Sales Hustle is now Sales Transformation
Aug. 18, 2021

#133 S2 Episode 2 - Sell More Without Selling By Putting People Over Profit

This solo episode of the Sales Transformation Podcast features Collin Mitchell. When it comes to creating real value, the best way is through making genuine connections. Nowadays, the simplest method to meet new people is LinkedIn.

Collin shares some best practices on the platform that you too can do to increase your network. Some tips include sending video messages and possibly even handwritten notes for your most important connections.


HIGHLIGHTS

01:44 Building high quality relationships through LinkedIn

04:21 Sending video messages to book more meetings

05:28 Understand what relationships would be valuable to them

06:57 How to nurture your best connections

QUOTES

04:21 "When you send these videos, you want to keep them 30 seconds or less. And you want to invite them to connect for a call and let them know how you can maybe add value."

05:12 "Make the conversation about them. Make sure that you're listening more than you're speaking, asking good questions, following up on things, and digging a little deeper."

07:09 "Building a network takes a lot of time and a lot of effort, so I really recommend dedicating a certain amount of time each week that you're going to commit to building new relationships and investing in the ones that you've built."

Learn more about Collin in the link below:

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DNS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline at sales cast.

[00:00:53] all right. Welcome to a, another episode of sales transformation. I'm your host, [00:00:59] Colin Mitchell. And today I'm going to be doing a solo episode, talking about a topic that really lights me up and it's around networking and building high quality. Relationships now a lot of people would like to say, I don't have time for that.

[00:01:13] Or, you know, I've got these activity quotas that I need to hit, and now you can't go all in on networking because networking takes time. And I'm not talking about going to the BNI meeting or chamber of commerce or any of that sort of stuff. And if you do those types of things, That's great. You're, you're making time to build a quality network, but I mean, here's a little secret.

[00:01:37] LinkedIn is the easiest place to consistently put in time to build a network, but how do you do it? Right. And where do you start? So. I want to go through a few things, um, that I've learned. And so when, you know, when I first got into sales, I was 23. You know, I didn't know anything about building a network and you [00:01:58] hear people talking about your network equals your net worth.

[00:02:02] And I frankly thought they're full of crap. And I didn't even know what that meant. You know, I grew up poor. Uh, nobody told me to go to school. Like I didn't have a network and have successful people around me. Um, and I didn't value. Building a network. And so it wasn't until I got into entrepreneurship that I really started to understand how important it is, but this is important for all sellers in any sort of role.

[00:02:29] All right. And a lot of people talk about using LinkedIn. LinkedIn is the best place to do this. Um, If you're starting from scratch, or maybe you're doing some LinkedIn activity, but you haven't quite figured out how to do it. Right. There's a few things that I want to point out. All right. So a lot of people get on LinkedIn and they connect and pitch, or, you know, they talk about adding value, but their understanding [00:02:57] of adding value is sending a blog post or sending a white paper or ebook or trying to teach them.

[00:03:04] Totally just ties to their product. Now this is not what you want to do. Okay. When you really, truly want to add value, uh, what you want to do is you want to connect with people and I've tested this a couple of different ways. I've connected with people on LinkedIn without a message. Um, and then I sent a custom video in the second message after they connect.

[00:03:25] Okay. And with that, uh, I get about a 55%. Connection acceptance rate. And then I've gotten as high as about 25 to 30% actually book a meeting. Now I tried the other way where I sent a personal note and I got a slightly higher acceptance about 65%, but I was only booking about 12% of those meetings. And I think that's because the first impression.

[00:03:52] Wasn't a video. So my recommendation is to [00:03:56] not send a note in the connection request. And there's some people that are not going to connect with you because they frowned upon that. And that's fine because I've tested this and I tested it four weeks straight following each, uh, method there. And with the method of no message in the first, uh, no note in the connection request and sending a video after they, uh, accept, I booked more than twice as many meetings.

[00:04:21] Now, when you send these videos, you want to keep them 30 seconds or less, and you want to invite them to connect for a call and. Let them know how you can maybe add value. Maybe you can educate them around something. Maybe for me, it might be introducing them to go on some podcasts that I think they might be a good fit for a, whatever the case is.

[00:04:41] Find a way that you know, that you can leverage your network or what you do or what, you know, To add value to them and make sure that they know you offer, you know, offer up this time, uh, with a no sales pitch [00:04:55] guarantee. This works extremely well because it pretty much blows their mind. They think everybody's going to try to sell them something.

[00:05:01] So when you commit to that, make sure you stick to it. Those are some really important pieces. All right. And so when you go into these conversations with them, once they've booked a call. Make the conversation about them, make sure that you're listening more than you're speaking, asking good questions following up on things and digging a little deeper.

[00:05:21] The key is to really start to understand who they are, what they do. What's important to them. Remember, we're not trying to sell them anything. We're just trying to build high quality relationships. Now, if you can really master this, you can ask a series of questions. That'll help you to understand what sort of relationship.

[00:05:39] Would be valuable to them rather than the opposite, which is you just directly ask them. Cause that's what everybody else does. So you want to ask a series of questions and start to understand what's important to them. What are they working on? What can you support? Um, and this [00:05:54] will give you a good idea.

[00:05:56] Of the type of relationships. And if you have some relationships top of mind, that you can intro to them, maybe there's a problem they're trying to solve. And you know, somebody who has a solution to that, maybe there's somebody who's looking for, what they do. Maybe there's somebody, you just think that would be great to connect them because they would get along.

[00:06:13] These are all good ways to. Connect them to other people. All right. So it doesn't stop there. Don't try to sell them anything. The funny thing is here is probably about 30% of the time. They're going to ask you to pitch them. Tell me more about what you do. I saw you do this. How could you help me? And that's mainly because they've checked out your website, they've checked out your LinkedIn profile and something peaked their interest.

[00:06:35] So if they ask you and they're that straightforward about it, go ahead and tell them what you do and how you might be able. All right now, you want to continue to stay top of mind. Now, if you really hit it off with these people, and it's not going to be with everybody, you know, maybe one out of four, you really, you know, have made a friend.

[00:06:51] You guys hit it off there's [00:06:53] opportunity to possibly work together. Partner together, collaborate together. You know, send them a handwritten, thank you. Note, send them something of value that you can help them with. Make sure you add them to your sales navigator list. So you can constantly be informed and engaged with their content.

[00:07:08] Okay. Building a network takes a lot of time and a lot of effort. So I really recommend dedicating a certain amount of time each week that you're going to commit. To building new relationships and investing in the ones that you've built. That's it for today? I hope this was valuable. If you enjoyed today's episode, please write a review, share with your friends and as always we're listening for your feedback.

[00:07:33] Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your leaderboard. Yeah. It's free sales cast, doc community.

[00:07:50] Send me a DM with your [00:07:52] best pitch and mention this ad. And I might even give you free access to our best temples.