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In this episode of the Advanced Selling Podcast, we do our own episode of what would you do?
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The subject is use other door.
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I ll tell you what my daughter did.
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And we dip into the co-video mailbag and take a question from Jean-Pierre from the Netherlands who asks, when is it too soon to reach out to a new connection?
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Welcome again, everybody, to the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
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My name is Brian Neal.
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I m Bill Kasky.
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And we are here every week, every Monday, for your listening enjoyment with over 600 episodes in the can.
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Darn near 10,000 people on our LinkedIn group.
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We re close.
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We need to find, can we figure out who the 10,000th person is?
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I think we can, yeah.
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And then we ll give that person like a sticker or something like that.
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A sticker.
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We ll send them some of these homemade fortune cookies or something like that.
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Yeah, to put on there.
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Yeah, it doesn t say 10,000 listeners or anything.
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It s just the same sticker that everybody else has.
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Now, I know that we ve made this commitment that if you want a sticker, what was the deal?
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We have stickers.
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We have stickers.
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We have thousands of stickers that we need to have on the list.
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Oh, we ve sent them out.
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Yeah.
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If you see one, if Bill and I are in an airport outside of Indiana and we see you with one, we ll give you a hundred bucks cash on the spot.
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I might have to go to an ATM for that, but that s okay.
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We do that.
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But so far we ve only given out like eight.
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Yeah, right.
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Eight stickers, not 800.
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We need to find a way to fulfill the sticker distribution in some way, shape or form.
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Well, I almost got thrown out of Starbucks the other day because there was a, there was a lady who was sitting at one of the top, the high top tables and she had a Mac 15 inch, a large one.
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And she had stickers all over the back of it.
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And I m like, well, it s got to be here somewhere.
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I snuggled right up to her and I m looking at it and she says, what in the hell are you doing?
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Sorry, I just advanced selling podcast.
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She goes.
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Oh, yeah, of course.
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Yeah, it s it s on the bottom I put it on the bottom of my laptop.
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It s right my favorite places Okay Hey if you re having a sales meeting which a lot of you do you re planning for that now bill and I are Booking up for the first quarter moving into the second quarter that April May June
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Category, timeline.
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So if you want us to come see you, come visit you at your sales retreat.
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Send us an email.
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Listener at advancedsellingpodcast.com.
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Put come see us into the subject line there.
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And either Bill or I or both, we ll get back to you.
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We ve got deals where we both go out to see you.
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We ve got deals where one or the other do.
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And really cool, fun stuff to do.
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And I m telling you, if you re having a sales meeting, that will be a winner.
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If you re trying to leave an impact with your sales team, you will get lots of kudos.
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versus bringing in someone who s going to make you walk on hot coals.
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There s nothing wrong with that.
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I just think this is more effective.
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You don t do that anymore?
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No, I stopped doing that in 14.
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No, I got sued.
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No, I didn t get sued.
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My daughter is a junior in high school.
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She s the sweetest girl.
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I just don t have that teenage girl problem that a lot of people talk about.
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Oh, just wait till she gets it.
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She s just not that way.
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She s very sweet.
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She works really hard in school.
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She gets good grades.
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And sometimes she s not street smart.
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She just isn t.
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So she and one of her friends, who is equally not street smart-ish, were going to lunch at P.F.
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Chang s, the restaurant.
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So they walk up to P.F.
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Chang s, and there s a sign.
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So there s two doors to open up that you pull open.
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And the one on the right says, please use other door.
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Got it.
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On the right door, it says, please use other doors.
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So what would you do, Bill, if it said, please use other door?
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Yeah, I d probably use the left one.
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The left one.
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Right.
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Most people would.
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They thought that means that the front door of the restaurant was closed.
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You had to walk around the building.
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Meanwhile, there s this elderly couple right behind them.
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And as they re walking by, they go, those doors are broken.
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You need to go around to the side.
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So this elderly couple walks the entire loop around.
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And P.F.
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Chang s is not small.
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And this guy s like ambling down there.
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And she got there and then realized once she got in that it was just the right door that was broken.
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So I get it.
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It was very cute.
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I ll defend her a little bit.
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That s a weird message.
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That is.
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Because if you open one and it doesn t open, you re going to naturally go to the left one.
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The sign throws you off, though.
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Yeah.
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What s interesting to me too, now this is a personality thing.
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Good or bad, doesn t matter.
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If the thing says doors closed or use other door, I m still pulling on it.
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Because I don t want to walk around the building where she s very compliant to rule following.
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You re pulling the other door.
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Absolutely.
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Or the one that says, please use other door.
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I m like, well, is this one open to it?
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I want to get in.
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I m trying to give you money.
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Let me in.
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Where she s very rule compliant, she saw the sign and walked away.
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So I thought that was a cute little story for little Anna.
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And in her defense, I think she
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I think she s, I can see how that would happen very easily.
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It was just funny.
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Yeah.
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She s just funny.
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Anyway, that was my little fun story.
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So we re going back to the co-video mailbagger.
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Yeah, we do.
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Let s do it right now.
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It s time for the co-video mailbag, where Bill and Brian do their best to answer your questions or make something up that sounds good.
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Hi, Brian and Bill.
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My name is Jean-Pierre Montauban.
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I was born on the beautiful island of Curaçao and currently living in the Netherlands.
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Just recently started listening to your podcast and really enjoyed the show.
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Appreciate it.
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Thank you very much for the content.
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And it has been helping me a lot at my job.
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At this very moment, I m trying to convince some people actually within my company to start making a podcast to share our content.
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So thank you for that.
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I have been working in sales for about two months.
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I work in the market research industry and have one challenge at this moment, which I would like your opinion about.
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I have been
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active on LinkedIn, sharing and adding as many people as I can to my network.
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But in the end, it s of course about getting those meetings and those sales in the end.
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So my question is, after I ve added someone to my network, when and how do I reach out to sell my product?
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Do you want to know how to send powerful video emails?
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For your free trial, go to advancedsellingpodcast.com forward slash co video and send us your toughest questions to listener at advancedsellingpodcast.com.
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I love it when we hear from people who are not from Indianapolis, Indiana, from people all over the world.
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Because we have worldwide listenership.
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We have lots from Australia, lots in Europe.
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And we d appreciate John Pierre s question.
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It s a really good one.
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And so, Brian, let s take a stab at this.
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Well, I d like to start with saying I have followed.
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I m going back to Aruba for the third time.
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And where he s from is right, that little chain of Dutch islands.
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Yeah, right across the little straight
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but by Venezuela down there.
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And it is just absolutely gorgeous.
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And the Dutch are so lucky, I think.
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Now, he may have a different opinion.
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There s not much going on on the island.
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But boy, I could see living there.
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So is that why he went from Curaçao to the Netherlands because of the Dutch connection?
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Yeah, so you have a Dutch passport, so you can just go back and forth as much as you want.
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In fact, I think, he can fact check me on this, in Aruba, I think only the Dutch can own land and own businesses.
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They re very strict about letting foreign people own land and businesses.
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Because I was thinking, I d love to have a place down here.
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And I think it s really difficult to do.
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You don t have a Dutch passport yet?
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I m working on that.
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No, I m on the, I ve got.
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Yeah, I m on the dark web getting my Dutch passport.
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That s right.
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That s what I use a dark web for, right?
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I m going to get a Dutch passport so I can buy a condo in Aruba.
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That s not really worth it.
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OK, so let s talk about the question here.
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And we kind of expand this.
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We talked about.
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In the pre-show, if you go back to your dating life, or maybe some of you are still in the dating world, it says, when is it OK to call after you meet a boy or a girl?
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Is Sunday, if you meet him Saturday night, is Sunday too soon?
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Is Wednesday too late?
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There s this kind of art to knowing when is the right time to follow up and reconnect with someone, and when should you let it be?
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And so we want to talk about maybe some of the indicators and how to know how long to wait, I think, here, and then what to do in the meantime.
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So was his my memory is short was his question about linkedin specifically or just generally when I meet someone online or was it
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Yeah, I don t know if he was like a swipe right kind of guy, meet someone online deal.
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I think it was more like.
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No, yeah, I didn t.
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I think it was more general.
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I don t remember mentioning LinkedIn.
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Maybe he did.
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I didn t catch that.
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Either way.
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So this happened to me.
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So I met a person who I work with, my other job, who s a VP of sales enablement, has 500 salespeople.
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We start talking about sales enablement tools and stuff.
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I m like, OK, when is it too soon to reach out and say, hey, Danny, can we, you know, that sort of thing.
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right now, you know?
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Because you have a relationship with him that s for another matter.
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Yeah, it s good.
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It s good.
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I also have a question, because I think LinkedIn does play into this, is that whether he said it or not, it s the notion of, well, I ve connected with somebody who I wanted to connect with, and now what?
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Yes, exactly.
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Now what?
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And maybe today s a good day.
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I d like to think about, well, what
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You know, what is this LinkedIn platform?
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I know what it is, but I mean, what is LinkedIn today?
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And is it different today than it was five years ago when pretty much it was only a networking device?
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That was really the core.
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But now, LinkedIn, it s almost like it s a media platform.
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It s still a connection platform, but it s also like it s media.
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You can write blogs.
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You can post audio.
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You can post video.
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Videos I find and I think we found this with the promotion for the webinar that we did last year videos are a great
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great way to get engagement.
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Yes.
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And that s not the same as connecting with somebody individually via video.
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But I think you have to figure out, what do I want LinkedIn to be for me?
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Yes.
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Yeah, for sure.
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And I think in addition to LinkedIn, there s also the process of, how do I court and how do I nurture leads and connections that I have?
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And they re all going to lay in a different spot.
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So this is my first bit of advice for everyone listening here.
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is you ve got to understand when you meet someone where they are and put them into your funnel accordingly.
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Meet them where they re at.
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So if it s a cold LinkedIn connection, you just send it, he accepted, that s one thing.
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If you re sitting next to someone on a plane and they re kind of in a business that you might sell to and they were nice and friendly and said, yeah, here s my card, call me sometime, that s one thing.
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If they say, oh my gosh, we are looking for two sales coaches to come out to our place on March 5th, are you available?
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Let s talk later.
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It s a different deal.
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And so the first thing is to pay real close attention.
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And then know, you have to know where to put them yourself.
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So what you can t do is treat them all equally.
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You have to know, OK, if they say this or that way, I nurture them that way.
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So let s say you meet them cold on LinkedIn.
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They re just going to get some videos, like Bill s saying.
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Maybe here s an interesting video I made, or send them something like that, nurturing.
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On the other end, it really turns into a sales call, a discovery call that you can call and schedule.
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So you ve got to know where they are, meet them where they re at.
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And then you ve got to have a funnel and a process to put them through.
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that you know where to place them.
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Frank Brea wrote a book called, it was either called Scale or Scalability here a few years ago.
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And he talked about it, that exact thing about the customer journey.
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And he said that customers or prospects are typically in one of four areas.
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I can only remember three of them.
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One was Looker.
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They re a window shopper.
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They re just looking.
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Or they re not even looking.
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They met you, and they may not have any reason at all to buy sales training or coaching, but there s a relationship there.
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So are they looking for something?
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Are they shopping?
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Shopping is a little bit further along than looking.
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Yes, that s good.
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You know, we re getting ready to make a decision on this get your proposal in and we ll talk and then buyers Are they really are they in the mode of buying like you said March 2nd?
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I need two coaches So if you like the notion of what Brian said about joining them on the journey One way to decide where they are is just use this little filter of are they looking are they shopping or are they buying?
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It s really really good and and then you have to figure out.
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Okay.
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Let s say they re looking What do I send them or where do where do I send them?
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Is there a video I can shoot?
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Is there a
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It may be an interview with my company president who talks about the ten reasons you should be looking at something Where do you send them?
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I think that s really a question that you need to be asking In addition to just when do I follow up with them?
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Yes
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And on the other side of that, so this is saying the same thing on the what to not do side.
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What I find people do that I think is a mistake is, I mentioned it earlier, is they treat everyone the same.
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So what you don t do here, Jean, Jean, right, is you don t say to everyone,
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You don t think of them as a sales prospect, rather.
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You re not going to call them right out of the gate and say, hey, can I come talk to you and show you what I do and do a demo or whatever that is.
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Do not pitch people right out of the gate when you first connect with them, unless they re asking for it.
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You can also now, especially if you meet them live in a connection place, at a networking event or something like that, you can ask them what s appropriate here.
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So hey, would you be open to sitting down sometime and just talking through this in more detail?
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Or you might say, hey, I ve got some interesting things that we do that I don t know if you d be open to seeing them or not.
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You can kind of fish around for that and just ask them to say, probably too soon.
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They might say, not a little too soon, or say, yeah, we d love to see anything you want.
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I told you.
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Instead of guessing.
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Instead of guessing.
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That s right.
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Exactly.
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Just ask them.
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And if you do it in a polite manner, with good intention, with good abundance detachment behind it, you won t sound salesy or needy at all.
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You ve got to check in with those things first, right?
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They re just a connection.
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I ve been thinking of what is the first stage.
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We talk about discovery.
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And Bill and I, when we do our teaching with our clients, talk about this a lot.
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And I m trying to think of a different way to think about that.
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And the word I m landing on, it s too heavy, Bill.
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So I know you re a good thesaurus person.
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I m landing on the word discernment.
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That first bit of discernment, discernment is sort of figuring out where I am.
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I know it from a religious standpoint when we do discernment as part of a program I m in in my church.
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So what do we think about?
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What are we called to?
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That s discernment, trying to figure out what I want to do.
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I like that because that puts both of us in the same spot.
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That discernment, we re trying to figure out what to do.
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So think of it that way, John, about that.
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You re in discernment phase, trying to figure out where to put this person, how you handle the follow-up, how you handle the connection, that sort of thing.
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Yeah, I think that s a great word.
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Is that too heavy?
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No.
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It feels too heavy to me.
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Maybe it s because I learned it at church.
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You have a church connection to it.
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But I think discernment just means I need to understand where you fit in my world and where I can be of most value to you, where I can serve you the most.
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And I think the challenge comes, and this goes for all of us, is, OK, let s say that we decide that the looker, shopper, buyer, we discern where they are.
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Now what?
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What are you going to provide them or send them?
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Or how are you going to educate them so that once they see this thing that you ve put out or listened to it or heard it or consumed it, then they say, yeah, you know what, Brian, I met you and I saw that.
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We need to get together sometime.
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Yes.
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That s the magic.
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That s where you get the magic.
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And I think the average close rate today is, what, 12%, 10% to 15%.
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I think that s probably the high end.
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So we end up wasting a lot of time with people who won t buy.
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Yes.
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And so we ve got to figure out, how do I discern?
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How do I determine whether I want to spend any time at all?
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If you send somebody a three-minute video and they don t watch it, you call them back and they say, yeah, I never got to that, I wouldn t spend any time with them.
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Correct.
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They re voting on their feet.
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Yeah.
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Even though you ve met them and you say, well, Bill, but 80% of the trouble has been gone through.
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I met them.
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I have a relationship.
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You don t really have a relationship.
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Meeting somebody and having a relationship, two different things.
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Correct.
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Last thing I would say on this is if also under the heading of intentions,
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SPEAKER_01
If there s any way to serve someone else outside of what you do, do it.
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SPEAKER_01
So if you re meeting any connection, whether it be cold, in the middle, whatever, most people will not turn down a good intention, a well-intentioned connection, or a bit of advice, or content piece, whatever.
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SPEAKER_01
So if you re hearing about something, you know someone s in a certain industry, you know someone in that business, you can connect them, do that.
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SPEAKER_01
That puts you in the middle and in the play.
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SPEAKER_01
So be giving with that.
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SPEAKER_01
Be giving with your connections, with your time, your talent, all those sorts of things.
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SPEAKER_01
I think that you ll find that to be very effective.
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SPEAKER_00
Yeah.
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SPEAKER_00
You know, back to this whole idea of what LinkedIn is, I don t know if I, did I bring this up, the Gary Vaynerchuk thing the other day?
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SPEAKER_00
You know who Gary V is?
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SPEAKER_00
He s a, for those of you, most people who would listen to this would know who he is, but he s a digital media consultant.
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He has an organization in New York and around the world called VaynerMedia.
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SPEAKER_00
And he s been on, he s on Facebook, he s everywhere.
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SPEAKER_00
I m sure you ve seen him.
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SPEAKER_00
If you don t know his name, you ve seen him.
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SPEAKER_00
And he talks about he really is starting to move into LinkedIn.
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SPEAKER_00
He says LinkedIn from a content standpoint.
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SPEAKER_00
And of course, Gary takes everything to the nth degree.
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SPEAKER_00
He had a call the other day from a guy.
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SPEAKER_00
And he said, how many times are you posting on LinkedIn?
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And the guy says, oh, once every week or two.
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SPEAKER_00
And Gary just exploded.
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SPEAKER_00
He goes, that s not enough.
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SPEAKER_00
You ought to be doing four to 10 times a day.
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SPEAKER_00
Right, exactly.
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SPEAKER_00
Four to 10 times.
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SPEAKER_00
But it doesn t mean long articles.
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SPEAKER_00
It could mean a quote.
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SPEAKER_00
It could mean a video.
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SPEAKER_00
It could be something that you even saw that is nothing you created, that it s a link to something.
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SPEAKER_00
But I thought, if you re really going to use LinkedIn the way it should be used, since it is a media platform, you kind of have to ratchet up your frequency, don t you think?
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SPEAKER_00
For sure.
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SPEAKER_00
Absolutely.
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SPEAKER_00
And it s just right there.
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SPEAKER_00
The more the better.
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SPEAKER_00
Absolutely.
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SPEAKER_00
I agree.
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SPEAKER_00
Jean-Pierre, thank you very much for your question.
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SPEAKER_00
We appreciate it a lot.
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SPEAKER_00
And if you have a question or a comment about this, make sure you go to our LinkedIn group page and join the group.
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SPEAKER_00
We re closing in on 10,000.
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SPEAKER_00
We d love it if you re the 10,000th person, and we will send you 1,000 stickers.
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SPEAKER_00
We ll send you one sticker.
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SPEAKER_00
10,000 stickers.
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SPEAKER_00
Exactly.
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SPEAKER_01
Anybody else that wants a sticker, too, go ahead and email us.
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SPEAKER_01
We ll try to figure out how to fill them.
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SPEAKER_01
We will give $100 to anybody who we see with the sticker on in an airport or somewhere else outside of Minneapolis.
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SPEAKER_00
So we will see you next time.
1
SPEAKER_00
Thanks for listening.
1
SPEAKER_00
Welcome back to the Event Selling Podcast.
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SPEAKER_00
We ll be back next time.
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SPEAKER_00
Bye.