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6 Things Sales & Marketing Have in Common with Farming

While the old analogy, “what you sow is what you reap” probably comes to mind, you might be wondering just what other sales & marketing wisdom can be taken from digging in the dirt. You might be surprised by the similarities, not just in processes but also of the mindset needed to be successful. Sales and marketing today are very different than they were, even just a few years ago. Your ideal clients now have plenty of choices easily available to them and access to the information that will help them make that choice. If you want them to choose YOU, you need to give them a good reason. You need to be easy to find, you need to stand out and most importantly, you need to make it very clear why you are the only choice for them. So how exactly do you accomplish this? You do this by building a relationship and establishing trust with your ideal clients. Oddly enough, building trust and relationships is a lot like farming. Here are the six stages of farming and how you can take these lessons into your sales & marketing to be successful – and yes, fruitful. 6 Sales & Marketing Takeaways From […]

6 Elements of a High Converting Lead Magnet

While great engagement by your online community is essential to a good social media strategy, alone it doesn’t usually generate a lot of sales. Most business need to use social media as a way to find, connect and build a relationship with their ideal clients. But once you have done that, then what? If you want to generate new prospects, clients and sales, then you should be directing these ideal clients into your sales funnel. How do you accomplish this? With a lead magnet. A lead magnet provides value through a piece of content that offers a small chunk of your expertise to solve a very specific problem in exchange for an opt-in (being added to your email list). Because of the specific nature of the problem you are solving, your lead magnet should usually also target a very specific group of your ideal clients. So for example, if I wanted to target sales reps who’s target market is VP of Sales, I might create a checklist with the steps that they should take in order to find more, as well as more qualified, potential leads. Depending on your ideal clients, their industry and their challenges, you can choose from a wide variety […]

A Social Media Strategy is Useless Without This…

Have you ever decided you need to do something to improve yourself, your life or your business? What did you do? Did you create a list of goals and make a strategy to help you achieve those goals? Did you succeed in achieving your goals? If you did, then it is quite likely that you had a plan to put your strategies into action and then followed through each day with that plan. The same is true if you’d like to experience social media success. Even if you have the most profitable social media plan in existence, it would not put a single dollar in to your pocket if you don’t put it into action – every day. “Stop setting goals. Goals are pure fantasy unless you have a specific plan to achieve them.” ~Stephen Covey Occasionally implementing your plan is about as effective as not implementing it at all. To get consistent results from your strategy, you need to take action consistently. That is why you need a Social Media Action Plan. An action plan provides you with the tools and the steps to carry out your social media strategy in an efficient and effective way. It will keep you […]

5 LinkedIn Lead Generating Activities To Fill Your Sales Funnel

Have you been successful at generating leads via LinkedIn? LinkedIn is one of the most used and effective platforms for B2B marketing and lead generation. Before I dive into the five lead generation activities that you can do regularly on LinkedIn to generate more business, I want to qualify what these opportunities are and what they are NOT. Just to be clear, these lead generating activities are not to be used as another chance to sling your sales pitch at potential prospects. Quite the opposite, in fact. These opportunities allow you to directly reach out, connect and build a relationship with your ideal clients, helping them to know, like and trust you. You must develop trust and rapport before you try and have a sales conversation with them. If you make the mistake of pitching your product/service or come off as spammy, you will not only lose the opportunity, you will likely ensure that the prospect wants nothing to do with you in the future. You must earn the right to have a conversation with your potential prospects.  LinkedIn allows you to do this by providing a place where you can have one-on-one, highly relevant conversations with individuals. Here are five […]

3 Steps To an Effective LinkedIn Relationship Building Strategy

It’s not enough to have a LinkedIn profile and hope the leads will come to you. Sure, you can definitely get inbound leads if you’ve laid the proper groundwork by creating a great LinkedIn profile but the real results come from being proactive. Your relationship building strategy is a key part of your sales funnel and if you fail here, it is extremely difficult to turn a prospect into a sale. There are a number of key things your need to do that will greatly improve your success while relationship building on LinkedIn. 1. Do Your Research Good research is key to being successful at relationship building and is the difference between making a prospect feel like a number or a VIP. Time spent on researching potential prospects is an investment, not a time wasting activity. There are a few tools on LinkedIn that will aid you in your research phase. Read Their LinkedIn Profile Obvious but skipped far too often. Not only does this give you more information about someone, it also triggers a notification for them that you viewed their profile. This can often provoke curiosity in your prospects and encourage them to check out your profile (so […]

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