Follow up is the gold – From cold to sold to convert leads to sales

6 step process for follow up after meeting a new contact
How to follow up after making new contact.

Nice to meet you, now what. The steps you need to take to turn those new contacts into gold.

Well done. You went out there and connected with some new people. Networking can feel daunting and you did it anyway! And, now what? What’s the secret to converting that new contact into a referral relationship or customer? Knowing what to say and how to say it without sounding cheesy can be a challenge too.

If you need to repeat it, automate it, as they say. So here’s the 6 step process I use and can recommend for you.

  1. Always send a quick thank you email or text the same day or the next day at the latest. This shows respect for the other person’s time by prioritizing a follow up to the conversation right away. It is more important to send this quickly, rather than for it to be a comprehensive or long email.
  2. Be yourself. Authenticity is always a good approach. To pretty much everything. Follow up emails are no different. Since people feel good when you listen to them, include something key you heard the contact you just met say. Use your own “voice” and keep it professional. That doesn’t mean uptight, just respectful.
  3. Make a positive observation about the person, company or project that this contact mentioned. Comment on how you can see this work achieving the goals or being successful. More good evidence of your effective listening skills and this creates the know, like and trust factors.
  4. Summarize the action items you agreed to do and include any you can in this email. If your follow up action requires more time or a separate email, outline how and when you will complete it.
  5. Thank your new contact for the action items they offered. Appreciation is always smart and it can be a helpful reminder to busy people who’s intentions are good and who’s schedules are full. They feel valued. More know like and trust development:-)
  6. Connect with your new contact on LinkedIn, Twitter and perhaps Facebook. You’re building your network and broadening that connection to social media channels is too important to miss. 

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Do you have suggestions for making the follow up after making a new connection even better? Bring it! I’d love to see it, so share your comments below.

Follow up is the gold – From cold to sold to convert sales

Convert cold leads to sold customers with this sales system. From cold to sold.
Convert cold leads to sold customers with this sales system.

Nice to meet you, now what. The steps you need to take to turn those new contacts into gold.

Well done. You went out there and connected with some new people. Networking can feel daunting and you did it anyway! And, now what? What’s the secret to converting that new contact into a referral relationship or customer?

Knowing what to say and how to say it without sounding cheesy can be a challenge too. If you need to repeat it, automate it, as they say. So here’s the 6 step process I use and can recommend for you.

    1. Always send a quick thank you email or text the same day or the next day at the latest. This shows respect for the other person’s time by prioritizing a follow up to the conversation right away. It is more important to send this quickly, rather than for it to be a comprehensive or long email

  1. Be yourself. Authenticity is always a good approach. To pretty much everything. Follow up emails are no different. Since people feel good when you listen to them, include something key you heard the contact you just met say. Use your own “voice” and keep it professional. That doesn’t mean uptight, just respectful.
  2. Make a positive observation about the person, company or project that this contact mentioned. Comment on how you can see this work achieving the goals or being successful. More good evidence of your effective listening skills and this creates the know, like and trust factors.
  3. Summarize the action items you agreed to do and include any you can in this email. If your follow up action requires more time or a separate email, outline how and when you will complete it.
  4. Thank your new contact for the action items they offered. Appreciation is always smart and it can be a helpful reminder to busy people who’s intentions are good and who’s schedules are full. They feel valued. More know like and trust development:-)
  5. Connect with your new contact on LinkedIn, Twitter and perhaps Facebook. You’re building your network and broadening that connection to social media channels is too important to miss. 

Get the 17 sales hacks to convert cold leads to profit, with this free e-Book, “From Cold to Sold”. Download now for free!

Do you have suggestions for making the follow up after making a new connection even better? Bring it! I’d love to see it, so share your comments below.

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5 steps to get new customers on LinkedIn – FREE!

Finding new customers with LinkedIn is actually fairly easy, especially with the new user interface. This social media platform is an incredibly powerful tool. Because most of us don’t know how to use the LinkedIn search tool, we miss out on finding and connecting with new prospects.

So, Here Are My Top 5 Tips for Using LinkedIn to Get New Customers on LinkedIn.

1 – Define Ideal Customer

Your your company’s success depends on how well your understand your ideal customer. In order to communicate the value that your product or service delivers to your customers, it’s essential to understand their pain points and how they seek to solve them. Sometimes this is called a persona or an avatar.

It doesn’t really matter what you call it as long as you identify who you’re targeting, so you know which prospects you’re looking for on LinkedIn.

2 – Start with clicking in the “Search” field. For example, if you sell a service to videographers, type “videographer” in the search box. With no other qualifiers in the advanced search, over 100,000 results come up. Now, you can narrow your focus by adding specific locations, like cities, states and countries.

After focusing on a specific location, I recommend adding the connection qualifier to see who you and your contacts know who meet your ideal customer profile. Connections with people you already know are warmer and easier to nurture.

3 – Narrow results with additional qualifiers. You can narrow the results down by the location by typing in the area you want to search in the location field. Below that field, you’ll see the check boxes for first, second, group and third and everyone else. You can further narrow the field of prospects by selecting these. Select third and everyone else for the broadest list of results. You can get more specific and with other details as well, like industry, past or current company, school and more.

4 – Create your hottest leads list. You can message first connections directly through LinkedIn. You can also access contact info for first connections. Often, they will have email, website and social media details listed.

You can connect with second degree contacts, so go ahead and click the “connect” button next to their names.

Sending an “Inmail” through LinkedIn is an option for reaching out to second connection. I find that it’s not as efficient as some other ways to connect.

Insider’s secret! #5! —> You can connect directly with people who are in groups with you! That’s right! You can connect with complete strangers if you share membership in th same LinkedIn group!. As of this post, LinkedIn allows membership in up to 50 groups. 

A quick message saying you look forward to hearing more about their business and would like to stay in touch is all you need. Finding something specific in the contacts profile or group discussion to mention will make your message stand out.

The easiest way to discover some interesting details, is to look at the contact’s LinkedIn profile and review what they have posted recently, where they have worked the past few years, school they attended and even nonprofits they like. Using a bit of a personal connection goes a long way to begin the conversation and start a potential relationship. Other ideas are to watch videos, view SlideShare or samples of work to get some insight about the new contact. a look at any of these videos like this.

Connecting with the new contact on Twitter or other social networks can be really useful for starting a conversation. Approaching people them from multiple platforms can increase your success rate. and reach out to

Success tip! –>  Making a positive comment about a prospect’s work or post can increase their response rate! Click here to download email templates that work great to connect with new prospects on LinkedIn.

“I deliver a service that helps videographers edit and deliver their videos quicker and more cost-effectively and wondered if you’d be interested in hearing more about this. ”

“I’m a fellow Tarheel and wanted to reach out to you to talk about a tool that I’ve got that will help HR managers work more productively. I went to that Final Four basketball game and it was crazy!

As you can see, researching on LinkedIn can be very powerful! The amount of information you can discover takes a little bit of time but can be like uncovering gold. It’s always good to know people who are successful, so it is extremely valuable to take your time to do your research to uncover the riches available to you on LinkedIn.

I’m looking for specific companies and want to find the contact I need to approach. I may find a contact of mine is connected to the person I’d like to reach out to. I could send him a message asking for an introduction.
“I’d like to meet x and it looks like you and I are both connected to him or her. I’d love to talk to her about what it’s like so you could I could have absolutely do that I could also i wanted to warm it up.

Some more I could look at the organizations and the groups and I could do all kinds of research on where people are what they’re doing and find ways to reach out to them and connect with them

Now we’ve looked at different ways to use LinkedIn’s advanced search to find prospects – people who meet your profile an ideal customer.

  • Jobs
  • Title
  • Geography
  • Group memberships
  • Post and activity
  • Company – past and current
  • School

 

5 Tips to Promote Your Business with Instagram

It’s not too late to get in on using Instagram to promote your business. There’s been lots of buzz about this fast growing social media platform and there’s still time to take advantage of all the good Instagram can do for grow your business.

Promote your business with Instagram
Promote your business with Instagram

Some companies have already done well with it, but it is my opinion is that Instagram has more big growth waves coming.

Use these Instagram tips to bring major growth to your business

Some techniques may #surprise you. Thought hashtags were so 2012? They’re back!

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#1 Use More Hashtags

Max Woolf studied 120,000 photos and likes on Instagram and discovered that using more hashtags actually does correlate to more reach and likes. So, spamming is good?!?! Well, not exactly. Spamming isn’t considerate of others and tends to annoy people. But using many hashtags that are closely related to your post on Instagram is worthwhile. Instagram allows up to 30 hashtags and it’s unclear how many is too many. My advice? Test what works best for your business and use keywords efficiently and liberally. Since long tail keywords tend to be the best, try a few of those first.

#2 Identify Instagram Influencers

In her post “How to Promote Your Business on Instagram“,  talks about collaborating with social media influencers. “As a small business, you should actively research which Instagram influencers are a great fit for your products. Chances are, their followers have the same interests and are potential customers”, Danielle says.

#3 Collaborate with Influencers

Have some fun brainstorming about partnership and collaboration ideas. Are there influencers who could benefit from your service or product? Could the followers of those influencers benefit from what you offer? If not, there may still be a way to nurture a relationship with them. You may be creating content for your own marketing that could be very useful to a potential social media partner.

For example, I have a client who films weddings and is looking to build his referral business with venues and event planners. These businesses want to show the world how beautiful their events are. Since many of them have a lot of followers on social channels, my client upped his social media game to increase his brand recognition.

Because he is one of the first certified videographers in his area to use a drone to shoot aerial footage, he is promoting this market differentiator across Instagram. Also, he noticed that very few venues and almost no planners have any video of their events on their websites or social accounts and even fewer have aerial video.

Recognizing a great opportunity when he saw one, this videographer uses drone footage he already had to help his potential referral partners so that they could market their businesses. As a result, they are blown away by the gorgeous video they have to use on Instagram and Facebook. Also, they are extremely appreciative of the wedding filmer’s generous gift.  Relationship nurturing is easy when we help others achieve their goals.

#4 Share Marketing Content

He has a library of stunning drone video from several weddings at a wide variety of venues. We created a business development program for him to reach out to these prospective partners and offer to provide them with this gorgeous aerial video to share across social channels and websites. It gives them a beautiful piece of marketing and sales content to share, it nurtures the relationship for my client and it cost him nothing. This is all goodness for his brand. Helping his customers grow their digital presence increases the value of his relationship to his customers and prospective customers.

#5 Use Apps to Simplify Posts

Who’s got time to schedule posts on a bunch of different apps? Instagram doesn’t play as well with social media scheduling tools. Grum is a fun app that allows scheduling Instagram posts from a desktop. About time! I like how Grum makes it easier to manage followers and following. Plus, the app provides an easy way to deliver scripted direct messages to new followers. Grum has a cute little messaging like interface.

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Live Video Streaming is How Michael Phelps Announced His Retirement – Not TV

Live video streaming is beating out cable and network TV for celebrity announcements. That’s not all. Life and business is changing radically.

Michael Phelps showed the world how game-changing live video streaming is by announcing his retirement on Facebook Live this week. His fans loved the feeling that they were right there with him and his teammates hanging out in between races in the Olympic village. We loved watching him talk with us as if we are his friends and as he bared his soul, announcing that Rio would be his last Olympics. This illustrates how authentic live video makes the experience feel for the broadcaster and their viewing audience. The unscripted and conversational style allows the viewing audience to connect with the people they watch on live video. It is so comfortable, natural and easy. Of course we love it!

Live video is on fire. Like, white hot fire! I feel like a kid in a candy store because we are at the beginning of a new wave of communication that changes, oh, just EVERYTHING! How lucky are we to live right now!?!

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If the internet was the greatest invention since the car and social media was the great democratization for people across the globe, then live video is the paradigm shift that empowers everyone to become their own broadcast stars. Talk of content being king has been around for years now and recently, video content has become most effective at garnering our ever-shortening attention spans. But live video broadcasting is a whole new and exponentially more captivating dimension.

If a picture is worth a thousand words, then a video may be worth a million and live video is worth a trillion words. Don’t quote me on the math, but there plenty of studies that show our brains are wired to detect and focus on movement. So, while I view all content as having intrinsic value (I myself love painting and drawings), it depends on the context. Of course video content grabs out attention more quickly than still content. Of course it’s more compelling for our brains to watch moving pictures and action than read words. (Sorry, my dear talented writers. People do still love to read. It’s all about context and right now we are talking about the digital screen context.)

Instapage

Moving images + real time live action = incredibly compelling content. Plus, thanks to camera phones and social media, anyone, anywhere with a smart phone can be a live video content creator, aggregator and publisher. How cool is THAT?!?!?

Google introduced video conferencing with “Hangouts” in 2014. Twitter launched Periscope as their live video streaming platform in spring of 2015. Also in spring of that year, Blab went live with their beta version of live video. Facebook Live launched to celebrities in the summer of 2015 and rolled out to most members with fan pages in April of 2016. Less than five months later, Blab shuttered their platform in the same week that Google announced it’s closing down “Hangouts” next month. Google wants everyone to migrate over to YouTube for live video. YouTube has some work to do to make that platform more user friendly.

Now there’s a mad scramble to claim the live video streaming territory. Blab and Hangouts both allowed multiple video hosts to participate. That was really compelling because humans like to watch interactions between other humans more than watching one human monologuing.

Instagram added live video recently. Huzza has emerged as a live streaming platform that offers multiple video feeds and hosts, plus it’s is more stable than Blab ever was. Huzza recently added a beta feature that allows live video broadcasters to connect and stream over Facebook Live simultaneously. It has a few bugs so we’ll see how that works out. Meanwhile Facebook attempted to launch 2 person live video, but it was nothing more than glorified Facetime. Wah-wah-wah. Periscope continues to thrive, since people all over the world can “scope” live to anyone who who wants to watch. It’s easier to get discovered on Periscope than on Facebook. IMO, Facebook might wanna close that competitive gap.

Whatever the live video streaming platforms do this year, this is going to be a fun and wild ride!

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