Modern Day Sales Tips | Shared by JB Kellogg & Zak Bigelow | Marketing 360

What's up guys? I have Zack Bigelow with us today. He has tons of experience in sales. He's been a marketing consultant with marketing 360. For quite some time has a sales background is a is a sales director now and really leads a team of sales people and really works with small businesses all the time in all different kinds of industries and talks with them and consults with them about their sales Process and how that leads into marketing and everything else, so I wanted to pull him on today to get some of his insights on sales, and especially with the times that we're living in right now, you know what are some tips on sales? Currently, but also, how do we think ahead to what things are going to look like in the digital landscape and what the world looks like in the future? And how do we better think about how we need to build our sales organizations and and improve upon our sales processes, so that's? What I have Zack on for today to talk about so hey Zack awesome, thanks for having Jay, be excited to be here, absolutely so Zack.

If you just want to jump in you know, what do you think you know what are some things we need to be thinking about. On that front, I think there's, two big things that stand out to me. First, I mean we talk about it all the time, but how does your clients like to communicate? You know in this day and age, people are getting comfortable communicating in a variety of different ways, and so, as a small business owner, you have to think about.

How are you willing to communicate and what systems do you have set up to communicate with your customers? If you know you're, just relying on you get the lead and you call it one time maybe twice, and that's.

All you really do think about the new-age business and how much businesses are evolving during this time and using technology. What if your competitor is sending an email, sending a text, sending follow-up emails and automations same thing with text messages? What if they're? Sending out social posts to their contacts or at least being available the message in that way, and so I just think you know one of the biggest things that we can do is think about how we're communicating and what systems can we make? It put in place to make that automated and efficient that's, a great point, because we always talk about multi-channel marketing, but really it's, multi-channel sales right right and as you're saying that I was instantly thinking Of my daughter, who you know if you tried calling her emailing her, you know you're, probably not going to go anywhere with that.

But if you send her a DM on Instagram, you're gonna have a lot of Internet action there. So how about our yeah totally and I think the small business owners out there? How are you thinking about your customers and where they spend their time, are you actually searching for them on Instagram? Are you searching for them on LinkedIn, you know and then finding those profiles and saving that your CRM and communicating the way they want to, because that's, a huge power tip.

We need to be thinking about how we can communicate the way that they prefer yeah and, just to you know, imagine the feeling that you're gonna have in them when you're willing to reach out on a personal level, Like that and then to just the level of trust right, we're, always talking about as much trust as you can build up in your business and your brand before you even get to the sales pitch increases your likelihood of closing that sale.

You know, oh, this is a business that communicates with text messaging worst case. Something goes wrong or I'm unhappy with something I'm gonna be able to shoot a quick text and I'm sure this business is gonna work with me to make it make it right.

So you know you're, getting a hold of more people and you're building up more trust with your brand hundred percent. No, I love that. What else? What else do we need to be thinking about? I think this.

The second big thing is it's hard to ignore what we're going through right now, and you know I'm in sales and all every small business owner knows they're in sales, and sometimes There can be just that a little bit of hesitancy to pick up the phone right.

What is this person going through right now? How viable of a customer are there? Are they and what we're finding is, is, if you're willing to offer a solution and be empathetic that's relevant to these times.

Right and like you kind of mentioned, you know, paint the picture of how your service can evolve and serve people moving forward. Everybody wants to have that conversation right now. You know if you can provide a product or a service that does something to to a home or for a family that it's.

Gon na make it easier to get through times like now, or you know, have been forbid. Something like this happens again or even on a smaller scale. They're, more protected, more set up, they have a product, it helps them through those times a little easier.

Everybody is open for that conversation right now, and anybody that's, willing to help them through this time and present something with empathy of like hey. I understand this, but you know you need this.

This will make it easier. This will make it better something like that. Put that fear away pick up the phone and call and deliver that message. People are open to that and wanting to hear it absolutely yeah.

I know that's, huge yeah, and I think that, just with that process in general, just thinking about you know in the future, what are the different products and services that people are gonna need and how is that? Gon na change and how are you going to need you know to get in front of people on that front? I was just thinking the other day in my neighborhood.

You know they have have some people actually walking door-to-door doing some kind of inspection or who knows what it was. But I'm thinking that's, probably not the best time to be doing that. You know people are probably pretty concerned to be opening their door to talk to you, but what that tells me is is that business had no other way of thinking about how to generate leads and how to get leads.

The only way you know how to do is go door to door so that's like a business that's in the stone Age's. At this point, you need to be innovating. How can you get in front of people without going door to door? You know what would be some of your tips on that? How could you get in front of people? Well, let's.

Think about one of our most successful stories. We've had during these times I mean your sales person is online 24/7 now, whether it's, your social media profile or your website. So this message of how you can help and serve people in these new times, doesn't, have to be delivered through a phone call.

If you're posting about it. If you're, creating a video and putting it on YouTube and emailing out to your customer base, I mean one of our most successful New Age clients that we have is a plumber and I'm sure.

A lot of people are going what the heck is a plumber doing, but when the toilet paper crisis happened, they went on social media, made a joke about the days and selling the days. Put that thing on there.

It's, one of our most liked and shared posts. We've ever put together for a client of all time and that that speaks to everything that we're. Talking about communicating the New Age pain division about how I can help you in these times and being empathetic to it, and then you know my favorite personal touch on anything.

If you can ever add humor, you always got a better chance of getting people hooked absolutely make stuff funny that's, huge yeah. I think that's, a great tip and I think you know any type of local business to just something that I was actually thinking about the other day.

But in Instagram you can go into Instagram and you can click on the location. So you could see all the recent posts and in the city that you live in, for example, so one thing that to do there is just kind of comb through that every day you know those are people that are engaging on social media in your local area.

Like their con leave some comments in there you know don't be sales. You just be somebody where they are like hey, I start to know who that guy is or that girl is or whatever, but you might also see some posts that maybe you offer a product or service that will answer the problem.

That's. Being you know, showcased in that post whatever that might be, but just be aware of what's going on in the community? You'll, start to build these relationships and that's, basically the digital door to door right there like on Instagram when that you're, getting those recent posts in your local city.

Those are people in the digital world where you can go knock on their door, give them a like give them a comment. You know what I mean start to build a relationship there and then, when they need the products or services that you sell.

They think of you first, and how far will that reach right? You're gonna connect with one person, but you know now. Your sales process and your communication and connection is public and everybody that follows them and looks at their content, as well as seeing you a business willing to reach out communicate, especially if you you know found came across somebody that neither one of your products or services And you reached out to help, I mean that's, not just one lead that's.

Five lead seven leads 10 leads. Who knows how many people will see that absolutely yeah? So, like the roofing example, we were using. Somebody throws a post in there like holy cow. Look at the damage that the hail did, my backyard.

They take a picture of how their tree branches are all over their deck or something. And if you're, a roofing company, you could just leave a comment and they're, like oh man, that's, that's, terrible hey! You know what we helped out your neighbor down the road.

So if you need us to come check it out, you know no risk to you. We're happy to take a look at it. Just let us know they & # 39. Ll, probably respond on that. So that's, a free lead, but guess who else sees the comment right, all their friends and family? Everybody sees it.

So you that's. You know you might get a twofer or a 10-4 out of that. Where you get all kinds of leads from that one interaction, so I think those are the types of things you know people need to be thinking about.

Moving forward on. How can we innovate our sales process and operate with these different channels, a little bit better yeah? It's, just like you said I mean you still. You know we're, still willing to punt and do the hard work, but it's, just not door to door knocking anymore.

You know it's. You can do it from the comfort about your own home. It's, just scrolling through Instagram and Facebook and potentially LinkedIn just connecting with those folks. They're, less bunions on your feet.

You don't have to leave your family absolutely so wrapping it up. Let's say you know what are your like top, maybe three or four sales tips that would apply back when the very first sales men was born in the stone Age's all the way until now, and will continue to be Important into the future, what are those top like three or four sales tips, just in general number one is listen right, just understand what your customer is looking for it and you know what their needs are, what their struggles are.

If you do that, you really care about your business, then you're gonna be able to really reach out to them, to you know, always think about the benefit. You know we get so caught up in these cool things that we do, or these features that we offer or hey check out how cool this looks.

But in the end you know anyone that you're speaking to what they really want to know is what's, the benefits of me. How is this gonna help me and and along with that, my final tip would be, is paint the dream for them.

You know when you're reaching out to somebody really do a good job of explaining what this looks like. What's, it's implemented and how this is gonna change, their household or their business, or whatever experience that you dive into with your products and services.

But if, if you can, listen and really understand what they need and then connect the businesses to their concerns or their goals or their problem, they're trying to solve and then do a great job of painting that picture of what its gonna Look like, after a great relationship working with us, you know you're gonna have a customer for life.

I love it. Listen benefits and dreams, perfect all right, Zak. I really appreciate it great tips today, thanks for jumping on great to be here. Jb thanks man. What's up guys? I have Zak Bigelow with us today.

. He has tons of experience in sales.. He's, been a marketing consultant with Marketing 360. For quite some time has a sales background.. He's. A sales director now and really leads a team of salespeople and really works with small businesses, all the time in all different kinds of industries and talks with them and consults with them about their sales process and how that leads into marketing and everything else.

. So I wanted to pull him on today to get some of his insights on sales, and especially with the times that we're living in right now, you know what are some tips on sales currently, but also, how do we think ahead to what Things are gonna, look like in the digital landscape and what the world looks like in the future.

And how do we better think about how we need to build our sales organizations and improve upon our sales processes., So that's? What I have Zak on for today to talk about., So hey Zak, Awesome thanks for having me JB.

Excited to be here. Absolutely., So Zak, if you just want to jump in you know what are you thinking or what are some things that we need to be Thinking about on that front, I think there's, two big things that stand out to me.

First. I mean we talk about it all the time, but how does your clients like to communicate? You know in this day and age people are getting comfortable. Communicating in a lot of a variety of different ways.

, And so as a small business owner you have to think about. How are you willing to communicate and what systems do you have set up to communicate with your customers? If you know you're, just relying on you get the lead and you'd call it one time may be twice and that's.

All you really do think about the new age business and how much businesses are evolving during this time and using technology. What if your competitor is sending an email, sending a text sending followup emails and automations same thing with text messages.

? What if they're, sending out social posts to their contacts or at least being available to message in that way.? And so I just think you know one of the biggest things that we can do is think about how we're.

Communicating and what systems can we make it put in place to make that automated and efficient.? That's? A great point because we always talk about multichannel marketing, but really it's, multichannel sales right Right.

And as you're saying that I was instantly thinking of my daughter who you know if you tried calling her emailing her. You know you're, probably not gonna go anywhere with that. Right., But if you send her a DM on Instagram, you're gonna have a lot of interaction there.

. So how are be thinking about ... Yeah, the best place. Yeah totally., And I think, as small business owners out there? How are you thinking about your customers and where they spend their time, Are you actually searching for them on Instagram? Are you searching for them on LinkedIn, You know and then finding those profiles and saving that in your CRM and communicate in the way they want to, because that's, a huge power tip.

. We need to be thinking about how we can communicate the way that they prefer. Yeah and, just to you know, imagine the feeling that you're gonna in have in them. When you're willing to reach out on a personal level like that and then to just the level of trust right, We're, always talking about as much trust as you can build up in your business and your brand before you.

Even get to the sales pitch increases your likelihood of closing that sale., You know. Oh, this is a business communicates with text messaging worst case. Something goes wrong or I'm unhappy with something I'm gonna be able to shoot a quick text and I'm sure this business is gonna work with me to make it right.

. So you know you're, getting a hold of more people and you're building up more trust with your brand., A hundred percent. I love that.. What else? What else do we need to be thinking about? I think the second big thing is it's hard to ignore what we're going through right now - and you know I'm in sales, and every small business owner knows that they're in sales And sometimes there can be just that little bit of hesitancy to pick up the phone right.

What is this person going through right now? How viable of a customer are they And what we're? Finding is, if you're willing to offer a solution and be empathetic that's relevant to these times. Right And, like you kind of mentioned, you know, paint the picture of how your service can evolve and serve people moving forward.

. Everybody wants to have that conversation right now., You know if you can provide a product or a service that does something to do a home or for a family that it's. Gon na make it easier to get through times like now, or you know, heaven forbid something like this happens again or even on a smaller scale.

They're, more protected, more set up.. They have a product that helps them through those times a little easier.. Everybody's open for that conversation, right now. And anybody that's, willing to help them through this time and present something with empathy of like hey.

I understand this, but you know you need this. This will make it easier. This will make it better. Something like that. Put that fear away pick up the phone and call and deliver that message. People are open to that and wanting to hear it.

Absolutely. Yeah. I know that's, huge. Yeah, and I think that with that thought process in general, just thinking about you know in the future. What are the different products and services that people are gonna need and how's that gonna change and how are you going to need you know to get in front of people on that front.

? I was just thinking the other day in my neighborhood. You know they have to have some people actually walking door to door, doing some kind of inspection or who knows what it was. But I'm thinking that's, probably not the best time to be doing that you know, are probably pretty concerned to be opening their door talk to you.

. But what that tells me is that business had no other way of thinking about how to generate leads and how to get leads.. So the only way I know how to do is go door to door., So that's like a business.

That's in the stone ages. At this point, you need to be innovating.. How can you get in front of people without going door to door? You know What would be some of your tips on that? How could you get in front of people? Well, let's.

Think about one of our most successful stories we've had during these times. I mean your sales person is online 24-7 now., Whether it's, your social media profile or your website. So this message of how you can help and serve people in these new times, doesn't, have to be delivered through a phone call.

. If you're posting about it., If you're, creating a video and putting it on YouTube and emailing out to your customer base, I mean one of our most successful new age. Clients that we have is a plumber.

And I'm sure. A lot of people are going. What the heck is a plumber doing, But when the toilet paper paper crisis happened, they went on social media, made a joke about the days and selling the days. Put that thing on there.

It's, one of our most liked and shared posts. We've ever put together for a client of all time., And that speaks to everything that we're. Talking about communicating the new age paint the vision about how I can help you in these times and being empathetic to it.

, And then you know my favorite personal touch on anything. If you can ever add humor, you always got a better chance of getting people hooked.. Absolutely yeah make stuff funny. ( laughs, ), That's, huge.

Yeah. I think that's, a great tip. And I think you know any type of local business too, just something that I was actually thinking about the other day, but in Instagram you can go into Instagram and you can click on the location.

So you could see all the recent posts in the city that you live in for example., So one thing to do: there is just kind of comb through that every day you know those are people that are engaging on social media in your local area, like their Content leave some comments in there.

You know don't, be salesy, just be somebody where they are like Hey. I start to know who that guy is or that girl is or whatever, but you might also see some posts that maybe you offer a product or service that will answer the problem, that's being showcased in that post, whatever that might be.

But just be aware of what's going on in the community., You'll start to build these relationships. And that's, basically the digital door to door right there. Like on Instagram when you're. Getting those recent posts in your local city, those are people in the digital world where you can go knock on their door, give them a like give them a comment.

You know what I mean Start to build a relationship there and then, when they need the products or services that you sell, they think of you first., And how far will that reach right? You're gonna connect with one person, but you know now.

Your sales process and your communication and connection is public and everybody that follows them and looks at their content, as well as seeing you a business willing to reach out communicate., Especially if you you know found, came across somebody that needed one of your products or services And you reached out to help.

, I mean that's, not just one lead that's. Five leads, seven leads, ten leads. Who knows how many people will see that., Absolutely yeah.. So, like the roofing example, we were using. Somebody throws a post in they're, like holy cow.

Look at the damage that the hail did my backyard and they take a picture of how their tree branches are all over their deck or something.. And if you're, a roofing company, you could just leave a comment in there, like Oh man, that's.

Terrible. Hey! You know what We helped out your neighbor down the road. So if you need us to come check it out, you know no risk to you. We're happy to take a look at it. Just let us know., They'll, probably respond on that.

, So that's. A free lead, but guess who else sees the comment? Right. All of their friends and family? Everybody sees it.. So you that's. You know you might get a two per or a ten per out of that where you get all kinds of leads from that one interaction.

. So I think those are the types of things you know. People need to be thinking about. Moving forward on. How can we innovate our sales process and operate with these different channels? A little bit? Better.

Yeah it's. Just like you said I mean you still. You know we're, still willing to punt and do the hard work, but it's, just not door to door. Knocking anymore.. You know it's. You can do it from the comfort of your own home.

. It's just scrolling through Instagram and Facebook and potentially LinkedIn just connecting with those folks.. They're, less bunions on your feet and you, don't, have to believe your family., A hundred percent absolutely.

. So wrapping it up. Let's say you know what are your top, maybe three or four sales tips that would apply back when the very first sales men was born in the stone ages, all the way until now, and will continue to be important into the future.

. What are those top like three or four sales tips, just in general. Number, one is listen right, Just understand what your customer is looking for, and you know what their needs are, what their struggles are.

. If you do that, and you really care about your business, then you're gonna be able to really reach out to them. Two. You know always think about the benefit.. You know we get so tied up in these cool things that we do, or these features that we offer.

Oh hey check out how cool this looks, but in the end you know anyone that you're speaking to what they really wan na know. Is what's, the benefit to me.? How is this gonna help me And and along with that, my final tip would be, is paint the dream for them.

You know when you're reaching out to somebody really do a good job of explaining what this looks like, what it's implemented and how this is gonna change, their household or their business, or whatever experience that you dive into With your products and services.

, But if you can listen and really understand what they need and then connect the businesses to their concerns or their goals or their problem, you're trying to solve and then do a great job of painting that picture of What it's, gonna look like after a great relationship working with us.

You know you're gonna have a customer for life.. I love it. Listen benefits and dreams, perfect. All right Zak. I really appreciate it. Great tips. Today. Thanks for jumping on. Great to be here, JB thanks man,


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