Selling at (and to) a higher level
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Selling at (and to) a higher level Presentation Transcript

  • 1. Selling at (and to) a Higher level
    Jim Raffel
    CEO ColorMetrix
    and
    Inspirational Small Business Story Teller
    at Jim Raffel.com
  • 2. Selling to Directors, VPs and the C-Level
    The Goal
  • 3. The Methods
    Build Authority
    Gain Trust
    Practice Sound Salesmanship
  • 4. 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
  • 5. The Components High Level Selling
  • 6. Building Authority
    If you are Googling them ….
    Guess what?
    They are Googling you.
  • 7.
  • 8. Building Authority
    But…
    Businesses don’t buy from businesses.
    People who work for businesses buy from people who work for other businesses.
  • 9.
  • 10. 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
  • 11. Social Media
    Confusing – Right?
  • 12. Social Media & Community Universe
  • 13. Linkedin – Think Corporate
    Take time setting up a profile
    Wait to add connections
    Add a picture early in the process
    Linkedin is your resume
  • 14. Linkedin Tips
    Write five recommendations for other
    Share your blog posts
    Don’t share your Twitter stream
  • 15. Email marketing
    Still works – better than ever
    Should drive traffic to your company site
    One message at a time
    Share more than you sell
  • 16. 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
  • 17. Your Community
  • 18. 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.
  • 19. 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)
  • 20. 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)
  • 21. The Results
    By demonstrating authority
    You position yourself to gain trust
    and practice sound salesmanship throughout the process
  • 22. Finding Jim Raffel
    http://JimRaffel.com
    Twitter: @raffel
    jim@jimraffel.com
    http://ColorMetrix.com
    Twitter @ColorMetrix
    raffelj@colormetrix.com
    Cell Phone: 414-732-6954