Category Archives: Creativity

The Visual Economy of Sales – Don’t Get Left Behind

“A picture paints a thousand words” We all know it to be true. But, as we move into the Visual Economy of Sales, understanding this truth is vital for the salesperson to compete and earn business in the future.

Marketers have known this for years. Look at TV, billboards, posters, magazine ads, website banners. All visual. All ways to capture your attention to help you buy.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Cavemen knew it. The best way to tell a story is to put pictures on the wall.

Now, more than ever before, salespeople need to be learning, exploring, experimenting, and educating themselves on how to incorporate visual cues into their sales messages. Or, they will get left behind.

What is the Visual Economy of Sales?

The Visual Economy of Sales is a simple concept.

The sales pros who learn how to use visual economy will earn more of their prospects’ mindshare as well as their wallet share – which means more closed deals. Which means more money in their own bank account.

“Economy” has a delightful two-sided meaning that solidly backs up the idea.

First, “economy” can refer to using time and space well. If you tell your sales story in a picture, it means your buyer takes less time to consume the information, or –  economy of time. And, if 1 picture = 1,000 words (almost the length of this article), you have achieved economy of space, too.

Second, “economy” also refers to transactions in a marketplace. More transactions in your market leads to more dollars in your pocket.

Get the picture? (hee hee, See what I did there?)

How do I know this is true?

Look for yourself. Do your prospects respond to your emails more or less often?  “Less”, right?

(If your answer is “more”, don’t be lulled to sleep by your current success. The Visual Economy will soon apply to you, too.)

The brain science

OK. I did that to get your attention. I’m not a brain scientist, but everything I read says that:

  1. My prospect gets a rush of dopamine every time he deletes my email or voicemail
  2. My prospect gets a rush of good feelings when he fills in the blanks on a puzzle, sees an image that engages him, or is tickled pink by a positive image.

So, why are you spending your precious time writing brilliant email messages and leaving fabulous voice mails? Just to give your prospects the joy of deleting?

What a waste of your genius!

Why not find ways to communicate your message that is visually engaging, distracting, and irresistible?

The proof is all around us

Marketers tell us that people engage more frequently with infographics and checklists today than they do with white papers and eBooks.

Snapchat’s got the 25 – 35-year-olds rapt.

Instagram and Pinterest are still fast growing social channels.

YouTube is the most popular search engine.

People who use emojis when they text are more likely to have happy relationships.

It goes on and on.

What to do about it?

I don’t know!

But, we’re about to find out. It’s time to start researching and experimenting. Here are some thoughts:

  • What happens if you include a GIF of your product doing its thing in your next email message?
  • How about using a video service that turns your email into a personal 10 second video?
  • Can you express all the data you want to share with your clients in an infographic? (It costs about $5 to get one made from Fiverr or UpWork).
  • Can you share a bunch of logos of your current customers instead of a laundry list?
  • Can you create a checklist of the pain points your typical customer encounters and send that instead?
  • Send it on Facebook, send it on LinkedIn, send it on text, send it on Snapchat! (Soon, the people who control big budgets will be the same ones who are accustomed to engaging on these platforms).

Join the experiment!

Let’s discover how to get our prospects’ attention visually! Let’s make it personal, engaging, irresistible. Let’s get NOTICED!

I would love to hear the sales wins you are experiencing as you use visuals to outpace your competition. And, I’ll share mine, too.

And, don’t EVER forget to…

Love ‘em ALL UP!

The Irreverent Sales Girl

(By the way, the irony is not lost on me. This blog post is in writing and not pictures. Give me a break! We’re just getting started!)

Negotiate the Sale – Hostage Style!

Join Shawn Karol Sandy and me in our conversation about how to negotiate the sale.

One of the fun moments is the book reveal – how to negotiate like your life depended on it.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

This one is all about how to get the deal closed with the best possible outcomes – for you AND your customer! (What????) Yep. For you AND your customer.

It’s the raw and uncut version, so enjoy it like your favorite podcast or glass of wine.

Love the negotiations UP!

The Irreverent Sales Girl

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Guess who’s our awesome SURPRISED Sales Expert Guest? (hint: @No1BestSeller)

Check out our most fun videocast where Shawn Karol Sandy of @SellingAgency and I cold call a BIG DEAL sales expert to see if he’ll come on our SellOut Show.

Besides the SURPRISE shenanigans, we touch on some cool sales themes. Like two things that top performing sellers NEVER DO!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

What are you doing still reading this??? Jump on over and check it out for yourself! While you’re at it, why not subscribe to the channel so you don’t miss a single fun moment?

https://www.youtube.com/watch?v=n0qBQt4o9Lk

And, don’t forget to…

…Love ‘em ALL UP!

The Irreverent Sales Girl

Some Red Carpet Fun for You – Best Sales Inspiration Films of All Time

I am SOOO excited to share the Red Carpet episode of my new (and hilarious) VideoCast with the amazing Shawn Karol Sandy.

Want 15 minutes of fun? Here are our picks for the Best Pictures for Sales Inspiration!

TWEET IT OUT!

Watch #RedCarpet episode w/ @SellOutShow – Hilarious & Fun #BestPicture #Sales #Inspiration youtu.be/CLBR1ERzUes?a

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I’d love to hear from you? What is your favorite movie clip for inspiration?

Love it UP!

The Irreverent Sales Girl

P.S. – Be one of the very first to subscribe to our show! That would be GREEEAAAATTT! https://www.youtube.com/channel/UCxEzaDhO9LBCooaNUihUeIA

3 Things You MUST Know About the “Gatekeepers”

As many of you know, I despise using the word Gatekeeper when it comes to calling on the assistants of the people I am hoping to reach. Why use language that puts you at war from the start?

But, many of you have asked for more insights about how to deal with this role in your sales efforts, so I will share with you what I have learned and the approaches that have been successful for me.

Here are the top three things I think about when calling on executives who have assistants.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

#1 Thing to Know about The Executive Assistant – They have an enormous amount of power!

They are in tune with the entire company and they wield an incredible amount of power. When it comes to knowing what their boss does and doesn’t care about, they are the expert. When it comes to navigating the company, there is no one better. Often, a request from the executive assistant is taken as if the executive made the request themselves!

Continue reading 3 Things You MUST Know About the “Gatekeepers”

Best OUT OF OFFICE Message EVER!

So, I’m emailing the Demand Gen Specialist at Vidyard – great company – and I get this message back. Wow! I wish more people in business would feel free to show their real personality.

It may be business, but we are doing business with people here, after all!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

This OOO made my day! Thanks to Wes Bush, he gave me permission to share:

Wes’s Subject Line: You like automated messages right? RE: Your message

Thank you for your message, %%first_name%%. I am currently lost somewhere below with limited access to internet.

How to get in contact (in order of preference)?

  1. Yell at the top of your lungs… 😉
  2. Email my co-worker & demand gen guru, Kim, for anything immediate
  3. Put URGENT in the title if you need me to take care of anything ASAP and I’ll review it when I find internet

Best, 

-Wes Bush

P.S. If you don’t hear back from my EOD by Sept 7th, consider me a goner. 

The good news is that I did hear back from Wes! Phew!

Have a little fun with your peeps and don’t forget to…

Love ‘em UP!

The Irreverent Sales Girl

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#TBT – Can We Revisit This Know, Like, and Trust Thing?

I wrote this back in 2013. I love it because it reminds us that we are doing business with HUMANS after all, and it makes us so successful when we remember that!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Here’s the article:

I hear ALL THE TIME…”People do business with people they Know, Like & Trust” from sales trainers and sales experts.

Here’s what I wanna know…

WHY IS THIS A REVELATION?

People go to prom with people they know, like & trust.
People travel great distances at great expense to visit people they know, like & trust.
People like to give gifts to people they know, like & trust.
Let’s face it, people like to hang out with DOGS they know, like & trust.

It’s pretty common sense, isn’t it?

SO I CHALLENGE YOU…

If it is some kind of revelation to you that people do business with people they know, like & trust, WHERE ELSE are you not bringing common sense to your sales?

Things like:

People do business with people who deliver excellent service
People do business with people who have a sterling reputation
People do business with people they hold on a pedastal
People do business with people who do what they say they are going to do
People do business with people who have similar values
People do business with people who ….. I mean, we could keep going here, couldn’t we?

BUT THE BIGGER QUESTION IS: 

If learning that “People do Business with People they Know, Like & Trust” is a revelation to you, then what is going on with your sales? 

Do you not believe in what you sell?
Do you not believe that your customer needs what you sell?
Are your goals different from that of your customer?
Are you trying to meet quotas instead of make a difference with people?

And here is my favorite…

~DO YOU THINK DOING BUSINESS IS DIFFERENT THAN DOING LIFE? ~

This week, I want you to bring common sense to your business. (Sorry, this will require actual THINKING)

FIRST:
Are you doing the work that you know you should do to connect with the people who need what you sell?

If yes (and be honest with yourself about that one),

THEN:
Who are the people that “should” be doing business with you?
Why?
Do they know about you?
Do they agree that they need something that you offer?

Reach out to THEM. Be clear, simple, concise. Offer them something yummy!

Go be a great human being. Period. THEN, see what shows up!

Love ’em UP! (And the rest will follow)

The Irreverent Sales Girl

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B2B is a BUMMER!

I’ve been having a think on this lately.

What is it that bugs me so much about this whole concept of B2B and B2C selling? Something really irks me, but I can’t quite get my arms around it, until today when I realized…

These terrible shorthand terms take the humans right out of the mix! Businesses don’t  sell to businesses. Businesses don’t sell to consumers. PEOPLE sell to PEOPLE – some of them are buyers because their job description makes them buyers. Some of them are buyers because they have a wallet.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

But, they are people nonetheless. Would you argue that in a B2B sale, you have 5 decision makers? Making it complex?

Didja ever try to sell a Porsche to a guy with a wife who has three kids under the age of 5? Talk about a complex sale!

Point is. If you continue to remember that there is another HUMAN on the other side of the conversation – with their own needs and values and worries and hopes and expectations – and people to take care of and people to please, you will start to look at your sales in a completely new way.

And you will get farther in all of the work you do.

There will never be a “gatekeeper” on the other end of the phone. There will be someone who knows the way the CEO likes to do business and what they are trying to accomplish in their business right now.

You won’t be calling on a “Suspect”. You will be talking to another human who has hopes, dreams, problems, and concerns. Imagine if you got interested in those hopes, dreams, problems and concerns? All of a sudden you are developing relationships that are much more likely to turn into business.

Do you know I walked into a meeting with a person I was selling to at a Fortune 50 company and she actually gave me a hug?!?! We got business with them year-over-year – it was a huge win!

How about some P2P selling instead?

Don’t forget they’re people and don’t forget to…

Love ‘em ALL UP!

The Irreverent Sales Girl

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What I learned about Gatekeepers from Clint Eastwood

clint-eastwood-394536Last week, I was watching the Katie Couric interview with Tom Hanks, Clint Eastwood, and Aaron Eckhart about the making of the movie Sully.

Start watching at the 9 minute mark: https://socialfeed.info/watch-katie-couric-chat-with-clint-eastwood-tom-hanks-and-aaron-eckhart-3971287

Notice something very interesting…

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Continue reading What I learned about Gatekeepers from Clint Eastwood

Your Jump-Start 90-day Prospecting Plan

success-1237378Since the whole week has been dedicated to one of my very favorite subjects, Prospecting, I thought you might enjoy a little formula that I’ve used with people to get their business jump-started again and get them back into the practice of prospecting regularly.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Feel free to use it or modify it to meet your own needs and your own style. Then, make sure to tell me how it went!

If your business has been stagnant, and you feel like that phone is too hard to pick up, here is my recommended 90 Day Prospecting Plan to get you moving again!

The first part of the 90-Day Plan is really quite fun and SURPRISINGLY rewarding!

Step #1: Ask the Magical Question

A) Find 15 people each month in your professional sphere to reach out to out of the blue. Ask them to set aside 20 minutes with you to catch up.

On this call, find out what they are up to. What’s new? What are they working on?

They are likely to ask you the same kind of questions. Be ready to share some recent client victories and let them know that you are now focusing on growing your business and looking for customers who are looking to accomplish exactly what your other customers are accomplishing. Don’t ask for referrals. Just let them know.

THEN, ask the Magical Question:

Continue reading Your Jump-Start 90-day Prospecting Plan