It’s frustrating isn’t it?

Everybody knows “Old school” prospecting and marketing strategies don’t work like they used to.

But…if you don’t market it’s hard to get new clients. Without those, the consequences could be severe.

Truth is…

You hate cold calling almost as much as the unfortunate souls that answer the phone.

The thought of going door to door makes your skin crawl.

You know most direct mail is ignored.

And even though we all love referrals…you are not getting enough to stay in this game for the long haul.

Why?

The digital revolution has given prospects more power than ever. They don’t need you like they used to (so they think).

Thanks to the internet, smart phones and the explosion of social media, today’s buyers go online for immediate answers…And get them. They avoid everyone they think is trying to sell them something like blood sucking mosquitoes.

In other words…us.

Luckily, prospecting doesn’t have to be so hard. You just need to work smart.

Today I’m going to teach you how to get more clients and grow your business the easy way…without cold calling. Its a 4 step framework that will allow you to attract prospects online with “BAIT” and close them without being catfish slimy.

Ready to go fishing?

What’s the The Easiest Way to Get More Clients?

Make them come to you.

Simple right?

Think about it like this…

The internet is a vast digital ocean that your prospects can swim in endlessly…For free. Most of us were only taught how to hunt on land so we have no clue how to catch digitally savvy buyers.

You want to eat you need to evolve from that. Start thinking like a fisherman.

Deep Sea fisherman don’t catch fish don’t catch fish by swimming after them with skuba gear and harpoon guns right?

No, they use bait to lure the fish in then capture them with 100x less effort. You can do the same thing online.

Follow the “BAIT” Principle.

When you attract prospects online you don’t have to chase. Buyers will come to you.

Want more leads, clients and sales made easy? Follow these 4 steps:

1.Be where your prospects are

2.Attract clients by sharing value freely

3.Initiate Action

4.Tie in the Solution

Let’s dig deeper…

How to Find Quality Sales Leads

Step 1. Be Where Your Prospects Are

Hey, let’s keep it real for a second.

Chasing sales leads is unproductive and frustrating. You have to churn through “not interested” and deal with rejection left and right.

How much easier would it be if you could stop spinning your wheels and only focus on QUALITY prospects?

You know them, the ones that can afford you and need what you have.

Your ideal clients.

When you work with them it’s like a basketball lay-up. You just need to get them to like you, be confident in you and trust YOU. They already want to BUY.

So how do you find them?

Start by answering these 3 questions:

1. Who do you have the easiest time selling to?

2. What kind of problems do you help them solve?

3. Where do they hang out?

If you think back on your last few sales, appointments and consultations . The first two questions might be easy for you to answer but what about the third?

If you can find out where your clients hang out online you can uncover lead sources you probably haven’t taped.

You can listen into their conversations and find what they really want.

If you can find out what your prospects really want, then it becomes easy to attract their attention, earn their trust and make them WANT to buy.

One thing the web is great at doing is creating communities where people that think alike and have same interests gather. Those are the places you need to be.

The “Buyer Telepathy Technique” makes it easy to find new sales leads online and get into their heads.

It will help you:

Find prospects online
Discover what they really want
Know what to say to close the deal

Remember this you can’t leave bait if you don’t know what your target wants. Whether you’re hunting fish, deer, new business or a date. Taking the time to get to know them before making your move is the key to success.

Click here to learn buyer telepathy

Once we know WHO we want, WHERE to find them and WHAT they want, the next step becomes simple.

How to Generate Leads Online (and Finally Stop Cold Calling)

Step 2. Attract Clients by Sharing Value Freely

Go where your prospects hangout online and leave valuable stuff for them to find.

Is it worth the effort to generate leads online?

Numbers don’t lie.

Check out the results from recent studies from by marketing firms; Hubspot, Ignite Spot and Merkle.

Social Media gets nearly 2x more leads than tradeshows, telemarketing and mail
46% of online shoppers count on social media when shopping
61% percent of global internet users research products online
65-78% of people said email was their preference for business communication.

What do these numbers mean for you?

Having a digital presence will make you more money.

“Buyer Telepathy” helps you find your ideal clients online, figure out exactly what they want and struggle with.

That information is all you need to create helpful resources that position you as the expert adviser.

Here are a few examples.

Articles
Blog Posts
How To Videos
Free reports
Webinars
eBooks
Answers to public questions in Forums and Social Media

I call these resources “Lead Bait”. Because when you share them in the right places, they will lure prospects back to you.

There are countless tactics and online marketing strategies out there so it’s easy for beginners to get overwhelmed…and run back to the old ways.

Let’s break down all you really need to know to get started.

There are 3 pillars of “Digital Attraction” and they all work together to create a powerful sales funnel.

1.Networking 2.0 = your digital voice

2. Your Website = your digital home base

3. Your Email List = your digital secret weapon.

Networking 2.0 – This means being present and sharing resources on the same social networks, popular forums and digital hangouts your ideal clients visit. Not all, just the most important. This is how leads get to “know” and start to “like” you online.

Instead of cold calling and dropping in, you spend most of your time networking and sharing “Lead Bait” in the RIGHT places to lure quality prospects back to…

Your Website -When leads visit your website they will read other resources and learn about you and your company. This digital home base will build their “confidence” and transform them into prospects even while you sleep.

Your goal with every new website visitor is to get them on…

Your Email List –This is your secret weapon. Once you have someone on an email list you can follow up on autopilot. Use an email auto responder like Aweber to send out prewritten emails hands free. This will build the all important “Trust” factor

Those are the people you sell to. Your very own tribe of customers that follow you, your products and your services.

This digital sales funnel will allow you to guide new sales leads through the “know”,” like” and “trust” stages without you getting your hands dirty.

So which would be easier?

Closing someone who joined your email list?

Or closing someone you cold called?

Are you starting to see how using “BAIT” can help you win in the Digital Age?

Work smart, not hard. Pull not push. Check here are some great resources to help.

But…how do you get someone from LinkedIn to your website? Or from your website to your email list?

If they find us online can we just sit back and wait for them to buy!?

We cover that in the next section.

You should keep reading…

How to Move the Sale Forward (Without Being Sleazy)

Step 3. Initiate Action

#SalesTruth The biggest mistake in sales is not telling prospects what to do next.

Even online, you should “always be closing” and moving the deal forward. Use hooks in your “BAIT” to pull prospects closer and closer.

Picture this…

You are a residential real estate agent who works with homeowners looking to sell.

Chris is looking to do just that. It’s the first time he has ever sold a home so he isn’t sure what to expect. He lists his home as an FSBO (for sale by owner) and when his iphone starts blowing with phone calls he gets excited.

Unfortunately, the callers are NOT potential buyers. It is a landslide of real estate agents looking to sell it for him.

“Ugh!” He wants to sell it himself so he immediately starts blowing off anyone who isn’t a buyer.

Here’s the thing.

Chris has real questions because he has never sold a home before and it’s his greatest asset. He NEEDS answers so he goes online to find them…

1. You being the smart real estate agent happen to see his question posted in one of the Forums you found with Buyer Telepathy.

2. You answer his question, provide a link to a blog post on your website created to address that very problem and tell him to click the link for more ideas.

3. Chris (and any prospects who share that problem) visits your site and at the end of the blog post you tell readers to join your email list and get “The Beginners Guide to selling your 1^st home” for FREE

4. Once he is on your email list you can automatically send him more helpful resources and articles. After a few emails he starts to realize it’s a lot of work more complicated then he thought. Maybe it would be easier to let someone else sell it afterall.

5. Now when your email offering a free strategy session arrives its perfect timing.

6. At the end of that session you ask for the agreement and seal the deal.

No sleazy sales pressure just expert guidance telling him what he should do next to get the desired results. Use hooks at the end of everything you do so you can pull prospects closer and closer to the sale.

Here are a few examples of using hooks to Initiate Action:

End posts on social media and forums with links back to your website
End website blog posts with an opportunity to join your email list
End emails with actions to take Ex. “Schedule your free strategy session”
End strategy sessions and appointments by ASKING FOR THE SALE

LEAD your leads. Every action they take is a micro sale. Every micro sale builds momentum towards the close….

…Speaking of the close.

How do you know what to say seal the deal and finally win the business?

How to Close the Deal…Made Easy

Step 4. Tie in the Solution

Supreme excellence consists of breaking the enemy’s resistance without fighting.”― Sun Tzu, The Art of War

In the old days of selling, the close was the most stressful and frustrating part.

Why?

All the pressure was focused on the end of the presentation removing objections and convincing prospects to buy NOW.

This pressure was passed onto the buyer…which is how sales got such a terrible rep.

Here’s the thing…

Using “BAIT” makes closing the easiest part of the sales process.

If you:

1. Take the time to research your buyers

2. Attract them with free resources and solutions to their problems

3. Nurture the relationship and build trust

Guess what?

The deal is 75% done. They just need that final nudge

In the final step of BAIT your job is to connect the dots of where the prospect is and where they want to be (with the help of your product or service). In other words “Tie in The Solution”.

Nobody will remember everything you say, but everyone will remember how you made them feel.

When you connect to your prospect’s emotional core, their “hot button”, they will buy every time (as long as they can afford it).

Emotion always trumps logic…no matter what you sell

How do you bring out the emotion?

In steps 1-3 your focus was all about getting to know your buyer and building the emotions of attraction, confidence, trust. This way you could move the sale forward in a non-pushy way.

Now we bring it back full circle with “The Buyer Telepathy Technique”

Having that list of questions will get your prospects to open up and show you their hot button.

When you ask questions related to the common desires and frustrations of your clients then prospects begin to respect your authority. They will feel more comfortable opening up to you. When that happens, zero in on the specific thing that will provide them the most pleasure OR is causing them the most pain. That’s the “Hot Button”

Paint the picture of them getting exactly what they want, what it would mean for them, and how they will feel… Position your product or service as the easiest way to make that happen.

Preparing these questions in advance will help you speak comfortably and confidently.

You will find prospect buying motives every time and know exactly what to say.

Being prepared for common objections in advance lets you overcome them by bringing them up yourself.

Ask prospects how they feel about them and address it head on (so you don’t get blindsided later).

The experiences of others is a far more powerful tool than your claims.

People are naturally skeptical. Tell Success stories, share testimonials and case studies with prospects. They are the perfect way to relax them and lower barriers.

When the prospect gives you buying signal stop pitching and ask for the sale right then and there.

STOP pushing people.

START making it easy to buy.

This Sounds Like A lot of Work…

I can already hear you groaning.

“All of this sounds like a lot of work. I don’t have time. I’m already spread too thin.”

I get it.

You have a lot going on so doing online research, creating a digital presence with social networking, a website, an email list not to mention actually creating the content is overwhelming.

I agree. I myself struggled with that at first, but here’s the thing…

New business is the lifeblood of every sales pro and entrepreneur. You have got to dedicate time to finding new clients and filling your pipeline no matter what.

Cold calling is yesterday’s game, going door to door is roll of the dice full of rejection and once you have worked your way through your sphere of influence getting referrals is unpredictable.

Now is your chance to get with the times…. and work smart instead of hard.

If you follow the “BAIT” Principle you will create a modern sales funnel that will work no matter where you are, who you’re with or what you’re doing. The time you invest in prospecting wont change…. how you FEEL about prospecting will change.

Oh wait…

Did I mention you can outsource every step? You can have someone else design your website, create your email list and even write your content. That way you only focus on sharing the content and closing deals.

It’s up to you. Invest time and do it yourself or invest money and get it done for you.

The TakeAway

Growing Your business doesn’t have to be so hard. The Internet has sparked a revolution in buying. If you take advantage of modern technology you can get more leads, clients and sales than ever before”

Don’t get left behind.

Luckily, today you learned how to get more leads, clients and sales without cold calling.

The “BAIT” Principle:

1.Be Where Your Prospects Are

2.Attract Clients By Sharing Value Freely

3.Initiate Action

4.Tie In the Solution

Right now, you still have the option of using the web and social networks to sell… In 3 years you won’t.

Don’t be like the other dinosaurs fighting the future.

Do believe in yourself and your talent.

I believe in you…and I’m going to help you get ahead of the curve. You aren’t in it alone. Let’s prepare for tomorrow today.

Sources

Hubspot http://blog.hubspot.com/marketing/18-fresh-stats-about-social-media-marketing

Nielson http://www.nielsen.com/us/en/insights/news/2012/how-connectivity-influences-global-shopping.html

Merkle http://www.merkleinc.com/sites/default/files/whitepapers/WP-DigitalInbox_11Jul_0.pdf

Categories: Modern Prospecting

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