selling at (and to) a higher level
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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
Trust
• Takes Time• Starts
today• Begins
increasing upon fist meeting
• Can be lost in a split second
Authority
• Takes effort• Starts
today• Continues
to increase and grow stronger over time
• Properly managed hard to lose.
Salesmanship
• The process matters
• Never forget your sales funnel
• Your database and network are everything
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 MediaConfusing – Right?
Social Media & Community Universe
Your Blog
YouTube
TwitterFaceBook
Email Marketing
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
Your Community
Your Blog
YouTube
TwitterFaceBook
Email Marketing
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
Finding Jim Raffel
http://JimRaffel.com Twitter: @raffel [email protected]
http://ColorMetrix.com Twitter @ColorMetrix [email protected] Cell Phone: 414-732-6954