EXPERIENCE – Organic LinkedIn Like A Master!

Stage 1: LinkedIn Profile   

Objective: To create an All-Star LinkedIn profile (and reasons for this)   

  • Optimising the LinkedIn settings effectively    
  • Personalising your unique elements for a brand image   
  • What to include and what not to include in each section!    

Individual activity – To update their personal profile during this session   

(Handout provided: LinkedIn Profile Guide)      

Outcome: A professional & credible LinkedIn profile. LinkedIn prioritises All-Star profiles   

Stage 2: LinkedIn Searching

Objective: To know how to use the various search functions on LinkedIn   

  • Recap regarding the LinkedIn profile stage (checking updates have been done)   
  • Learning how to search for target clients, their customers, and their competitors!   
  • The importance of your LinkedIn connections and the Do’s and Don’ts of LinkedIn   
  • Groups – which ones to join and how to engage with like-minded people    

Individual/group activity – Generate a list of potential clients to contact   

Outcome: Using the LinkedIn network to identify and find your future clients  

  

Stage 3: Social Media Marketing

Objective: To embrace social media marketing to enhance credibility and branding   

  • What content to post for your target market – How, what, why, and when?    
  • Your SSI and the application of this LinkedIn metric    
  • The message of your social media posts and developing a series of posts   

Group activity – Create a post together in small groups and post on to LinkedIn, i.e., promoting a specific service/product     

(Handouts provided: Best Post Timings and Weekly Post Strategy)      

Outcome: Improve your SSI scores   

Stage 4: The LinkedIn Sales Funnel

Objective: Use LinkedIn as a social selling tool, understanding the process from connection to conversion with a LinkedIn member   

  • Utilising LinkedIn to research your future clients and build relationships prior to calls/meetings    
  • A 10-step framework for engaging and converting new prospects   
  • Including how and when to private message clients for a response   

Individual activity – Send a private message to a client to arrange a meeting    

(Handout provided: LinkedIn Message Guide)   

Outcome: How to write private messages to prospects that turn in to meetings!   

Feedback: 

“I’ve been a user for many years and still learned a few useful tips!” (November 2023)  

“Great workshop, highly recommended. Thank you, Jamie. We’ve already started to implement what we learned this week.”   

“Thanks for the LinkedIn info. I’ve updated my profile as a result!!!”    

Results:   

“My inbox is full of messages and replies, which has all come from commenting on posts.”     

Within 2-3 weeks – Mike’s LinkedIn professional connections grew by 6%.   

Stage 5 (Bonus Session): The Company Page on LinkedIn  

Objective: To understand how to maximise the elements on the LinkedIn company page. As well as the differences between a company page and personal LinkedIn page.   

  • Create, edit, and transform your LinkedIn company page
  • A technique to grow your company page followers!
  • Top tips for using both your personal profile and company page 

Successes: 

“One year on and we are posting regularly with better content and we have a 600% increase in followers to our company page.” 

For a chat regarding this LinkedIn training for your business, contact Jamie Martin on 07599 332178 or Jamie@correctcareerscoaching.com

Jamie works with companies globally to enhance the employee’s B2B selling capabilities for generating and converting prospects. Jamie also improves the sales process and strategy to increase your gross sales by winning and retaining clients.

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder) of Correct Careers Coaching – An award-winning Modern LinkedIn Training, Sales Training, and Sales Strategy Business.

www.correctcareerscoaching.com

LinkedIn: Correct Careers Coaching

Twitter: @CorrectCareers

YouTube

Correct Careers Coaching Shortlisted for the 2023 Great British Entrepreneur Awards

Correct Careers Coaching a National-based Sales & LinkedIn Training company, is excited to announce that they have been shortlisted for the prestigious 2023 Great British Entrepreneur Awards in the Service category. This recognition reflects their exceptional entrepreneurial spirit, dedication, and remarkable achievements within their industry.

Now in its 11th year, and previously described as “The Grammys for Entrepreneurship”, The Great British Entrepreneur Awards celebrate the outstanding individuals and businesses that drive innovation, generate employment opportunities, and contribute to the growth of the UK economy. These awards serve as a platform to honor the remarkable stories of entrepreneurs who have overcome challenges, demonstrated resilience, and make significant contributions to their communities.

“I am chuffed to have been shortlisted for this catergory and congratulations to everyone else who has been shortlisted too,” said Jamie Martin, Founder & Managing Director at Correct Careers Coaching Limited.

The Great British Entrepreneur Awards have become one of the most coveted accolades for entrepreneurs across the UK, celebrating the nation’s diverse entrepreneurial landscape. The awards ceremony will take place on November 20th 2023 at London’s Grosvenor House, where industry leaders, innovators, and influencers will gather to celebrate the achievements of the finalists.

Founder of The Great British Entrepreneur Awards Francesca James says “Every year I am blown away with the quantity and quality of applications we receive, and this year is no exception. The Great British Entrepreneur Awards receives thousands of applications annually and the competition is tough. I am truly inspired by the remarkable accomplishments of this year’s finalists. Their collective achievements of generating over £2.7 billion in turnover and employing over 33,000 people demonstrate the exceptional impact they have made in their industries and communities. These entrepreneurs exemplify the spirit of innovation, resilience, and growth that drives the entrepreneurial landscape in the UK.”

The Service category recognises a category that celebrates the exceptional vision, leadership, and innovation of entrepreneurs who have built successful businesses in either consumer or professional service industries.

Correct Careers Coaching has excelled in the service industry. Their commitment to supporting business-to-business companies has allowed them to make a significant impact in the Sales and LinkedIn Training sectors and set new benchmarks for success.

Correct Careers Coaching is proud to have reached this stage and is grateful for the support received from their customers, partners, and the community. The recognition of their hard work by the Great British Entrepreneur Awards further motivates them to continue their journey of success and inspire others in the entrepreneurial ecosystem.

For more information about the Great British Entrepreneur Awards, please visit www.greatbritishentrepreneurawards.com. To learn more about Correct Careers Coaching, please visit www.correctcareerscoaching.com

About the Great British Entrepreneur Awards:

The Great British Entrepreneur Awards, now in its 11th year, celebrates the achievements of the UK’s most innovative and forward-thinking entrepreneurs. These awards highlight the exceptional contributions entrepreneurs make to the economy and society as a whole. For more information, please visit www.greatbritishentrepreneurawards.com

About Correct Careers Coaching:

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder of Correct Careers Coaching) is an award-winning (10x) sales professional, Modern Sales Coach & Trainer, cocreator of a B2B sales e-Learning course, as well as an author, podcaster, and speaker.

Jamie is passionate about sales strategy, social media, and sales training to help businesses improve their revenue and processes. Focusing on selling to different personalities!

Jamie helps streamline business sales strategy – enhancing a strategic approach to selling, resources, developing employees’ sales skills, ICT/materials utilised during the sales process, etc.

Jamie delivers modern sales training (full sales cycle) including social media marketing/prospecting, lead generation, new business conversion, client relationship management, negotiation, as well as my own pioneering programme – Sales Psychology.

  • Jamie has 13+ years’ (B2B & B2C) working within the corporate sales, marketing, media, and recruitment/headhunting world
  • Jamie (Correct Careers Coaching) has provided sales training to over 40 different industry sectors
  • Worked with all levels of business and all size companies (Start-up to £106+ million turnover)
  • Following Jamie’s social media training; a client increased their LinkedIn profile connections by 6%, profile views were also raised by +2000% from previous week
  • Following the sales training and strategy; a client doubled their customer base

Press Contact:

Jamie Martin

Managing Director

Jamie@correctcareerscoaching.com 07599332178

Your Business Brand in the Modern Sales Environment…

#Top Tip 1 – How millennials make buying decisions?

Millennials are the first generation brought up in a technology-led world. It is the ‘norm’ for us to research online when deciding to purchase something.

Here’s an important factor that impacts millennials’ buying decisions:

75% of millennials research a company on social media before deciding to buy a service or product from them (Correct Careers Coaching, 2020).

This behaviour is the same for meeting someone in person – and they are a Millennial – they will still check you out online/social media before deciding to buy from you. This research is now part of the face-to-face buying process – the two things are becoming inextricably linked.

🎤🎤🎤

#Top Tip 2 – Your Social Media Channels!

If your business is not visible on social media – will a millennial:

  1. Buy from you?
  2. Choose your service/goods over your competitors?
  3. Get in touch with you to sell you a service or product your business needs?

A C-suite contact I was speaking with last week, asked me – “Jamie do you think you are doing too much on social media.” Those were his thoughts from his generation.

However, for a Millennial who is used to tracking the ‘story of their day’ on social media – what is too much? Their ‘too much’ is likely to be far more nuanced e.g., too many passive-aggressive quotations, too much ‘woe is me’ or too much ‘don’t I look great’, or too many selfies.

We must accept that social media is, for millennials and Gen Z, a vehicle to document their lives, loves, and hates, also to keep connected with their friends. It’s a personal news service for them and applying the mantra to an older generation who didn’t grow up with that, doesn’t change that reality. After all, it’s the Generation X who created the internet. They created the environment for this to happen.

If you think and operate in that way – then you will inevitably be influenced by the products and services, you see online – being experienced by others you respect. You will feel safer doing your own research before deciding to make any investment.

🎤🎤🎤

#Top Tip 3 – The future of digital communication…

I don’t always receive engagement on my social media posts, however, when I speak with my business network, they remark positively about my business Correct Careers Coaching – the majority of these remarks are from Millennials – stressing my company’s services and brand are being seen.

Communicating and the language used to and from Millennials is different! Especially in a changing business world post-COVID-19.

Businesses need to embrace developing their millennial staff to sell differently utilising modern techniques such as social media. They also need an understanding of how to engage with older generations.

This might be as simple as improving their technique on that instrument we call the telephone. Is this part of your organisation’s induction or training programme?

🎤🎤🎤

Jamie works with companies globally to enhance the employee’s B2B selling capabilities for generating and converting prospects. Jamie also improves the sales process and strategy to increase your gross sales by winning and retaining clients. 

🎤🎤🎤

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

About
https://www.linkedin.com/in/jamiemartin111

How to Sell to Different Personalities?

#Top Tip 1 – Individual Prospects

There’s a term called science-based selling, it looks at the customer buying journey; from Neuro linguistic programming, social psychology, and business economics, it looks at what the customer experience is like.

So how do we know our prospects’ personalities?
Look at the data, social media profiles, check their testimonials, initial correspondence with the prospect, etc.

How are you now approaching your prospects? Are your sales ‘touchpoints’ personalised?

If you lose the emotional buy-in with a prospect during the customer buying journey, they could go to a competitor.

Make sure your sales strategy and sales process focus on the individual prospect.

Tony Robbins: “People who are like each other tend to like each other.”
 

☎☎☎

 
#Top Tip 2 – Communicating with Prospects
 
No one likes being sold to, the prospect needs to feel in control.

Communication is the key; some people prefer to communicate more visually. So that could be via video conferencing. It could be by graphics. Some people prefer auditory communication, e.g., by phone or listening to you on podcasts/radio.

It also depends on the prospects’ style of learning.

On average humans have about eight seconds of attention span, which is one second lower than a goldfish.

When you are prospecting, your correspondence with the prospect should reflect their communication and learning style; whether it’s social media, website copy, marketing emails, etc.

Start at the beginning – find out how prospects’ preferred communication and learning style!
 
 
☎☎☎
 
 
#Top Tip 3 – Software for Selling
 
https://www.crystalknows.com/ – is software that gives you the personality of a prospect via LinkedIn.

What if you knew your prospects’ likes and dislikes, their characteristics, and attributes?

Could you approach your prospect utilising written correspondence, video, or audio communication?

If a prospect responded to your initial approach, try again with different sales touchpoint.

If the prospect responds to your initial approach, make a record this information for future reference.

For example, one of my clients would only be available to speak on Wednesday’s at 4pm and another client only on WhatsApp.


With understanding the prospects’ personality and the most appropriate communication approach – You’ve already built a strong rapport with the prospect; this will help you against your competitors during the pitching stages…

 
☎☎☎


Jamie works with companies globally to enhance the employee’s B2B selling capabilities for generating and converting prospects. Jamie also improves the sales process and strategy to increase your gross sales by winning and retaining clients. 

 
☎☎☎
 

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)
Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.
 
Jamie@correctcareerscoaching.com and 07599 332178
https://correctcareerscoaching.com
https://www.linkedin.com/in/jamiemartin111 

Techniques to Improve Your Memory

#Top Tip 1

In sales and business, remembering information and advice can be challenging.

Here are some techniques to improve your memory:

  • Write things down & rehearse the information (study for 30–50 mins with 10 min break)
  • Chunk information into smaller notes and revisiting the key points
  • Use acronyms to remember key benefits or features for your business or others.

💫💫💫

#Top Tip 2 – Useful during client pitches

  • Use storytelling (effective for your memory and your clients)
  • Don’t forget to mention case studies, statistics/figures (easy to remember)
  • Read more/listen to podcasts to understand the business environment and industries

💫💫💫

#Top Tip 3 – How to improve memory retention?

  • Learn when experiencing good smells, as the smell sense has the biggest link to memory
  • Exercise helps with memory retention
  • Practice until perfect! (Working memory)

💫💫💫

Jamie works with companies globally to enhance the employee’s B2B selling capabilities for generating and converting prospects. Jamie also improves the sales process and strategy to increase your gross sales by winning and retaining clients. 

💫💫💫

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

About

https://www.linkedin.com/in/jamiemartin111

You Need to Understand your future Client’s Buying Personalities and Behaviours!

*The below will have an analogy with the animal kingdom. 
 
#Top Tip 1 – The Lion

Your Client: Starts the buying process
 
Due to your Lion clients being very sociable, they will understand the reasons for a new purchase (to benefit others) and who requires to be involved. They would be good at delegation or persuading others during the buying process to end with the desired outcome.
 
Unlikely to be concerned with the facts – just want an efficient result.
 
 
Regarding a buying decision: The Lion are the clients to build rapport with, Know, Like, and Trust (KLT) will serve you well when corresponding with Lions during the buying decision process. They understand a need for your service or products but will not be fooled by gimmicks and cliches. Lion’s will; buy from the Lions!
 
💪 💪 💪
 
#Top Tip 2 – The Chameleon
 
Your Client: The employees who use your service/product

Your Chameleon client understands from all angels how your service/product will provide a return of investment for them/team/department. This client will likely also be the influencer or closely connected with them – where they will work together to achieve their outcomes for a buying decision. You will need to be prepared to persuade two potential decision makers (User and Influencer) and building relationships with both is vital.
 
Likely to want to know all the benefits and features of your service or product. Testimonials and case studies will be good resources to win the User over.
 
 
Regarding a buying decision: The Chameleon does not have an urgent need and may change their buying thoughts many times during the purchase process. Certainly, nurture the Chameleon but do not go in for the hard sale, the Chameleon wants plenty of time to decide on proceeding. The Chameleon’s would be the amber or red on a traffic lights system.
 
💪 💪 💪
 
#Top Tip 3 – The Shark
 
Your Client: Final decision on the purchase or your service/product
 
Your shark client will react to their gut emotion. They would have needed to be convinced by you/other decision makers during the buying process to proceed. If their ‘buy-in’ was strong, usually a quick decision will follow.
 
Likely to be focused on the outcome your service/product provides – a demonstration would be an ideal way to close the deal with the decider.
 
💪 💪 💪
 
Regarding a buying decision: The Shark will make an urgent and emotional buying decision to proceed with you or not, as there is a need for your service/product – you need to be swift in your prospecting techniques and follow-up to convert a shark. The Sharks are your money maker, do also consider the volume and value of a long-term relationship when proceeding with a shark.
 
💪 💪 💪
 
Jamie works with companies globally to enhance the employee’s B2B selling capabilities for generating and converting prospects. Jamie also improves the sales process and strategy to increase your gross sales by winning and retaining clients. 
 
💪 💪 💪
Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)
Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.
 
Jamie@correctcareerscoaching.com and 07599 332178
https://correctcareerscoaching.com
https://www.linkedin.com/in/jamiemartin111 
 

How to close a sale and when?

#Top Tip 1 – HOW


The modern sales environment requires you to be innovative, visible, and memorable. How to do this? Try a multi-channel approach to selling:

  • Social Media, primarily LinkedIn
  • Calling and video conferencing
  • Post brochures and merchandise
  • Paid ads
  • Email Marketing
  • Your website and SEO
  • Newsletter
  • Podcast
  • Etc…

⭐⭐⭐

#Top Tip 2 – WHEN

From one of my surveys, 83% of Sales Professionals feel they require support in using social media for building business relationships (Correct Careers Coaching, 2019).

Do you know the best times and day to post on your preferred social media channels? And if you do… are these the times your prospects are socially active?

The general rule is that Tuesdays and Thursdays are good for prospects answering calls and emails, however, I call a director at 8am on a Monday morning and this was the only time I could reach them.

⭐⭐⭐

Follow-up is key to success… 24-48 hours after a pitch meeting is recommended. Continue to correspond with your prospect until you know if they wish to proceed of not.

Jamie works with companies globally to enhance the employee’s B2B selling capabilities for generating and converting prospects. Jamie also improves the sales process and strategy to increase your gross sales by winning and retaining clients. 

⭐⭐⭐

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.

Jamie@correctcareerscoaching.com and 07599 332178

About

https://www.linkedin.com/in/jamiemartin111

Create, Commit, Close via Sales Pitches… 

The sales pitch meeting:
Every sales pitch is different, every decision maker will want something personalised, and every conversion needs to be bespoke!
 
#Top Tip 1

If you have had no formal sales training, you need to understand the stages of a pitch meeting and how to adapt your approach to the communication style of the prospect. Some stages are outlined below:
·         Introduction
·         Building Rapport
·         Questioning
·         Needs-based Selling
·         Objection Handling
·         Negotiation
·         Conversion
·         Follow-up
 
🏆🏆🏆 
#Top Tip 2 – Let’s look at one of these topics in more detail.
Building Rapport:
 
If we are being honest, no one likes to be sold to. The renowned sales term: Know, Like, and Trust (KLT) is even more important now for building rapport. Remember experiencing that ‘gut feeling’. It is similar when selling to another person.
 
A prospect is likely to engage with you through the pitch meeting if you take the time to listen and care about their values and interests. Building rapport should occur early on within the conversation, in my experience, a strong rapport built can make the negotiation and closing easier.
🏆🏆🏆 
 
 
#Top Tip 3 – And another topic most of us find challenging.
 
Handling Objections:
 
There could be several objections from the prospect, e.g., the costs, the prospect had tried a similar service or product before and did not receive the desired results. Before providing an answer to an objection – you need to uncover if this is the only reason or if there is anything else stopping the prospect from proceeding to buy? This will help personalise a response.
 
Respond with needs-based selling techniques, e.g., what if my service or product solved the problem you mentioned during our conversation? Deliver an anecdote of a similar situation with a previous customer.
🏆🏆🏆
 
Ultimately, to win sales pitchers, you should focus on the needs of a prospect; how your service or product will make a significant impact on their business in current markets.
 
 
🏆🏆🏆
 
Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)
Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.
 
Jamie@correctcareerscoaching.com and 07599 332178
https://correctcareerscoaching.com
https://www.linkedin.com/in/jamiemartin111 
 

Create, Commit, Close via Social Media… 


Social media and using it for selling:
The business environment has changed and the approach to how we sell and buy has changed too.
The traffic within the digital world is continuously increasing, you need to embrace proactive behaviours on digital channels like social media to be visible and communicate a consistent message to your customers.
There are various social media channels: LinkedIn, Facebook, Instagram, Twitter, etc. Social media is for information sharing – what are you an expert in? Do you write blogs about thought leadership?
Your credibility and authenticity are fundamental to generating a successful sales pipeline. If you are researching your prospect’s social media profiles, they will be doing the same on yours.
#Top Tip 1
Start at the beginning by creating a refined and enticing profile where your ideal customer profile knows exactly what you do and why?
✅✅✅ 
 
Social media profiles and their benefits: 
Your current customers can sell your services for you!
The recommendations, reviews, or video testimonials displayed on your profile will provide evidence of the results and outcomes you have provided to the businesses you have worked with.
Prospects researching your profile will feel fear of missing out if they don’t do business with you also.
#Top Tip 2 – You have found an ideal future customer on social media:
1.   Who are their customers?
2.   Who have they received a testimonial from?
3.   Whom are they engaging on posts with?
4.   Use social media as a digital channel to identify your future customers within the business ecosystem. 
✅✅✅
 
Why social media marketing is essential?  
How often do you post on social media? What content do you post? More importantly, what is the next steps you take with the engagers of your posts? 
These are questions most individuals/businesses ask themselves when reviewing their digital sales strategy and process.  
How will your service or product benefit businesses and customers? If you are not doing social media posts sharing this information, how will your prospects know what you are selling? 
From one of my surveys, 83% of Sales Professionals feel they require support in using social media for building business relationships (Correct Careers Coaching, 2019). If you feel the same, seek the training you require in this area.  
#Top Tip 3
If you do not embrace and commit to using social media, you are missing out on boosting your sales to current markets, i.e., LinkedIn has over 55 million companies. Utilise social media to stay visible, promote your brand, engage with new prospects.  
You have an exceptional social media profile, you are doing the habit of social media marketing, what next?
✅✅✅ 

Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)

Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business. 

Jamie@correctcareerscoaching.com and 07599 332178

About

https://www.linkedin.com/in/jamiemartin111

How are your negotiation techniques?


#Top Tip 1

What to think about before negotiating?

If you are thinking about negotiating/discounting your service or product to a client; the reasons should be for the value of working with this client.

After discounting from your full/standard prices with a client, it may be difficult to increase the price in future sales.
The value questions you should consider are: will you receive repeat business? Is this sale a large volume? Is this sale of high value?

Does this client have an internal network/referral base that will give you further business?

⚙⚙⚙
 

#Top Tip 2

Only negotiate in person/video conference…

Face to face with a client during negotiations will benefit you instead of negotiation over phone, email, etc.
In person, you can read the expressions and body language reactions of a client.

Read the buying signals (93% is nonverbal communication) from the client e.g., the questions they ask you about your service/product.

Use your judgement to decide when to stop the negotiation and close the sale. It is also easier to have a proposal/deal signed when you’re sitting next to the client.

⚙⚙⚙

 
#Top Tip 3

Close quickly with less options!

During the negotiation stages close the sale soon, if the client has too long to think about proceeding with the purchase, they are more likely to not proceed or want to renegotiate further.

Clients will take longer deciding if you provide them with too many options; when pitching and negotiating only provide 1 or 2 options to the client to increase the chances of a sale within a shorter timeframe.

⚙⚙⚙
 
 
Jamie Martin BSc (Hons), PGCert (Managing Director & Founder)
Correct Careers Coaching – An award-winning Modern Sales Training and Sales Strategy Business.
 
Jamie@correctcareerscoaching.com and 07599 332178
https://correctcareerscoaching.com
https://www.linkedin.com/in/jamiemartin111