marketing – Correct Careers Coaching

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.

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#Top Tip 2 – Your Social Media Channels!

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

Buy from you?
Choose your service/goods over your competitors?
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.

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#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?

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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.

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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!

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**#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.

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**#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.**

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**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.

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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…

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#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.

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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.

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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

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**#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.
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**#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.
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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.

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**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?
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**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.
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**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?
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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?

How to convert sales using Psychology?

#Top Tip 1

Start at the beginning – Create a sales pipeline/prospect list for your Ideal Customer Profile (ICP). This could be your customer’s customer, your customer’s competitor, or other business within your customer’s supply chain.

Create a cadence (sequence of actions) with personalised sales touch points, i.e., the communication you have with a prospect while pitching to them.

Examples of communication:

Phone call
Email marketing or newsletter
LinkedIn private message
Handwritten letter posted
WhatsApp Message
Voicemail
Send a gift
Video Conference/Face to Face meeting
Referral

And so on and so on…

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Take your time to develop a sales strategy and sales process to build long-lasting relationships with the customer during the buying journey.

Repeat, analyse, and adapt your sales process to convert more customers effectively!

#Top Tip 2

Each individual prefers different communication styles – visual, auditory, and kinesthetic.

Ask your prospect how they prefer to be contacted, i.e., by phone, by email? And what is the best day and time to contact them?

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Take your time to research your prospect/future customer via social media, their website, other media channels. Learn more about their personality and interests.

When you find a common ground between you and your prospect, it will be easier to build a rapport with them during the sales pitching stages.

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Signposting is a powerful technique in sales. During your correspondence with your prospect, guide the prospect towards conversion by telling a story/case study for them visualise what the outcome or results will be when they work with you. For example, you will increase their turnover by 22% within the next quarter.

#Top Tip 3

It is challenging to remember all you need to say and do when sales pitching!

Use psychological techniques to improve your memory and sales conversions:

Write things down into bite size ‘chunks’, to learn and rehearse information
Speak words/scripts aloud (to identify any errors in your pitches)
Acronyms help to remember key benefits or features of your service/product
Providing evidence of statistics/figures to your prospects will certainly grab their attention!
Learning when experience good smells or doing exercise improves memory retention
Take the time to practice your pitches until perfect!

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If you would like to know more how Psychology can help you increase your business sales and customers, contact Jamie (details below) regarding his ‘Sales Psychology’ sales training programme:

https://www.linkedin.com/pulse/sales-psychology-try-unique-approach-increase-your-jamie/?published=t

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

What can Psychology teach us about Selling?

#Top Tip 1

A strong rapport with your prospect will secure that meeting, improve conversion during the buying process and build long-lasting relationships.

Bob Burg states the renowned Know, Like, and Trust phrase (KLT)

Why is this important to know?

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Know – You are more likely to win the business if you are referred by someone. Building a strong network of supporters is key to business success!

Like – Have you researched your prospect via their LinkedIn profile/other channels? Do you know their interests? Communication style? Their recommendations? Mutual connections? Etc. Start a conversation with a common ground and your prospect will give you the time to develop relationships.

Trust – Have you provided your prospect with evidence of your service/product? I.e., a testimonial, case study, LinkedIn recommendation.

Tony Robbins – “When people are like each other they tend to like each other.”

#Top Tip 2

Personalise your communication to your target market/ICP (Ideal Customer Profile)…

Apply the AIDA concept by Frank Hutchinson Dukesmith:

A = Attention

I = Interest

D = Desire

A = Action

Why is this important to know?

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Your prospect will buy based on emotion. They want to feel that you have spent the time to understand their problems/needs and provide solutions for their business.

Automated social media posts or email marketing is too generic for them!

Any copy you distribute to your prospect should grab the attention of the decision maker. It should be industry and terminology specific. Why should they use your service/product over your competitor? Will it achieve their 2022 goals?

Don’t forget to include a call to Action.

#Top Tip 3

Understand how your prospect prefers to communicate…

Dale Edgar’s research highlights that when we are learning new information, we retain 10% (when reading), 20% (when hearing), 30% (when seeing), and 90% (when doing).

Why is this important to know?

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When you pitch, your prospect might not retain all the information you speak!

Make sure you have some visuals and a demonstration.

Is there a practical activity you can do with your prospect? This could be possible with a product. If you provide a service, why not ask your prospect to speak with one of your previous clients to find out how your service benefited them.

If you would like to know more how Psychology can help you increase your business sales and customers, contact Jamie (details below) regarding his ‘Sales Psychology’ sales training programme:

https://www.linkedin.com/pulse/sales-psychology-try-unique-approach-increase-your-jamie/?published=t

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

Will Automation Increase Your Sales?

AI (Artificial Intelligence) and technology are improving our efficiency and productivity within business, especially as the digital world continues to enhance, but are we losing the personal approach with our future clients?

If you are going to use automation for selling – make sure it provides you with the return of investment!

#Top Tip 1

Research the market for the right automation product for your ICP (Ideal customer profile), consider industry, size, product/service, etc.
Do a trial of this product, if possible, does it provide you with the results you are looking for?
Have you/the staff had training on how to use all the features?

#Top Tip 2

If you are going to use automation when selling – is it personalised?

✅ Does it reflect your prospect’s communication style? Some people prefer visual over auditory…

✅ Will it be seen by the prospect? For example, if it is email marketing, you might need to customise the settings, so it is received by the reader at the ‘best’ day and time they usually open emails.

✅ How often will the prospect receive something automated? Don’t overdo it or they may opt out!

#Top Tip 3

Types of automation to consider to for your business:

Sales Enablement – resources and tools to convert business in to sales
Recruitment, onboarding, and employee engagement
Data input, processing invoices/claims/purchase orders
Chatbots, customer support, IT help

Your staff is one of the most important elements to retain in a business – make sure any automated processes benefit the staff as well as the business.

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

To use LinkedIn or not to use LinkedIn?

LinkedIn has nearly 800 million members, 55 million+ businesses, and in more than 200 countries across the globe.

If you are not using LinkedIn for business, you are missing out on opportunities with a vast number of professionals!

#Top Tip 1

How to connect with prospects…

You need to give a reason for someone to ‘Connect’ with you. Do you have a mutual/ connection/s? Did you have a conversation at a networking event? Did a business contact advise you to approach this prospect?

Or do you want to use their services? And give them a LinkedIn ‘Recommendation’ ⭐

The WHY is important when sending a connect request. Some people on LinkedIn will be near to their connections quote and will be selective on who they accept.

If your connection request wasn’t accepted – why not ‘Follow’ this prospect instead and you can still engage with their social media marketing.

#Top Tip 2

Engage with your Followers…

Reciprocity! If you, ‘Like’, ‘Comment’, and ‘Share’ on your connection’s post/articles, the more likely they are to return the gesture. The more engagement on your posts will increase the organic reach, as well as the audience of your connections.

The more visible you are on LinkedIn, the more awareness you and your brand will have on this channel.

If you’re going to send a prospect a private message – your engagement needs to be detailed and personalised.

Some examples:

Excellent post/article you have just written on LinkedIn…
Thank you for liking my post about…
I see you are interested in… and we are also part of the same LinkedIn group …

Turn a cold contact into a warm relationship by building rapport consistently with prospects on LinkedIn.

#Top Tip 3

Social Media Marketing…

Are you embracing social media marketing? Your competitors will be!

Whether you post daily or occasionally, make sure you do post. The more you do social media posts, the more your current customers and future customers will remember you and be aware of your services/products.

You can post about:

👉 Industry news or your business market updates

👉 Staff achievements and socials

👉 Client wins and testimonials

🔥 Do include a video or graphic – this will grab your readers attention!

Or create a ‘poll’ – a simple question can generate useful insights and statistics to share as a post with your network.

*Don’t forget to add 3 ‘#’ to your LinkedIn posts!

If you require LinkedIn and Social Selling Training for your business (storyboard attached), contact:

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