increase their productivity through this tool? Collect Feedback to see what could hold them back to go forward? Lead the next steps on as example iam going to prepare an offer for you for xyz licence so we can see how much time i can already save your team to be more productive ( special discount, to get him started). Book in a realistic time slot for a follow up so he is expecting you to either make the sale happen for a smaller package ,if hes not ready yet or up sell him. Send him the offer together with the appointment with the next call in an email , so he pencils you in in his diary.

Decision: You already pretty much close the deal in the demo, your call now is either to have buy if he hasent done it during the time between demo and now or if you make him an offer , make him feel special, special discount works (even if its standard discount everyone gets) and try to sell him more licences.

Sales Process B2C Lead

Sales funnel and process to penetrate a B2C Lead in Online Brokerage

New Acquisition Sales Procedure:
Target Call rate:
● 100 Calls/Dials per day or 2,5 Hours time spent on the phone
Balance your efforts across Demo leads/Applicants/Accounts/Retention and you should be effectively using “My Tasks” within Sales Force to manage your pipeline.
1.1 How to work on leads?
● 1st Lead assignment to CR:
Within 1 Day of the lead creation date/lead assignment call client. KYC Questions, so we know if they are a Novice Trader or Experienced (notes in the Sales Force CRM System about call topicsmade or attempted call essential). Send email with contact details and further information.
● 2nd After 4-7 Days Follow up Call:
Sales Speech more aggressive to figure out what the clients need to be ready to open real
account, discuss Premium Products and increase of deposit
● 3rd After 10- 14 Days Follow up Call
Sales Speech
● 4th After 17-21 Days Follow Up call
Every Prospect in my experience 70% will open a Live Account after this Period

Sales Closed/Account Opened:
● 1st Welcome call after within 1 day, confirm client received login details and funding
instructions
●2nd follow up call 1 week after account is open if the client has not started to trade
1.12 Correspondence recording

All correspondence with a prospect or client must be logged within the Sales Force CRM as follows;

Demo Leads
Into call: First call to client within 1 day of lead assignment.
Demo1 call, Demo2 call… etc (3,4,5…): All follow up calls to convert client to an account
Accounts
Welcome call: 1st call to new account holder
Funding call: call to encourage client to fund their account
Follow up call: all relationship building calls

Every Call must be followed by an email and sent from SalesForce.com

1.2 Lead conversion; Your target conversion rate 35%, latest to convert a lead is 4-weeks. All leads that haven’t been converted within 1.5 Months beginning from the headofsalesde logocreation/assigned date by the Sales/CR will be distributed to the rest of the sales team.

looking to scale your startup sales

Looking to Scale your Business ? Main reasons why start ups fail to scale!

Either you struggle with your existing sales team to produce the needed results and success or starting up with your company. Your product is ready after a long development process and now is the right to setup the sales team, new business, partnership and retention.  But when is the right time to start to invest money in a permanent head of sales or just start of with 2-3 junior sales mentored by you founders to get the first sales.  First realization here is  have seen dozens of startups and smes try to get the founders team in leading a sales team, while being in charge of running the overall operations. Which is leading to failure and inefficiency. Do not try hire and setup a sales team without the right guidance, sales strategies and a streamlined process to make your sales agents as efficient and productive as possible. The only thing a sale agent should focus on is closing deals or leverage existing clients to built up the profitability per customer.  In addition this will bring creativity up in your sales team to find more ways to increase sales through potential key partnerships. Making a key-hire such as a Head of Sales or Chief Sales Officer can be a costly and time consuming process for a firm that needs to focus on productivity. I will help you to find the right sales strategy, processes, sales pitch and best way to scale your business and get your sales off the ground. A Head of Sales as a Service. When iam finished with your project you can decide if you still need to hire a head of sales or have a outperforming junior sales by than that is loyal and wants to make his way from a junior to a teamleader .

Good company in a journey makes the way seem shorter. — Izaak Walton

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