How to add an intro profile video to your LinkedIn profile
Showing posts with label sales tips. Show all posts
Showing posts with label sales tips. Show all posts
Tuesday, March 22, 2022
Tuesday, December 15, 2020
Life in Tune with Social Media | Sales Technology Speaker | Marketing
https://www.productivitycentre.com/lifeintunecourse
'Life in Tune with Social Media'
Take a look at the webinar with Frank Furness and Freddie Ravel.
Freddie Ravel was the keyboard player with Santana, Earth, Wind & Fire, Al Jarreau & Sergio Mendes.
Freddie would later be dubbed the “Keynote Maestro” by the City of Los Angeles for his groundbreaking Life In Tune™ system to “renew the national and international economy.” In constant demand to bring audiences in tune around the world, his clients include IBM, Toyota, NASA, Apple, Blue Cross Health, Google and Prudential Financial Services who call his “ideal balance of Entertainment and Content” essential for businesses and entrepreneurs to transform from dissonance to harmony.
Frank Furness is an international Sales & Technology Speaker.
What You Will Learn
Discover your Melody - Your Voice, Passion, Purpose & Profits ...... exploding across social media.
Connect through Harmony - Rise above the noise to find your Billion Dollar Base - that deeper connection with everyone you touch... on LinkedIn, Twitter, Facebook, YouTube, Instagram and more...
Monetize Your Rhythm - Time-Saving Techniques to Prioritize and Synchronize Your Brand to What Matters Most.
Understand how Dissonance can turn Fear into Opportunity
Profit from the understanding of the Score and how it combines 'Life in Tune' with 'Social Media'
Also take a look at https://www.productivitycentre.com/lifeintunecourse
We look forward to your comments, likes, shares and subscribes
Sunday, December 15, 2019
Sales has changed so much over the years, and really dramatically over the past five years.
Having been in sales all my life and now presenting in 65
countries on sales and technology, I love the advances and opportunities.
Sadly, so many companies are still using outdated training
or even worse, no training at all. How can you expect to be at the cutting edge
of sales if you have not been trained in things like personal branding and
marketing, advanced Google searches, Advanced LinkedIn strategies and moving
from left to right brain selling…
When I started selling in the eighties, companies gave
fantastic sales training and businesses like IBM were at the cutting edge. I
remember my cousin who was in sales there being sent home to change his socks
because they were the wrong color.
My first training course was three weeks long where we had
numerous role plays, technical training and had to learn all kinds of scripts.
In those days you could still cold call and I remember being
told that activity was everything. I had to make at least 20 calls a day, see
four people face to face and close one sale.
I did not question the training and did exactly as I was
told and within a year was one of the top salespeople.
When you were in front of a client you had a great chance of
building rapport, asking questions and closing the sales. It is still the same
today, except the route to getting in front of the client is very different.
Sales people now have to be versed in so many skills
including:
- Sales skills
- Advanced prospecting skills
- Psychological skills
- Technology skills
- Marketing skills
- Content creation skills
For me the biggest change has been to identify your target
prospect, connect with then in a non-threatening manner and educate them on
your products and services through great content.
You also need to know about personal marketing and content
creation as now the buyer is in control and will do their research and if they
find your company or you, they will make a decision based on what they find and
see in your website, LinkedIn profile, videos or articles.
Everyone one of us is a buyer and we know the process starts
when we do a Google or LinkedIn search. If what we are looking for comes up on
the first page, we will research the website and other social channels and then
make a decision on what to do next.
How much content are you putting out there for potential
buyers and how well is your website optimized.
There is now a huge focus as well to
using landing pages as many potential buyer get confused when going into a busy
website and leave without taking any action.
For many salespeople the new way of optimizing and
increasing sales is:
1 - Identify very clearly your ideal prospect. Are they the
VP of sales in the medical industry in Florida, are they HR manager of in
financial services companies in Australia…
Identify the industry, area and position of the person you
want to sell to.
2 – Understand and learn about Advanced Google or Boolean
searches. If you understand how this works, you can get unlimited data on the
ideal prospects you would like to contact.
3 – If you are not using the paid version of LinkedIn and
don’t have the advanced search capability, try using www.recruitin.net which has great
search capabilities.
To really understand Boolean Searches, please watch the video below.
4 - Take a look at the potential clients and if their
profile fits, connect with them via LinkedIn.
5 – When connecting, customize your greeting.
In my LinkedIn
course, I show at least 5 different templates to connect, ask for a connection
and reply when someone takes a look at your profile.
These have been developed
by some of the smartest LinkedIn specialists - www.linkedinmarketingforbusiness.com
6 – Consider using a video squeeze landing page
to reply to anyone viewing your profile.
Take a look at how I have set this up, click on the image below to play the video:
7 – Create valuable content and share this on
all the platforms. This way you become the authority in your area of expertise.
By sharing the correct hashtags and keywords, you also make it easier to be
found.
8 – Take a look at your Social Selling Index to
see how well your profile has been optimized - https://www.linkedin.com/sales/ssi
Part
2 of the new world of sales will be out in January.
For
great resources:
Subscribe to my YouTube Channel
with 750 Sales & marketing Videos
Join 28,000 connections on LinkedIn to get my latest
articles, posts, tips & strategies
#Sales, #marketing, #sales ideas, #sales tips, #linkedin tips, #linkedin strategies, #sales and marketing tips, #business, #sales, #linkedin
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:
- 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.
- 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
Saturday, November 18, 2017
Thursday, October 19, 2017
Monday, July 24, 2017
Wednesday, July 06, 2016
Client Based Selling | Sales & Marketing Speaker | Keynote Presenter
Do you sell to
clients the way they buy, or the way you want to sell?
We know that
people like to do business with people that they like, trust and feel
comfortable with. People like to buy from people similar to themselves.
One of the most
powerful courses I attended many years ago was one about dealing with different
personalities and being able to adapt your selling style to suit the client’s
way of buying.
It made me
realise that everyone is different; there is no wrong or right personality
style, people are just different and as great salespeople we have to have great
versatility to recognise their style immediately and adapt ourselves to make it
easy for the e clients to want to do business with us.
There are many
styles and sub styles, but I am just going to highlight the four major styles,
see if you can recognise your clients that fit the profile or indeed which
style you are.
Task Focused
buyers
STRENGTHS
Determined
Assertive
Efficient
Decisive
Thorough
WEAKNESSES
Pushy
Severe
Tough-minded
Dominating
Harsh
BUSINESS
ATMOSPHERE
Wants to reach
a decision quickly
No small talk
No time wasting
WHERE YOU
FIND THEM
Decision Makers
Directors
Management
Politicians
Self-employed
business owners
Solicitors
OFFICE
Efficient
Picture to fit
office, Awards (no posters or slogans)
Desk may be
packed with work materials
Desk used as a
barrier
ATMOSPHERE
Businesslike
PRIORITIES
Disciplined -
Wants effectiveness and efficiency
PACE
Fast/Quick -
gets to the point
ABOUT YOU
Wants to know
your qualifications/ company record (strengths/past performance) / how good is
your product
WINNING
ACCEPTANCE
Documentation
stressing results
YOUR PRODUCT
What your
product can do
PROBLEM SOLVING
Support their
ideas
How to win them over
Impress them
by: Getting
to the point
Ask
questions that: Are relevant
Support
their: Actions
Demonstrate
your: Experience
Make
benefits: Tangible
& concrete
Show
commitment by: Getting
things done
Be impressed
by their: Strength
Best close: Be direct
Relationship focused buyers - Enthusiasts
STRENGTHS
Personable
Stimulating
Enthusiast
Dramatic
Inspiring
WEAKNESSES
Opinionated
Excitable
Undisciplined
Reacting
Self
Promotional
BUSINESS
ATMOSPHERE
Open,
friendly and enthusiastic
Wants
proof of your success
WHERE YOU FIND THEM
Trainers
Salespeople
Sales
Managers
Creative,
Advertising & Media people
OFFICE
Motivation
is the theme
Walls
contain recognition certificates slogans, posters
Open
friendly atmosphere
Office
appears disorganised
ATMOSPHERE
Open
and enthusiastic
PRIORITIES
Develop
the relationship
PACE
Quick
ABOUT
YOU
Who
are you/ your thoughts /who you know/ who uses
your product
WINNING
ACCEPTANCE
Give
recognition and praise
YOUR
PRODUCT
Who
has used it
PROBLEM
SOLVING
Support
their dream, ideas and ambitions
DECISION
MAKING
Testimony
and incentive
How
to win them over
Impress
them by: Your flexibility
Ask
questions that: Support
their dreams
Support
their: Ideas
Demonstrate
your: Originality
& creativity
Make
benefits: Innovative
Show
commitment by: Giving fresh ideas
Be
impressed by their: Achievements
Best
close: Be direct
Security
Focused Buyers
STRENGTHS
Supportive
Respectful
Willing
Dependable
Personal
WEAKNESSES
Conforming
Retiring
Non-committal
Undisciplined
Emotional
OFFICE
Friendly
and open
Family
pictures on desk
Desk
is neat and functional
Open
contact; round desk or couch
ATMOSPHERE
Open
and sincere
PRIORITIES
Develop
the relationship
PACE
Cautious
and deliberate
ABOUT
YOU
You
must be friendly/honest/ non- threatening or pushy
WINNING
ACCEPTANCE
Show
personal interest
YOUR
PRODUCT
Why
your product is best
PROBLEM
SOLVING
Support
their feelings and interests
DECISION
MAKING
How
to win them over
Impress
them by: Friendliness
Ask
questions that: Are
non-threatening
Support
their: Feelings
Demonstrate
your: Warmth
Make
benefits: Personal
Show
commitment by: Working with them
Be
impressed by their: Loyalty
Best
close: Assumptive
Frank
Furness is an international speaker & author who has presented in 58
countries. He is a specialist in sales
& marketing, technology, social media and goal setting and how they work in
tandem to produce great results for organizations.
He has helped
organisations understand how to manage disruptive change and what they should
be doing to embrace it.
Apart from
being a partner in an insurance brokerage in London, Frank consults and works
in-house with companies and marketing teams around the globe.
For more
information on Frank, check out his website at www.frankfurness.com or email him at
frank@frankfurness.com
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