attract top international clients and scale your business

Premium Webinar Series

5th May 2016

May 2016

Attracting Top International Clients and Scaling Your Business

Webinar Agenda

Payoneer Premium Webinars

Guest Speaker: Anand Kulkarni

Featured Expert: Jonny Steel

Welcome to Billing Service

Twitter - #PayoneerLive

Q&A & Chat Features

Featured experts speaking today

Anand KulkarniAnand is the Chief Scientist and Co-Founder of LeadGenius. Anand is the

recipient of a National Science Foundation graduate research

fellowship in mathematics. Anand was named to both Forbes and

Entrepreneur's 30 Under 30 Lists.

Jonny Steel Jonny is a seasoned marketing and bizdev

professional who has grown several consumer, B2B and fintech companies from startups to successful businesses. Jonny is the VP Marketing at Payoneer,

the world's leading B2B payments platform.

Tweet your thoughts #PayoneerLive

Introducing Anand Kulkarni

President and co-founder LeadGenius.com Work with freelancers on sales problems for 10

years Ran sales at LeadGenius for 3.5 years Former PhD from Berkeley and scientific

specialist in virtual work

National Science Foundation Graduate Fellow

Leadgenius runs virtual outbound sales at scale for some of Silicon Valley’s fastest-growing companies.

LeadGenius runs a team of 500 virtual freelancer sales reps

working from home to support sales teams at lotsof fast-growth companies.

Who have we sold our services to? Clients you might have herad about:

An inside perspective…

We’ve had an inside look at how hundreds of companies buy and sell services and products.

1-person operations to 5000-person powerhouses› We helped them build their sales processes along

the way; we always used freelancers to do it We eat our own dog food – this is stuff we use

ourselves every day.

What I’ll share with you tonight:

What works well when finding and pitching international clients

Standing out from your competition

How to nurture and benefit from long-term client relationships

Attracting the Best International Clients

Buying a list

You might have tried:

Going to job boards

These are competitive!!

Help clients find you through these same methods

Outbound Sales Inbound Marketing

Building relationships with future clients before

they have a need.

Create online content to help future clients find and trust you online.

Inbound MarketingExamples

Inbound Marketing

Blog Posts Newsletter

s Landing Pages

Facebook Ads

LinkedIn Ads Conferences &

Events

Examples: Writing Blog Posts

Examples: Keeping a Newsletter

Rules of Inbound Marketing

Your content should be helpful andrelevant to the services you provide

Link back to rich portfolios of work and testimonials from

happy clients

Maintain a mailing list of people who sign up to your blog or newsletter.

This is easier than you think!

Write about your business

People who hire freelancers and agencies are interested in these

topics.Share your skills freely!

Inbound works, but…

Inbound marketing takes months to develop.

You need to invest time writing articles & posting them widely.

A very small percentage of readers will turn into clients

Outbound SalesFinding Clients

Outbound Sales

Pitching new clients

Outbound Sales

The way “outbound sales” used to go was like this:

Buy a giant list of names, emails and phone numbers of people who might work at big companies

Send the same email to everybody asking

“do you want to hire me?”

The way “outbound sales” used to go was like this:

Buy a giant list of names, emails and phone numbers of people who might work at big companies

Send the same email to everybody asking“do you want to hire

me?”Buying lists and spamming people does not work!

What’s better: right people, right message, right time

Build targeted lists of leadsFind and rank potential qualified customers by doing your homework

Learn their painFigure out relevant data aboutevery one of those customers

Pitch at scaleWrite each one of those customers a targeted, personal message from a salesperson

Let’s show you how to do it.

Know your market

Study your market

Reach out to everyone in your market

Let’s show you how to do it.

Know your market

Study your market

Reach out to everyone in your market

Grabbing leads

Enriching leads

Nurturing leads

How many people should you contact each month?

If you want to close 5 deals a month…

Do an experiment!

5 closed deals

Do an experiment!

25 proposals (20% close rate)

5 closed deals

Do an experiment!

50 opportunities (50% have actual work)

5 closed deals

Do an experiment!

Contacting 5000 potential clients (1% response rate)

5 closed deals

Do an experiment!

416 hours (at 5 min/pitch)

Contacting 5000 potential clients (1% response rate)

5 closed deals

Your first team

Manager/QA staffer (!!!)› Saves you time1

Outreach/writing staffer› Sends emails1

Virtual lead generation rep (SDR)

› Researches new leads1

Start with

Sample results

One team like this can produce 5-10 verified leads per hour 1000-2000 leads per week 1000-2000 emails per week

We run 3x this in house with a dedicated in-house email

marketing manager, since prospecting is fast

Setting up virtual SDRs

Outreach & QA

Lead Generation

Equip your new VSDRs

Give prosapectorsGive researchers

LinkedIn Premium Yesware, Outreach, or

Tout Salesforce/CRM access

LinkedIn Premium Google

Spreadsheets Import.io Rapportive Toofr (verification) Datanyze or

BuiltWith

You can find people to contact via the web!

Your customers are listed on the web :

› Yelp (47M establishments)› LinkedIn (2M Companies)› CrunchBase (650K Companies)› AngelList (289K Companies)› Manta› Specialized databases

Your customers are listed on the web :

› Technology, finance, healthcare, small business

› Specific towns or states

Figuring out how to reach people: three tools

The free tool Import.io allows you to grab structured

lists of people out of any website.

You can research information about each of those leads using services like Rapportive and BuiltWith

Capture the basics to start : title, name, contact data.

After that, try to shrink that list down.

Nurturing Client Relationships

What to say, when?

Use Software for Emailing

This market’s exploding!

Tout Yesware Outreach.io Cadence

(Salesloft)

Sendbloom

Quickmail Intercom Mailchimp

Sidekick (Hubspot)

MailGenius Boomerang PersistIQ

Use Relevant Content

LinkedIn connectionswho do you know in common? what history do you have in common?

Social media activityhave they complained about your competitors? can you say something they wrote about?

Product usagewhat are these folks using in their technology stack?

Coworkerswho else works there on their team? Do you know anybody there?

Hiring patternsare they hiring for roles that use your technology?

Use relevant content to help people know you’re not spamming them.

Pitching LeadsFrom: anand@leadgenius.comTo: sarah@hotlead.comSubj: Michael said you needed SDRs?

Hi Sarah,I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way.

Let me know if you’d like to chat further –we’re doing this for SoldLead8 already.

BTW, congrats on your recent round!Cheers!AK

Subject line = crucial

Don’t use “quick question!”

Make it a custom, handwritten email

Don’t be salesy! Be helpful.

Be genuine + helpful – don’t spam.

Show social proof.

Prove you’re not a robot – include personal

Double-Tap: LinkedIn profile view on the same date!

Mass CustomizationFrom: anand@leadgenius.comTo: sarah@hotlead.comSubj: Michael said you needed SDRs?

BTW, congrats on your recent round!AK

Compelling event

LinkedIn… (obviously)

Comparison through our past clients to find potential customers in their sector

Background Research

One mail isn’t enough.

Try to create value over time with an ongoing conversation

For happy clientscheck back every 12 weeks.

If a client is happy ask them to give you a

referral to someone else!

Don’t just say “hi” ask when any upcoming projects will come up and write it down.

Email doesn’t end after someone has bought from you!

Standing Out from the Competition

Send Good Emails (personal)!

Don’t send generic emails listing every service you offer!

Try Channels Besides Email!

Consider non-email channels(InMail, Facebook, Twitter)

Ask for referrals from your own network to figure out how to get into your target accounts. Do you know anyone who works at a big company?

Be helpful and authentic! Don’t sound like your message is generic or it will get deleted.

Modernize your Website

Crowded, low-quality

Clean, minimal

Match your Inbound to your Outbound!

Share targeted content aimed at your audience at the same time as an email campaign. (LinkedIn, email). Ask

marketing for help.

Blog Post Dedicated Landing Page Outbound

Monitor your team closely to make sure it works

Tell me what’s working for you!I love hearing success stories and helping

freelancers & entrepreneurs succeed

@Polybotanand@leadgenius.

Reaching out to Anand

Introducing Jonny Steel

As VP Marketing, Jonny spreads the word about Payoneer empowering global commerce by connecting businesses, professionals, countries and currencies with its innovative cross-border payments platform.

A little about

Payoneer Overview

Payoneer’s Offering

Payoneer Partners

Welcome to Billing Service

Lower FeesSave up to 90%

Faster PaymentsQuicker than international wire transfer

More FlexibilityCredit Card, eCheck Local Bank Transfer

Billing Service

Two ways of working internationally:

Billing ServiceGlobal Payment Service

Directly with Clients Via Marketplaces

Mass Payout Service

Connect immediately with Payoneer’s 2000+ partners

Via Marketplaces

The problem with working directly:

Global Payment Service

Directly with Clients ComplexityThe international payments industry is overwhelming for service providers & clients

CostCurrent payment methods are not cost-effective for both parties

Late Payments58% of service providers have had or will have issues receiving payment on time

Billing Service

Payoneer’s solution: Billing Service

How it Works

Log in to Payoneer

Fill out the details of the payment and we’ll send the client an email on your behalf with instructions on how to pay

Funds are sent to your Payoneer account or Payoneer Prepaid MasterCard®

Click ‘Request a Payment’ (get the step by step instructions here)

(users in India will get paid directly to their local bank account)

Billing Service: Features

Send payment requests in advance

Track your payment requests

Schedule reminders to avoid being paid late.

Coming Soon

Manage your payments by easily adjusting their status

New Features

Attach invoices and other documents to your requests

Create automatic reminders for repeat payment requests

Benefits of the Billing Service

Lower FeesUsers save up to 90% on transaction fees

Faster PaymentsQuicker than international wire transfer

More FlexibilityCredit Card, eCheck Local Bank Transfer (via the Global Payment Service)

Security/ TrustClients pay via a trusted global brand

Available payment methods:

Everything you need to get started:

New! Bill Clients Directly from Payoneer!Service Launch Blog

How to Request a Payment Blog

Sign Up to Payoneer: Start Billing Clients

Sign Up to Payoneer & Start Using Billing Service

How to Request a Payment with Payoneer

Sign Up to Payoneer: Start Billing Clients

Already a Payoneer User: Starting Using Billing Service Now

linkedin.com/jsteel118 blog.payoneer.com/author/

jonny/

Reaching out to Jonny

Get in touch with Jonny!

Time for your Questions

attract top international clients and scale your business

Economy & Finance

how to attract a hungry swarm of clients - filex 201111

how to attract new clients immediately - amazon...

how to attract clients for your own business

3 ways to magnetically and effortlessly attract clients

legal blogging: how to educate and attract new clients

make your salon website attract new clients

how to attract a never-ending stream of ideal clients

how structural engineers attract data center clients...

quick guide to build your own ebook to attract more clients

how to attract sales prospects - tactics to help find...

free trulia tools to attract more clients with charis moreno

how to attract recession-proof clients and ensure your

b2b freelance copywriter websites that attract clients...b2b...

right now your ideal clients find & attract...find & attract...

attract more clients right now, via google business view

how to leverage amazon.com to attract new clients, day 1

how to attract new clients to your firm

how to find and attract dream clients - flying solo...how to...

3 ways to attract clients using linkedin

how to attract your ideal clients more easily