Selling at (and to) a higher levelPresentation Transcript
Selling at (and to) a Higher level Jim Raffel CEO ColorMetrix and Inspirational Small Business Story Teller at Jim Raffel.com
Selling to Directors, VPs and the C-Level The Goal
The Methods Build Authority Gain Trust Practice Sound Salesmanship
High Level Selling Advantages Tap into emotional selling High financial signature authority Decision makers, it’s what they do Relationship based, they become friends It’s easier in the long run
The Components High Level Selling
Building Authority If you are Googling them …. Guess what? They are Googling you.
Building Authority But… Businesses don’t buy from businesses. People who work for businesses buy from people who work for other businesses.
Social Media Goals Search engine ranking (authority) Your site and other trusted sites list first (reputation and trust) Search engine traffic - inbound marketing(the payoff) Shows your willingness to share
Social Media Confusing – Right?
Social Media & Community Universe
Linkedin – Think Corporate Take time setting up a profile Wait to add connections Add a picture early in the process Linkedin is your resume
Linkedin Tips Write five recommendations for other Share your blog posts Don’t share your Twitter stream
Email marketing Still works – better than ever Should drive traffic to your company site One message at a time Share more than you sell
Email marketing tips Look at your inbox Model the successful campaigns of others Write unique content for newsletters Don’t include full blog posts - teasers
Building Trust The bad news: It takes time. The good news: It takes time. Solid authority and reputation facilitates the process. Entire books exist on the subject.
Building Trust Listen … a lot. Baby steps. Pilot projects and prototypes under radar.(remember: high signature authority) Make them a priority in you life.(hint: not just during working hours)
Practice Sound Salesmanship The process matters. Never forget your sales funnel.(follow-up and follow through) Your database and network are everything.(automation without dehumanizing the process is your goal)
The Results By demonstrating authority You position yourself to gain trust and practice sound salesmanship throughout the process