Posted by Josh Turner in B2B Lead Generation & Sales Development
In 2017 we accomplished a lot and we learned a ton.
If we want to achieve our goals, we have to take that knowledge and stay laser-focused on what is going to move the needle in 2018, and hopefully blow it out of the water.
Here are our top 4 priorities for the year:
- Maintain a ‘High-Ticket’ Mindset.
- Build more trust and develop stronger relationships with our prospects and clients.
- Automate where possible, but don’t forget the personal touch.
- Get back to the basics.
Over the next few weeks, we’re excited to expand on these ideas and want you to be a part of our journey to see what we’re doing and what’s working behind the scenes. Because come February – we’ll be launching our new platform for 2018 and hosting a complimentary workshop series for our community, to walk you through every step.
Register here to make sure you don't miss any piece of the training we'll be sharing to help you crush it in 2018!
Maintain A “High-Ticket” Mindset
Our top priority for 2018, is to attack everything with what we call the “High-Ticket Mindset” – and we’re pushing our clients to do the same.
What is the “High-Ticket” Mindset?
The high-ticket mindset is all about focusing on your most valuable clients and prospects. Investing in marketing initiatives that are laser focused on getting whale clients. The 80/20 clients that can be game changing for your business.
Doing this involves positioning yourself and your brand as an authority in your space to get your most valuable prospects predisposed to trust you.
Here at LinkedSelling, we work hard to position ourselves as the Leader in B2B Marketing and Lead Generation. And by maintaining our status as the go-to experts, we hope to develop more REAL relationships with the exact people needed to achieve our sales goals in 2018.
How do we execute this?
By focusing on three areas…
- Optimizing our online presence so we are attracting targeted, high-value prospects.
- Clearly defining our prospect profile so we know exactly who our very best clients are, where they are, and what makes them tick.
- Optimizing our messaging strategy, using warm, inviting messaging to generate a consistent stream of the RIGHT new leads and appointments.
What are the benefits?
Developing a HTM allows you to see which opportunities are really “worth your time” – rather than spending unnecessary time on smaller opportunities that wouldn’t pay off as well.
This doesn’t mean that we’re trashing low-ticket prospects, because those can easily grow into a high-ticket client. We have a big mission, to impact many people, and nothing about that will change.
But, if you put forth the same effort with a low-ticket or high-ticket client , then you are effectively investing the same marketing dollars on attracting each. Which doesn’t make sense. Bigger high-ticket clients deserve more of your marketing spend.
It’s the 80/20 rule in action.
Register here to stay up-to-date on how to get our blueprint for creating a ‘High-Ticket Mindset' in your company.
Building More Trust & Developing Stronger Relationships with Our Prospects & Clients
“The TRUST that a customer has in your company and in YOU strongly outweighs the techniques you use to sell. Establishing trust is better than any sales technique.”
— Mike Puglia, VP of Marketing at TimeTrade
We never strayed from this attitude, and in 2018 we won’t start in that direction!
TRUST and RELATIONSHIP building is one of the cornerstones of our appointment generating process. Losing that… well we don’t even want to think about what could happen.
How do we establish that trust and build that relationship with a prospect or potential client?
It’s easy… GIVE A SHIT!
It’s one of the core values of our company! We get to know what makes our prospects and clients tick. What are their pain points? Where do they fall short and how can WE help them?
We didn’t get in this business to get rich quick. We did it because we saw the need our clients had, and the pain that so many businesses go through because they don’t have a system for generating consistent, quality sales opportunities. It’s our mission to change that for good.
What are the benefits?
You can forget short-term, small customers that aren’t aligned with your values and sap your time and money. You will have connected with long-term, loyal clients by building trust, first. And selling, second.
With that trust, your clients will be more open to hear what you have to offer. And by doing that, they will start to know about you before they’ve met you, creating more opportunities for your business.
To reserve your spot, register here for a workshop series we're hosting soon, to give you our entire playbook for systematically building stronger relationships with your prospects in 2018.
Automating Where Possible, But Keeping the Personal Touch
Everybody has heard the saying… “Time IS Money”
With more time, you have more opportunity to focus on the parts of your business that actually matter. Whether it be building trust and relationships with clients, developing new strategies to stay relevant in your ever changing market or simply having more time to spend with family and friends.
The 1 automation strategy we are using in our high ticket campaigns: “Warm Email”
What is a “Warm Email”?
It’s a messaging solution that offers a more personal and intimate experience to the recipient than bulk email autoresponders. It cuts through the noise of the modern email inbox. Allowing you to stand out amongst the sea of “marketing” and “advertising” emails that your prospects receive on a daily basis.
It’s connecting with your prospects to generate a consistent stream of new leads and appointments by using warm, inviting messaging.
What are the benefits?
When you send a more personal, 1-on-1 email, you almost always get a response. Why not take that 1-on-1 approach with your marketing emails!?
Instead of sitting back and waiting, this proactive approach ensures that you’ll be generating appointments consistently, month after month.
We’re using this strategy to implement automated follow up campaigns. Because, studies have shown that by the 8th contact you have a 90% chance of getting the business. The problem is, nobody does it! Most people quit after 2 or 3 follow ups.
In the workshop series we’re hosting next month, we’ll be walking you through the latest strategies for combining social messaging with automated warm email, to put this process on autopilot.
Register here for that.
Going Back to Basics and Keeping It Simple
With the push to social media and digital marketing over the last decade, too many business owners have forgotten what really drives business.
The Handshake.
Developing trust and relationships is the foundation of any successful business. Not hacks or funnels or other short term gimmicks.
It’s time to get back to the handshake. Now that doesn’t mean to abandon these new tools, and go back to marketing like it’s 1992 again.
But it’s time to get back to the basics, and leverage these online tools to drive the right activities, and to build real relationships. That’s what getting “Back to the Handshake” means to us.
And from what we’ve seen, our “Back to the Handshake” approach is changing how business is done.
Like all businesses we tried a few things this year that didn’t pan out, and we’ll be the first to say it. In some instance, we strayed from what we know best. In 2018, we’re getting back to basics.
Like the old saying goes… If it ain’t broke, don’t fix it!
How are we going to get there?
Apply the back to basics focus to everything we do. We need to re-focus and dial-in on the basics, and keep it simple in 2018. That’s what will allow us to continue our rapid growth.
Not adding more bells and whistles. But focusing on the things that got us here, and getting a little bit better at them.
By solidifying our foundation and being intentional and consistent when it comes to new opportunities – we’ll have strong guideposts that make our decision-making and implementation of new strategies more effective.
We’re taking things back to a personal touch and getting back to the handshake!
We hope you are excited to be on this journey with us, 2018 is going to be a hell of a year!
One last reminder, be sure you register here to save your spot in our upcoming workshop series, where we’ll be helping you install our complete system for getting a consistent flow of leads, appointments, and clients into your business.
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LinkedSelling is the leading expert in B2B Lead Generation by systematically building relationships with cold prospects, converting them into warm leads. We have expertise in designing and managing lead generation campaigns that leverage LinkedIn, social media, content marketing and much more.
