WEBVTT 00:01.998 --> 00:03.879 [SPEAKER_02]: This is The Sales Grady Podcast. 00:04.199 --> 00:09.361 [SPEAKER_02]: Hi, I'm Jeb Blunt, guest-selling author, fanatical prospecting objection, sales EQ and ink. 00:09.741 --> 00:14.543 [SPEAKER_02]: And I'm here to help you open more doors, close bigger deals, and rock your commission check. 00:17.635 --> 00:18.235 [SPEAKER_01]: Go ahead, Mike. 00:18.515 --> 00:19.275 [SPEAKER_01]: I have a couple of questions. 00:19.295 --> 00:20.856 [SPEAKER_01]: We've done me to play the groundwork here. 00:20.876 --> 00:26.698 [SPEAKER_01]: A couple of years ago, I hired a third party lead gen and cut out me to send out email. 00:26.998 --> 00:29.658 [SPEAKER_01]: And then when they got in the spot, they think that goes to me. 00:29.678 --> 00:33.679 [SPEAKER_01]: And then I followed up with the plug on that, how we have been in either year. 00:34.000 --> 00:34.660 [SPEAKER_01]: It didn't work. 00:34.800 --> 00:38.141 [SPEAKER_01]: I got an up-business software at the Payton for the service for the pay for it. 00:38.261 --> 00:44.663 [SPEAKER_01]: But my question is, what do you see as the value of having third party lead generation that was working like that? 00:44.763 --> 00:46.243 [SPEAKER_01]: And when the other part of that, 00:46.563 --> 00:53.106 [SPEAKER_01]: I've got a ton of leads, you know, people were responding back, hey, we've got a project coming up, you know, check back with me at six months. 00:53.146 --> 00:55.687 [SPEAKER_01]: I put it in CRM, follow up and follow up. 00:55.787 --> 01:02.670 [SPEAKER_01]: How long do you read those in there before you just kind of let them go and maybe put them in a direct camping to try to later on? 01:02.710 --> 01:03.850 [SPEAKER_01]: But tell me what yourself? 01:04.010 --> 01:05.791 [SPEAKER_01]: Our product is slides, can we? 01:06.591 --> 01:12.996 [SPEAKER_01]: So, vis-à-vis people in the commercial real estate space, the belfers, some general contractors. 01:13.376 --> 01:16.598 [SPEAKER_01]: A lot of them, we're have probic spending or architects. 01:16.999 --> 01:19.881 [SPEAKER_01]: I would never contract directly with them, but getting in there. 01:19.901 --> 01:21.842 [SPEAKER_01]: It's a good way to get in on a probic. 01:22.042 --> 01:27.845 [SPEAKER_02]: The organization is generating good leads for you, and you can make money at it, you lose an ROI, and there's nothing wrong with that. 01:27.965 --> 01:31.307 [SPEAKER_02]: I want as many inbound leads as I possibly can, they're the easiest ones to close. 01:31.887 --> 01:33.488 [SPEAKER_02]: So the more you can get the better. 01:33.928 --> 01:35.849 [SPEAKER_02]: In terms of when do you give up on it? 01:35.989 --> 01:46.555 [SPEAKER_02]: If you said it was a B to C situation, I would say, well, I mean, there's a point where you give up because you can't stalk people in B to C. But in terms of your space, with signage, the answer would really be never. 01:47.215 --> 02:02.813 [SPEAKER_02]: if you knew that there was a particular project that they were working on and you had a timeline to either be chosen as the company that delivers the signage or not and then the signs go up and you lost it, you're going to move them into a nurturing campaign because the project itself is done. 02:03.173 --> 02:18.200 [SPEAKER_02]: If it's a commercial real estate organization that is always putting up new signs, or if you see their signs going up all the time, like I've got a company that provides graphics and signage and things for us, they're also a client of ours, and we're always buying things from them, because we always have different things happening. 02:18.481 --> 02:27.345 [SPEAKER_02]: And sometimes those purchases are really big, because we've got a big conference coming, and sometimes they're really small, because we just need something that's unique and different for a specific situation. 02:27.645 --> 02:39.587 [SPEAKER_02]: In those cases, you want to keep prospecting, keep working, keep following up on them because there's going to be a moment when they're going to need you, and it's especially when it comes to signage and small projects and things like that. 02:39.967 --> 02:43.188 [SPEAKER_02]: Almost always, they're just going to pick up the top business card on the pile. 02:43.208 --> 02:46.008 [SPEAKER_02]: They're going to choose whoever they remember for. 02:46.068 --> 02:54.730 [SPEAKER_02]: So staying in front of them matters, keeping for you is how do you have a system that allows you to do that without completely taxing your ability to do the rest of your job? 02:57.130 --> 03:06.313 [SPEAKER_02]: So I would be looking at organizations that have a high-prepensity to do business with you that are typically gonna be making multiple purchases of signs over a long period of time. 03:06.733 --> 03:13.516 [SPEAKER_02]: To have a small business that just set up an office, my company, we just open up a new sales and marketing office where buying signs for the building. 03:13.836 --> 03:18.597 [SPEAKER_02]: But once that project is done, you could keep following up on this, but there's no more signs to build. 03:18.657 --> 03:22.419 [SPEAKER_02]: That would be different than a large organization that is constantly turning signs. 03:22.779 --> 03:26.040 [SPEAKER_02]: So once you understand that, then you can make a decision about whether 03:26.840 --> 03:46.850 [SPEAKER_02]: here nurturing, which would be you going out to them with a newsletter or some information about what you do on a regular basis over a period of time versus these are companies that are constantly buying and I need to make sure that I'm top of mind when something comes up and maybe I didn't characterize how you do business. 03:47.230 --> 03:48.552 [SPEAKER_02]: correctly in the situation. 03:48.793 --> 03:50.755 [SPEAKER_02]: But that's how I would typically think about it. 03:50.795 --> 03:53.039 [SPEAKER_02]: My in terms of what my role is. 03:53.379 --> 04:01.611 [SPEAKER_02]: The good news with you of having someone doing some legion for you is if you've got a group that's doing it well and they can identify projects that are coming up. 04:02.112 --> 04:03.853 [SPEAKER_02]: for you get too far down the road. 04:03.913 --> 04:09.737 [SPEAKER_02]: If they can get you in where there's a bit or a quote stage, at least gets you in the game at the right timing. 04:09.978 --> 04:13.000 [SPEAKER_02]: And someone who's doing good lead gen, they can identify those things. 04:13.120 --> 04:17.143 [SPEAKER_02]: Like you could take your city and they could just go in and look at all the new builds that are going in your city. 04:17.343 --> 04:20.685 [SPEAKER_02]: That would be an easy way to identify some particular opportunities there. 04:20.985 --> 04:27.410 [SPEAKER_02]: Then they can do the legwork to find who you need to talk to, who's the person managing the project for you and then gets you engaged. 04:27.810 --> 04:38.536 [SPEAKER_02]: And I think if you can get that right and get a good ROI on that, then you can do your magic on your end with those followups and they can get you into spot deals where there's an opportunity. 04:38.736 --> 04:49.261 [SPEAKER_01]: Yeah, and actually, I think one of the reasons I pulled the plug on most people are, they weren't exactly doing what you'd describe, they had lists of people, and I think we had exhausted their lives. 04:57.183 --> 04:58.744 [SPEAKER_02]: All right, one more question, Michael. 04:58.964 --> 05:05.810 [SPEAKER_00]: I have one question gets answered in different ways at different times, but each has the offer as it does about between 50 to 75 calls a day. 05:06.190 --> 05:11.835 [SPEAKER_00]: But the difference is, we actually and we follow that with email, and then we just don't follow up, we have a whole cycle. 05:12.015 --> 05:14.096 [SPEAKER_00]: If the question is voice message, right? 05:14.236 --> 05:24.585 [SPEAKER_00]: Out of those 50 to hardy calls a day to make 100 calls before lunch, your people are much better than us because we cannot do 100 in the morning and live voice message. 05:24.705 --> 05:26.146 [SPEAKER_00]: It's just it takes too much time. 05:26.566 --> 05:30.409 [SPEAKER_00]: So does this be that you don't leave a voice message of his answer? 05:30.549 --> 05:31.749 [SPEAKER_02]: Or what is the benefit? 05:31.849 --> 05:32.410 [SPEAKER_02]: Great question. 05:32.710 --> 05:33.731 [SPEAKER_02]: It depends on the list. 05:33.911 --> 05:35.392 [SPEAKER_02]: And this is different for different things. 05:35.452 --> 05:40.495 [SPEAKER_02]: When we're selling keynotes or large training engagements, a little bit of a different animal. 05:40.795 --> 05:46.038 [SPEAKER_02]: So our folks that are doing high velocity selling, we're typically selling to small and medium-sized businesses. 05:46.298 --> 05:49.040 [SPEAKER_02]: We're selling our team hub product. 05:49.280 --> 05:50.560 [SPEAKER_02]: on cell's grave universities. 05:50.580 --> 05:53.621 [SPEAKER_02]: So this is the product that we have for small cell teams. 05:53.641 --> 05:57.523 [SPEAKER_02]: So typically teams of anywhere from three to 50 cells people. 05:57.643 --> 06:00.884 [SPEAKER_02]: What we're doing is almost a three-tier calling structure. 06:01.184 --> 06:04.765 [SPEAKER_02]: When we start our day we're calling what we call qualified twos. 06:04.905 --> 06:11.887 [SPEAKER_02]: Qualified twos are cute twos are we know the person who we should be calling and we know how many cells people they have. 06:12.087 --> 06:13.368 [SPEAKER_02]: That's really all we need to know. 06:13.388 --> 06:15.088 [SPEAKER_02]: But we have those two pieces of information and 06:17.249 --> 06:19.130 [SPEAKER_02]: with those we're leaving voicemail messages. 06:19.350 --> 06:24.933 [SPEAKER_02]: And with those we'll be following up with an email that afternoon in another block and we may be going on a social media. 06:25.033 --> 06:28.155 [SPEAKER_02]: But we have information so we're not going to not leave a voicemail. 06:28.395 --> 06:30.496 [SPEAKER_02]: But that's going to be what we call a prospecting pyramid. 06:30.536 --> 06:33.477 [SPEAKER_02]: If you read fanatical prospects, you can learn more about that there. 06:33.517 --> 06:37.560 [SPEAKER_02]: But we're calling our high probability prospects first in the day. 06:37.800 --> 06:39.541 [SPEAKER_02]: And that would include inbound leads as well. 06:39.561 --> 06:42.282 [SPEAKER_02]: So if we've gotten inbound leads, they're going to go first. 06:42.422 --> 06:44.124 [SPEAKER_02]: We're certainly only voicemail's message to them. 06:44.144 --> 06:45.185 [SPEAKER_02]: We're building familiarity. 06:45.205 --> 06:45.705 [SPEAKER_02]: It makes sense. 06:45.885 --> 06:47.948 [SPEAKER_02]: After that, we'll move into qualified ones. 06:48.268 --> 06:52.572 [SPEAKER_02]: We already know the number of salespeople we have, but we're not sure if we know who the decision maker is. 06:53.033 --> 06:56.196 [SPEAKER_02]: So we're calling in whether it's a gatekeeper, or we'll be talking to the person. 06:56.216 --> 06:57.197 [SPEAKER_02]: And we call the sales department. 06:57.217 --> 06:59.299 [SPEAKER_02]: And we're just trying to identify who's the right person. 06:59.659 --> 07:02.560 [SPEAKER_02]: Once we did it in front of that person, it goes into the qualified to list. 07:02.900 --> 07:05.821 [SPEAKER_02]: And then we move into our not qualified list. 07:05.841 --> 07:09.403 [SPEAKER_02]: So not qualified lists might be a cold list that we've pulled off of, say, Zoom info. 07:09.683 --> 07:15.605 [SPEAKER_02]: So we did a list of, say, commercial HBAC companies in Austin, Texas. 07:15.885 --> 07:28.555 [SPEAKER_02]: So we pull that list in, back to multi-threading, like we may have the name of the person who runs the technicians, we might have the name of the person who's a sales manager, we might have the name of the owner of the company, like we use these different titles to pull them in. 07:28.875 --> 07:30.757 [SPEAKER_02]: And with that group, we're not leaving any voicemails at all. 07:30.897 --> 07:34.960 [SPEAKER_02]: So we're calling him, we're just like the first person to the phone, we're going, do you have salespeople? 07:35.040 --> 07:36.381 [SPEAKER_02]: Yes, how many are there? 07:36.861 --> 07:41.425 [SPEAKER_02]: And if the answer is more than two, then we move him into the qualified one list. 07:41.685 --> 07:52.927 [SPEAKER_02]: And if the answer is less than two or no, we don't have any people, we move them into a not qualified list that when they will eventually just take out of the CRM because there's no reason for us to spend time with people who aren't qualified. 07:53.127 --> 08:05.070 [SPEAKER_02]: So if you think about that way, the first block is setting appointments and we can only handle so many appointments a day where we can adequately do discovery and then we can shift people into a demo a certain number of those won't show up. 08:05.170 --> 08:07.430 [SPEAKER_02]: We're only going to advance half of them or so forward. 08:07.730 --> 08:12.734 [SPEAKER_02]: Once we've cleared setting our appointments, then we move into all we're doing is qualifying. 08:12.774 --> 08:15.777 [SPEAKER_02]: And if all you're doing is qualifying, somebody's going to show the phone to a small business. 08:16.177 --> 08:17.978 [SPEAKER_02]: How many salespeople have boom next? 08:18.299 --> 08:20.140 [SPEAKER_02]: And so then you can start peeling it down. 08:20.180 --> 08:27.046 [SPEAKER_02]: So if you start thinking about segmenting your prospecting list, what you're looking for is how qualified are they? 08:27.486 --> 08:28.647 [SPEAKER_02]: Top of the list is inbound. 08:28.747 --> 08:31.610 [SPEAKER_02]: Anything that came inbound, I want to call them first because they're raising their hand. 08:32.230 --> 08:35.695 [SPEAKER_02]: So you're only going to leave voicemails with a certain number of them. 08:35.935 --> 08:44.566 [SPEAKER_02]: Now the last thing I want to leave you on this Michael is there's a prospecting voicemail course on Cellsgrab University and there's a five step framework that we use for those voicemails. 08:44.727 --> 08:46.889 [SPEAKER_02]: You can also find this in phonetical prospecting as well. 08:47.130 --> 08:49.333 [SPEAKER_02]: If you use that framework, you're going to get 08:49.813 --> 08:52.435 [SPEAKER_02]: on and off the phone in about 30 to 45 seconds. 08:52.655 --> 08:54.176 [SPEAKER_02]: And you want to use that consistently. 08:54.456 --> 08:55.876 [SPEAKER_02]: So you want to think about that. 08:56.297 --> 09:04.161 [SPEAKER_02]: And you also want to think about when you're building your list, build your list so that you're calling either a similar role on the list. 09:04.181 --> 09:05.722 [SPEAKER_02]: So you've got a homogeneous list. 09:06.022 --> 09:10.605 [SPEAKER_02]: You're calling a similar market or similar company or similar geographic area. 09:10.945 --> 09:16.448 [SPEAKER_02]: So that your voice note can be compelling, but it doesn't have to be made up new every single time. 09:16.668 --> 09:33.564 [SPEAKER_02]: Like if you're calling a CFO and one call a CEO and one call the director of this on another every single time you call now your voicemail has to change and that does take time versus having a targeted voicemail that's going to be compelling to most of the people on the list and be to all of them, but most of them. 09:33.744 --> 09:34.745 [SPEAKER_00]: Thanks, Jeff questions. 09:35.205 --> 09:36.607 [SPEAKER_00]: Very much appreciate it as always. 09:36.627 --> 09:36.987 [SPEAKER_00]: Thank you. 09:37.087 --> 09:37.508 [SPEAKER_00]: Thank you, Jason. 09:37.688 --> 09:38.549 [SPEAKER_02]: Okay, very good.