Professional Sales Tips you'll learn today on The Sales Podcast...
- Marketing for over a decade
- 7-year focus on financial advisers
- Early in the paid marketing space like YouTube and Facebook ads
- An internet marketing guy he followed took his skills to old school industries that weren't great at marketing and Chris did the same
- Chris was drawn to the financial markets when he was younger so he focused on that niche
- He was a "traditional" marketing agency for his clients
- It worked, but he saw the problem that more leads is not always the answer
- Get a better backend in place to nurture these leads
You need a multi-media, multi-step follow-up sequence
Too many companies just want to pay for "hot leads" and they stack names into a system that can't handle them You need to get better at converting your leads A lot of companies are fine and offer a great product/service that people want but they can't sell! They focus on the easy wins and they end up being fat, dumb, and happy They really don't know how to sell Most companies do not have a CRM or they are not using it properly Let your authenticity come through your marketing Content is still king Sort, sift, and separate by being effective Fix your follow-up failure More leads is not always the answer."
- A monthly newsletter is not follow-up
- You must do more to follow-up
- Master intent-based prospecting
- Look at who is opening your emails and watching your videos
- Do lead-scoring in your CRM
- Not all leads are created equally
- Create timely, essential reports
- Report on industry news
- Create a simple selfie video
- You can't avoid prospects by giving free, valuable content
- What are the FAQs and SAQs
- How to handle the blinking cursor syndrome
There's always someone who wants to buy and you can dumb-luck your way into a sale with decent marketing."
- Have a content calendar
- Make it a priority
- Retarget your website visitors, especially your YouTube visitors
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