27
Nov 14

Why Don’t People Ask For Referrals Podcast

Why Don't People Ask For Referrals by Bill Cates

Why Don’t People Ask For Referrals:

I recently had the opportunity to interview Bill Cates who is the author of Beyond Referrals.

Bill’s book, Beyond Referrals, helps sales professionals find ways to get more referral business.

In this segment, Bill talks about Why Don’t People Ask For Referrals.

You can listen to this podcast by pressing Play

or

Download this episode (right click and save)

You can contact Bill through his website, Referral Coach.

You can purchase Beyond Referrals by clicking here or clicking the picture below.

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value ClientsAsk For Referrals

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


26
Nov 14

Why Don’t People Ask For Referrals by Bill Cates

Why Don't People Ask For Referrals by Bill Cates

Why Don’t People Ask For Referrals:

I recently had the opportunity to interview Bill Cates who is the author of Beyond Referrals.

Bill’s book, Beyond Referrals, helps sales professionals find ways to get more referral business.

In this segment, Bill talks about Why Don’t People Ask For Referrals.

 

Why Don’t People Ask For Referrals Transcription:

BILL CATES:

It’s mistaken assumptions and lack of confidence that boil down to fear. When we don’t feel confident about something, what do we feel? We feel fear, doubt, and lack of confidence.

This isn’t rocket science. There are some ways that are better to ask than others, but the key is that we are proactive. The problem is a lot of people are afraid of appearing pushy. That they’re going to hurt the relationship. A lot of people are afraid they’re going to look needy, begging, hat in hand. A lot of people are just plain afraid of rejection. They can cold call until the cows come home, but once they have a relationship with someone, they don’t want to risk it.

CHRIS HAMILTON:

Yes.

BILL CATES:

These are all limiting beliefs. They’re all mistaken assumptions. If someone says to me, “Bill, I don’t feel comfortable asking for referrals,” I say, “Okay. So? Okay. You don’t feel comfortable. I get it. So, what are you going to do about it? Does it mean you just don’t do it? Look, when you feel a fear, do you retreat or do you get going?”

I help people get going. I help them become aware of their fears or doubts or uncertainties and then we figure out what we can do first. What we can do second. How we can get past that, at least to some degree.

You may never become the referral machine that you want to be, but you can do more than you’re doing now.

 

You can contact Bill through his website, Referral Coach.

You can purchase Beyond Referrals by clicking here or clicking the picture below.

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value ClientsAsk For Referrals

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


25
Nov 14

Is There a Better Alternative To Cold Calling? Podcast

Is There a Better Alternative To Cold Calling?

Is There a Better Alternative To Cold Calling?

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about a Better Alternative To Cold Calling.

Press play to hear the podcast

or

Download this episode (right click and save)

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


24
Nov 14

Is There a Better Alternative To Cold Calling?

Is There a Better Alternative To Cold Calling?

Is There a Better Alternative To Cold Calling?

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about a Better Alternative To Cold Calling.

 

Here is the transcript of this video.

JOHN LEISHMAN:

Well, Chris, what are some alternatives to cold calling? What other options are available for people now?

CHRIS HAMILTON:

Well, John, I’m glad you asked that. Cold calling is just not effective anymore. One Baylor University study found that people only book appointments with 0.3% of the cold calls they make.

One of the alternatives we have is a process and methodology I’ve developed. First you have to have a website. Second, you have to have a landing page on that website that is specific to your product or service. Then you need to add a live chat widget on that website so as you push people through there, you can engage with them or have staff engage with them. Then you want to have a means of follow-up.

If you have found a target demographic, are pushing people through to a specific landing page, and engaging with them, some of the stats we see indicate that typically they’re engaged and already in buy mode — looking for something that’s specific that you have to offer. What we find is that if you can engage with people via live chat, about 25% of the time those people turn into sales leads. If you’re looking at 0.3% compared to 25%, that’s a huge difference.

If you are cold calling, in order to book an appointment you’re going to have to spend six or seven hours a day trying to get that one appointment. If people are coming to your website and you’re turning them at about 25% because of engaged chat — plus you have other people doing that for you — your day is freed up so you can actually spend your time in a more productive way that makes you money.

And for those people who aren’t necessarily ready right then and there, get their name and email into a CRM system and nurture it with an email marketing program of some sort. That’s a far better process than just picking up the phone and dialing for dollars.

JOHN LEISHMAN:

Thanks, Chris.

CHRIS HAMILTON:

You’re welcome, John.

 

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


22
Nov 14

Using Content Marketing To Replace the Cold Call Podcast

Using Content Marketing To Replace the Cold Call

Using Content Marketing To Replace the Cold Call

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about Using Content Marketing To Replace the Cold Call.

Press Play to Listen to the Podcast

or

Download this episode (right click and save)

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


21
Nov 14

Using Content Marketing To Replace the Cold Call

Using Content Marketing To Replace the Cold Call

Using Content Marketing To Replace the Cold Call

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about Using Content Marketing To Replace the Cold Call.

 

Here is the transcript of this video.

JOHN LEISHMAN:

Chris, you’ve talked a little bit about how cold calling is dead. You talked about having live chat on a website. You talked about having landing pages. How do you get people to actually go to your website? Does content marketing fit into this scenario in some way?

CHRIS HAMILTON:

Sure, John. There’s numerous ways you can get people to come to your website and we’ll talk specifically about content marketing. I’ve got several methods. You can use advertising. Twitter is great. So is SEO.

Content marketing is another really great way to drive people to your website. You’re giving your thoughts on how to solve a specific problem. On a concern about how to fix something. You might use humor. People will come to your site searching for information. Of course, when they search for information, if your blog post or your content is optimized properly, then they will find that information and find your site. You’re obviously drawing people in. And then the most important thing — and we’ve talked about this — is to put a live chat widget on your website.

There are a couple of things you can do to help increase your ability to generate sales leads. First, have a call to action on your blog post. If you’re writing something specific, have a call to action that’s specific to that content. If you’re talking about a new Aston Martin, say something like, “Contact us to schedule a test drive.”

Another thing you can do is put an e-book or some information for a sign-up to capture a name and an email from that person. Of course, if you can actually engage with someone via live chat at that point in time should they have any questions, they’re probably in buy mode. The question they have may not be answered in your blog post, so guess what? They can ask that question of you right on the site. Typically what we see is you can generate up to 10 times more sales leads using a live chat widget.

I’ve talked about this stat in the past. A Baylor University study noted that there is a 0.3% success rate to booking an appointment using cold calls. What we’re seeing is that when we have someone engaged online and we’re chatting with them, typically about 25% of these turn into qualified sales leads, and this roughly translates to between 3-8% of viewer website traffic that you get. It’s a high number of qualified people that are looking for what you have.

JOHN LEISHMAN:

I’m just going to paraphrase this. The old strategy was cold calls and dialing for dollars. The new strategy is leveraging content marketing, using Twitter, and using paid search results to drive traffic to websites. Engage the prospect in live chat and then your salespeople are simply focusing on people who are interested in your product or service and what you have to say.

CHRIS HAMILTON:

Absolutely. I think that’s a great point — that you are allowing your salespeople to focus only on those people who have a desire or are qualified — as opposed to wasting time talking to people who are unqualified. That’s a great way to look at it, John.

JOHN LEISHMAN:

Thanks a lot, Chris.

CHRIS HAMILTON:

You’re welcome, John.

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


20
Nov 14

Why Cold Calls Don’t Work Podcast

Why Cold Calls Don't Work

Why Cold Calls Don’t Work

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about Why Cold Calls Don’t Work anymore.

Click Play to listen to the podcast

or

Download this episode (right click and save)

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


19
Nov 14

Why Cold Calls Don’t Work

Why Cold Calls Don't Work

Why Cold Calls Don’t Work

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about Why Cold Calls Don’t Work anymore.

 

Here is the transcript of this video.

JOHN LEISHMAN:

Hey, there. We’ve got Chris Hamilton, here, from SalesTipADay. Chris, what are your thoughts on cold calling?

CHRIS HAMILTON:

John, it’s interesting. I get asked that all the time, particularly by people that are on my site and signing up for my newsletters. I have an email I send out that asks, “What do you struggle with?” Most people struggle with finding clients and cold calling.

I’ve done some research online. There’s a great article that comes from Baylor University. I can’t remember the name of the article, but they used real estate agents from Keller Williams down in the U.S. They took a sample of 6,400 phone numbers and gave them to the agents to call.

The agents were able to connect with people 28% of the time — which actually is much higher than I would expect. I’m sure if you ran that nowadays, it would be much lower. This report is a couple of years old. The one thing they found was appointments were made with only 0.3% of the people they connected with. That’s dismal — less than 1% would end up as an appointment. And they were only able to get a referral from 0.2% of these connections. The numbers show you just how little cold calling works.

Of course, up here in Canada we have Do Not Call lists. They do down in the U.S., as well, and probably other places around the world. The other thing is call display. If I see phone calls coming in from outside of my province or area code, I don’t even answer them. I saw an interesting stat from a study that LinkedIn did on incoming phone calls. I believe they said that 57% of the time, people will not even answer a call when it’s from a different area code.

People just don’t want to be hassled. That’s really what it comes down to. It’s a disruption. And especially if you’re on the other side of it, it’s not fun to pick up a phone and make cold calls. I know it terrifies a lot of people. There are better ways to do things.

JOHN LEISHMAN:

Thanks a lot, Chris.

CHRIS HAMILTON:

You’re welcome, John.

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


18
Nov 14

Where Should Companies Have Their Sales People Focus Their Efforts Podcast

Where Should Companies Have Their Sales People Focus Their Efforts

Where Should Companies Have Their Sales People Focus Their Efforts

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about where companies should be focusing their sales people so that they are more productive.

Press Play to listen to this podcast

Or

Download this episode (right click and save)

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


17
Nov 14

Where Should Companies Have Their Sales People Focus Their Efforts

Where Should Companies Have Their Sales People Focus Their Efforts

Where Should Companies Have Their Sales People Focus Their Efforts

Recently John Leishman, the president of Geeks on the Way, and I had the opportunity to talk about several topics.

In this segment we talk about where companies should be focusing their sales people so that they are more productive.

 

Here is the transcript of this video.

JOHN LEISHMAN:

So, Chris, we’ve talked about content marketing, email marketing, and dialing for dollars — and dialing for dollars we agree doesn’t work. Where should companies have their salespeople focus their efforts?

CHRIS HAMILTON:

That’s a great question. We talked about cold calling and the Baylor University study that found only 0.3% of cold calls are actually successful. That’s like banging your head against the wall. It’s a horrific number. Who would want to call 300 people to try to book a meeting? In some circumstances it’s probably higher than that, but that’s what the study said. If I were a business owner and I had a company, shame on me if I told someone to pick up a phone and make a cold call, because it just doesn’t work.

What business owners need to understand is there’s people coming to your website. They found you for a reason. It could be because your pages are optimized. It could be a blog post. You’re doing advertising. And the reason people are coming to your site is because they’re trying to figure something out. They may have a stated need or they are just doing an exploratory on certain things that they’re looking for.

If I had a sales force working under me, I would have a live chat widget on my website engaging with these website visitors, answering their questions, and trying to see if I can generate sales leads from these people. As I said before, what we found is when someone gets engaged on our website through a live chat, typically about 25% of the time they convert into a sales lead. That’s a huge number.

Think about it this way. You’re giving up a significant amount of website traffic to your competitors by not engaging with those visitors. If you engage with them in advance, you’re going to turn those visitors into a sales lead.

JOHN LEISHMAN:

Okay, great. Well, thanks a lot for that, Chris.

CHRIS HAMILTON:

Thank you, John.

I hope you enjoyed this.

If you have any comments, please leave them below.

Chris Hamilton

Email Me

SalesTipADay.com

Please Subscribe to the Sales Tip A Day Podcast –  Click here to Subscribe

 

Stop Cold Calling Webinar:

If you would like to learn how to stop cold calling and how to start getting more sales leads, join our next “Stop Cold Calling Webinar”.  

In the United States text ColdCall to 313131

and

in Canada text ColdCall to 393939

to sign up for our next Stop Cold Calling Webinar.

If you are outside of the US and Canada, you can sign up for our next Stop Cold Calling Webinar here.  Or click the button below.

>> Learn How To Stop Cold Calling – Click Here <<


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