[SPEAKER_02]: This is The Sales Grady Podcast.
[SPEAKER_02]: Hi, I'm Jeb Blunt, guest-selling author, fanatical prospecting objection, sales EQ and ink.
[SPEAKER_02]: And I'm here to help you open more doors, close bigger deals, and rock your commission check.
[SPEAKER_01]: Go ahead, Mike.
[SPEAKER_01]: I have a couple of questions.
[SPEAKER_01]: We've done me to play the groundwork here.
[SPEAKER_01]: A couple of years ago, I hired a third party lead gen and cut out me to send out email.
[SPEAKER_01]: And then when they got in the spot, they think that goes to me.
[SPEAKER_01]: And then I followed up with the plug on that, how we have been in either year.
[SPEAKER_01]: It didn't work.
[SPEAKER_01]: I got an up-business software at the Payton for the service for the pay for it.
[SPEAKER_01]: But my question is, what do you see as the value of having third party lead generation that was working like that?
[SPEAKER_01]: And when the other part of that,
[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.
[SPEAKER_01]: I put it in CRM, follow up and follow up.
[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?
[SPEAKER_01]: But tell me what yourself?
[SPEAKER_01]: Our product is slides, can we?
[SPEAKER_01]: So, vis-à-vis people in the commercial real estate space, the belfers, some general contractors.
[SPEAKER_01]: A lot of them, we're have probic spending or architects.
[SPEAKER_01]: I would never contract directly with them, but getting in there.
[SPEAKER_01]: It's a good way to get in on a probic.
[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.
[SPEAKER_02]: I want as many inbound leads as I possibly can, they're the easiest ones to close.
[SPEAKER_02]: So the more you can get the better.
[SPEAKER_02]: In terms of when do you give up on it?
[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.
[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.
[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.
[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.
[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.
[SPEAKER_02]: Almost always, they're just going to pick up the top business card on the pile.
[SPEAKER_02]: They're going to choose whoever they remember for.
[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?
[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.
[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.
[SPEAKER_02]: But once that project is done, you could keep following up on this, but there's no more signs to build.
[SPEAKER_02]: That would be different than a large organization that is constantly turning signs.
[SPEAKER_02]: So once you understand that, then you can make a decision about whether
[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.
[SPEAKER_02]: correctly in the situation.
[SPEAKER_02]: But that's how I would typically think about it.
[SPEAKER_02]: My in terms of what my role is.
[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.
[SPEAKER_02]: for you get too far down the road.
[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.
[SPEAKER_02]: And someone who's doing good lead gen, they can identify those things.
[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.
[SPEAKER_02]: That would be an easy way to identify some particular opportunities there.
[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.
[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.
[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.
[SPEAKER_02]: All right, one more question, Michael.
[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.
[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.
[SPEAKER_00]: If the question is voice message, right?
[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.
[SPEAKER_00]: It's just it takes too much time.
[SPEAKER_00]: So does this be that you don't leave a voice message of his answer?
[SPEAKER_02]: Or what is the benefit?
[SPEAKER_02]: Great question.
[SPEAKER_02]: It depends on the list.
[SPEAKER_02]: And this is different for different things.
[SPEAKER_02]: When we're selling keynotes or large training engagements, a little bit of a different animal.
[SPEAKER_02]: So our folks that are doing high velocity selling, we're typically selling to small and medium-sized businesses.
[SPEAKER_02]: We're selling our team hub product.
[SPEAKER_02]: on cell's grave universities.
[SPEAKER_02]: So this is the product that we have for small cell teams.
[SPEAKER_02]: So typically teams of anywhere from three to 50 cells people.
[SPEAKER_02]: What we're doing is almost a three-tier calling structure.
[SPEAKER_02]: When we start our day we're calling what we call qualified twos.
[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.
[SPEAKER_02]: That's really all we need to know.
[SPEAKER_02]: But we have those two pieces of information and
[SPEAKER_02]: with those we're leaving voicemail messages.
[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.
[SPEAKER_02]: But we have information so we're not going to not leave a voicemail.
[SPEAKER_02]: But that's going to be what we call a prospecting pyramid.
[SPEAKER_02]: If you read fanatical prospects, you can learn more about that there.
[SPEAKER_02]: But we're calling our high probability prospects first in the day.
[SPEAKER_02]: And that would include inbound leads as well.
[SPEAKER_02]: So if we've gotten inbound leads, they're going to go first.
[SPEAKER_02]: We're certainly only voicemail's message to them.
[SPEAKER_02]: We're building familiarity.
[SPEAKER_02]: It makes sense.
[SPEAKER_02]: After that, we'll move into qualified ones.
[SPEAKER_02]: We already know the number of salespeople we have, but we're not sure if we know who the decision maker is.
[SPEAKER_02]: So we're calling in whether it's a gatekeeper, or we'll be talking to the person.
[SPEAKER_02]: And we call the sales department.
[SPEAKER_02]: And we're just trying to identify who's the right person.
[SPEAKER_02]: Once we did it in front of that person, it goes into the qualified to list.
[SPEAKER_02]: And then we move into our not qualified list.
[SPEAKER_02]: So not qualified lists might be a cold list that we've pulled off of, say, Zoom info.
[SPEAKER_02]: So we did a list of, say, commercial HBAC companies in Austin, Texas.
[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.
[SPEAKER_02]: And with that group, we're not leaving any voicemails at all.
[SPEAKER_02]: So we're calling him, we're just like the first person to the phone, we're going, do you have salespeople?
[SPEAKER_02]: Yes, how many are there?
[SPEAKER_02]: And if the answer is more than two, then we move him into the qualified one list.
[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.
[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.
[SPEAKER_02]: We're only going to advance half of them or so forward.
[SPEAKER_02]: Once we've cleared setting our appointments, then we move into all we're doing is qualifying.
[SPEAKER_02]: And if all you're doing is qualifying, somebody's going to show the phone to a small business.
[SPEAKER_02]: How many salespeople have boom next?
[SPEAKER_02]: And so then you can start peeling it down.
[SPEAKER_02]: So if you start thinking about segmenting your prospecting list, what you're looking for is how qualified are they?
[SPEAKER_02]: Top of the list is inbound.
[SPEAKER_02]: Anything that came inbound, I want to call them first because they're raising their hand.
[SPEAKER_02]: So you're only going to leave voicemails with a certain number of them.
[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.
[SPEAKER_02]: You can also find this in phonetical prospecting as well.
[SPEAKER_02]: If you use that framework, you're going to get
[SPEAKER_02]: on and off the phone in about 30 to 45 seconds.
[SPEAKER_02]: And you want to use that consistently.
[SPEAKER_02]: So you want to think about that.
[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.
[SPEAKER_02]: So you've got a homogeneous list.
[SPEAKER_02]: You're calling a similar market or similar company or similar geographic area.
[SPEAKER_02]: So that your voice note can be compelling, but it doesn't have to be made up new every single time.
[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.
[SPEAKER_00]: Thanks, Jeff questions.
[SPEAKER_00]: Very much appreciate it as always.
[SPEAKER_00]: Thank you.
[SPEAKER_00]: Thank you, Jason.
[SPEAKER_02]: Okay, very good.