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Tuesday, September 11, 2018

Improve Your Selling Skills

Travelling around the world and working with many organisations, the biggest challenge with most companies is still how to find more clients and drive more sales.

So many organisations are not arming their sales teams with the latest tools and strategies and most have not attended a sales course for years.

If top sports athletes and Olympians are constantly being coached and improving their skills, why are we not doing the same with our sales teams?

There is so much new information on how to use sales intelligence to find new clients, connect better with clients and sell more. The challenge once again is that our salespeople don't know about these skills.

LinkedIn is one of the best tools for sales consultants and used well, can be used to find and attract new customers.

After many requests, I have now decided to run my one day Sales Masterclass again. Please email me at frank@frankfurness.com for dates and locations.

Book for London at  www.goo.gl/83pSWw

Watch the Video 


The Sales Masterclass will include 'Back to basics' information plus advanced sales strategies. If you are at all involved in sales, this is the masterclass for you. 

We start at 9am and finish at 4.30pm and teas/coffees and lunch are included.

Content for the day includes:


The sales cycle and finding new clients

  •     Understanding the sales cycle  
  •     Characteristics of successful salespeople  
  •     Effective networking strategies  
  •     How to get referrals
  •     Clubs and social networking
  •     Centres of influence  
 
Sales Intelligence
  • Changes in the way clients buy 
  • Understanding Boolean queries 
  • How and why to use advanced Google search strategies 
  • Finding emails for clients
  • Locating decision makers
  • How to find endless targeted prospects for your business
  • Where to find the advanced search engines for LinkedIn, Facebook, News & Blogs
  • LinkedIn for Search Engine Optimisation
  • Your personal profile – essential elements to attract and connect with clients
  • Your business profile – 5 essentials to connect with clients


The Sales Call

  • Pre-call preparation – discovering relevant information about your potential client
  • The sales call – where to source information that will build rapport and show you care
  • Referrals – modern strategies that will ensure referrals on every call
  • Customer based selling
  • Effective questioning techniques
  • The power of listening 

The psychological factors of selling

  •  Moving from left to right brain selling
  •  Dealing with different personalities
  •  Body language 

Personal Marketing

  •       How to produce electronic newsletters
  •       How to create content that will connect with clients
  •       The importance of personal marketing to attract & connect with clients


Thursday, September 06, 2018

Sales Strategies for the modern company and salesperson









Selling has changed massively in the past 15 years with the advent and influence of the internet and social media.

The biggest challenge facing most companies is still how to find new business and clients. Traditional cold calling now has little or no impact and with the introduction of GDPR to Europe, companies and salespeople are limited in how and where to prospect.

Traditional methods of marketing such as referrals, events, advertising and all the tried and tested methods still work for most companies.

Modern companies and salespeople are now adding to that by using sales intelligence and the latest tools and strategies to find, research and connect with potential clients.

In his keynote/workshop Frank shares advanced strategies that will give your company the tools for the modern salesperson to prospect and connect more effectively, sell more and retain key clients.

Take a look at the video to see some sales insights examples.

Book Frank for your next conference or to move your sales team to even better results. Call +44 7711 672888 or email frank@frankfurness.com

Your take-aways include:
Sales Insights Overview
  • Changes in the way clients buy
  • Understanding Boolean queries
  • How and why to use advanced Google search strategies
  • How to find endless targeted prospects for your business
  • Where to find the advanced search engines for LinkedIn, Facebook, News & Blogs
Finding the Clients

·        Identifying ideal prospects
·        Identifying sales opportunities
·        Finding contact information of potential clients
·        Finding emails for clients
·        Locating decision makers
·        Valuable resources that will build smarter customer lists

Connecting, attracting and building your authority

·        The power of influencers and where to find them
·        LinkedIn - the modern way to connect with potential clients
·        Your personal profile – essential elements to attract and connect with clients
·        Your business profile – 5 essentials to connect with clients
·        LinkedIn for Search Engine Optimisation
·        How to use groups to share information with millions of potential clients



The Sales Call

·        Pre-call preparation – discovering relevant information about your potential client
·        The sales call – where to source information that will build rapport and show you care
·        Referrals – modern strategies that will ensure referrals on every call
·        The follow up – Build relationships by staying in touch in ways that are relevant to the client


Reputation Management

·        What you should be doing to protect your reputation
·        Intelligent resources to find what clients are saying about your company
·        Stupid mistakes that have cost companies and executives dearly

Online Presence
·        Free intelligence tools to analyse your website
·        Simple tools to see why your competitors are ahead of you in Google searches

Social Media
·        How and where to connect with clients
·        Marketing insights – where to find low cost, effective resources and how to use them
·        Video insights – how, why and where to use video
·        Low cost & free resources that will create awesome videos


Frank Furness CSP is an internationally sought after motivational speaker. His lively, enthusiastic and humorous style has inspired audiences all around the world.
He is a specialist in sales, technology, social media and goal setting and how they work in tandem to produce great results for organizations.

He currently spends seventy percent of his time speaking internationally, working in fifty eight countries.

In 2007, he was awarded ‘Top Speaker’ for Vistage Europe in 2011 inducted into the ‘Speaker Hall of Fame’.

In 2013, he was recognised as ‘Overseas Speaker of the Year’ for TEC Australia and rated top speaker for Vistage Florida.

Frank’s books ‘Walking with Tigers – Success Secrets of the World’s Top Business Leaders’ and ‘How to Find New Business and Clients’ are International best sellers.

Thursday, June 28, 2018

Life after GDPR, How to Find New Business and Clients



Last month, May 2018, saw the biggest change in privacy law in 20 years in Europe.

It was handled badly with many companies not knowing what to do, fearmongering, and a new raft of experts who all have different ideas on what companies should be doing.

Many companies just ditched their client lists that they had built up over years.

I subscribe to a program with a top social media expert and pay monthly for the latest information and strategies.

When I logged in last week I no longer had access to the information.

I contacted the person and received an email back saying:

  1. Your membership was automatically cancelled as we unfortunately can no longer allow EU citizens to use our online programs. Although we are GDPR compliant and fully support the intention of the law, it was implemented so poorly that one practical joker could report a US-based small business based on zero actual facts, and that business would have to hire an EU based attorney to defend the claim. It’s just not worth the hassle.
  1. I have canceled any recurring subscriptions so you will no longer be billed.
How crazy is it that something like that could happen and that companies would  walk away from existing business because of the new laws.

Soon Australia and China will be following with similar laws and I think many more countries after that.

The biggest losers are the online advertisers who for years have been collecting data about their users and even selling this data to other companies.

I predict that GDPR is not going to be the end of programmatic advertising. The online advertising industry will find new ways to target users while continuing to increase effectiveness.

It has also affected list brokers and many other companies selling data.

From my own company where I help businesses to increase sales, I have had so many customers calling and  asking what to do and how they could now find other ways of prospecting and finding new clients.

All is not lost….

For years now there has been a wonderful tool that I have been using to connect with and attract new business, and I don’t need to be concerned that it will be breaking the GDPR laws.

It is a useful piece of technology called LinkedIn.

I have been using LinkedIn for years to discover and connect with new clients.

If you are in sales I would recommend the following strategies which have worked really well for me:

1 – Optimize your LinkedIn profile for clients and for Google. By getting the right key phrases spread throughout your profile, it will be picked up by both. Please do a Google search for ‘Sales Technology Speaker’ and you will see that I dominate the first page of Google for that search term, but what you will also see is that the key phrase has been picked up from my LinkedIn profile.

2 – By optimizing your profile, you will also be ranked and found in LinkedIn searches.

3 – Don’t write your profile in the third person, but in the first. Anything you do on social media whether it be a blog, video or writing your profile must be written as if you were sitting opposite the person and speaking to them.

4 – Populate your profile with good, relevant content including articles, videos, Slideshare and regular posts. All of this is ‘push’ marketing  where you will be discovered by potential clients in Google and LinkedIn searches and your content will establish you as the ‘go to’ person in your field. Please take a look at my profile https://www.linkedin.com/in/frankfurness/
5 – ‘Pull’ marketing is where you will search for, connect with and share your content with targeted prospects.

6 – Identify the industries as well as the positions or titles of your target prospects and make at least 20 searches and personalised invitations daily. You are not falling foul of GDPR if they accept your connection and you can now start a conversation (please don’t try to sell to them at this stage) and when they feel that they like and trust you and see value in your content, they will become clients.

7 – LinkedIn now want us to pay a fortune for the ability to use the advanced search tool, but a good free alternative is https://recruitin.net/

8 – Learn how to use Boolean searches (I have a course on this in the near future) and you can find spreadsheets, PDF’s and a huge amount of information on almost anyone.  You can identify prospects that you can then connect with on LinkedIn

8 – Create a good business LinkedIn page with plenty of content (take a look at my 10 strategies to create a Business LinkedIn profile at https://www.productivitycentre.com/p/linkedinforbusiness

9 – Check on who has looked at your profile and follow up with personalised messages, they could be potential prospects.

I realise that this is a bit of a grind to do daily, so I have set up an offshore team that does this for my business and they also post three pieces of content to every social media channel. This has resulted in about five new enquiries and two new sales weekly.

I am now opening this opportunity to work with my team to a few select people, so if you are interested, please email me at frank@frankfurness.com

I have also developed an online course that will demonstrate exactly how to optimize your LinkedIn profile, attract new clients, and use the power of free Search Engine Optimization at www.linkedinmarketingforbusiness.com

Please take a look at some of my other programs at www.productivitycentre.com

Frank Furness CSP CFP is a professional speaker & author specialising in sales and social media. He has educated, entertained and inspired audiences in 62 countries. Book Frank to speak at your next conference, email frank@frankfurness.com or telephone + 44 (0) 1923 248200. http://www.frankfurness.com

NOTE: You are welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com