Business Development 2.0
Scott Smeester
This user hasn't shared any biographical information
Homepage: http://www.Smeester.com
Posts by Scott Smeester
Connecting to Anybody and Everbody On LinkedIn Kills Sacred Trust
Jul 19th
My business relationships are very sacred, and since I do not share them with “just anybody” in the real world, I shouldn’t online either. Nor should you.
The other night, my friend Jonathan Senger and I got to talking about who we connect with, on what platforms, and what our general rules are for connecting on social media tools (we both agree that we do not connect with “just anybody” on Facebook, as that is primarily for personal use). He told me about a recent situation whereby he wanted to contact a person that was connected to one of his direct contacts on LinkedIn. When asked, Jonathan’s direct contact replied that he did not know that person very well and felt uncomfortable, if not inadequate, about making the introduction. Jonathan solidified a dormant belief I’ve had about LinkedIn when he said that participating in LinkedIn that way completely defeats it’s purpose. Connections with vague or very casual acquaintances for the mere sake of having “big numbers” means that nobody will have trusted relationships.
I Want My LinkedIn Connections to Know That They Are Trusted and Can Count on Any of My Other Connections
In the past I accepted, and even sought, connection requests from pretty much anybody on LinkedIn. My thought was “what can it hurt to be connected with tons of people?” And luckily my LinkedIn participation had been cold until recently, and I did not concentrate on building connections as much as I did with my Twitter following, (281 on LinkedIn as of this post, versus 36,000 on Twitter). Nonetheless, I have begun cleaning up my connections by removing people I don’t know very well or that I wouldn’t be absolutely comfortable with in a referral situation.
Use LinkedIn the way it should be used and the trust factor will be restored for all of us.
Note to Self: The Continued Importance of Fostering Personal Relationships
Jun 4th
We all tend to trust digital resources that come recommended or fed to us from people we know and trust in real life. This quick video reminds me of the importance of keeping a continual outreach for one on one relationships – chamber memberships, conferences, etc.
NOTE: I reference Brad Gosse‘s blog post “Could Facebook end Google’s search monopoly?”
The Tale of Two Landing Pages
Jun 3rd
Same offer. Same company.
Almost 200% increase in conversion rate.
While working with one of our clients, Planet Urine, we have been experimenting with new landing pages and have exceeded expectations with some of the endeavors. Below are BEFORE and AFTER screenshots from a landing page they use to encourage dialogue from a prospective buyer (always good). The original landing page (BEFORE) yielded a 9.2% click to lead conversion rate, while the remodeled (AFTER) page has a 17.6% click to lead conversion rate. What is your opinion? Why do you think that the AFTER page is doing so much better?
BEFORE
AFTER
Any ideas that you have would be incredibly useful as to why some practices work better than others. Looking forward to your comments to help us continue to refine our services and products.
Practice Going Deep
May 24th
One half of the equation is how much content you pour into the stream, the other is how deep it goes.
Don’t Let Conversations Die
Too often I’ve allowed the depth of a Facebook or Twitter conversation thread to go only one level deep. I love it when a thread gets active and two different people in my life converse in some way. In the Facebook thread below, it turned into a conversation about whether or not there are Field Day’s in other states (comment below if your state has or hasn’t). Just one more comment can keep the thread going, and shouldn’t we foster and grow relationships we already have?
Continue Conversations by Adding to Them
Common Problems with Sales Teams
Apr 29th
If you knew what was wrong, would you
be able to fix it? I’ll bet YOU can!
True of False…
- Your salespeople are capable of selling our products/services at higher margins.
- Not sure how to get my salespeople to sell at higher margins.
- Not doing a good job of competing against the industry giants.
- Not consistently hiring salespeople that can (and will) sell.
- Salespeople aren’t doing the necessary activities to succeed.
- A low percentage of hires actually become sales stars.
- I don’t really have a consistent methodology of recruiting.
- My salespeople don’t close enough business to justify their base salary.
- If my top salesperson resigned, not sure how to replace him/her.
- I don’t know how much it costs to keep non-producers on staff.
- Not sure the cost of hiring a salesperson and getting them up to speed.
- Don’t know how much ex-non-producers are devaluing my company.
- Don’t know how much it costs for each sales call.
- Don’t know each salesperson’s individual weakness.
- Not getting enough quality leads to my salespeople.
- If I had a 90% chance of hiring a star, I would do it.
- No using social networking to benefit my company.
- Our salespeople “wing” it, not following a consistent, reliable sales system.
Smeester & Associates specializes in recruiting and hiring sales teams. For help with your sales team expansion and/or performance issues, contact us.
Note to Self: Leverage Telemarketing Calls
Apr 28th
Scott, don’t forget that you can practice your listening and questioning skills – i.e. become a better salesperson – by actually doing something as simple as receiving those telemarketing calls and talking to the salesperson.
Note to Self: Use Telemarketing Calls to Practice Sales Skills from Scott Smeester on Vimeo.
Note to Self: The Path to the Promise Land
Apr 26th
I see with my own eyes how the average Joe – me – ended up at a video conferencing guru’s website (becoming a potential). What was the path? What was the decision making process? It is further evidence that participating does work.
Note to Self: The Path to the Promise Land from Scott Smeester on Vimeo.
Find and Work with the Great Talent NOW
Apr 22nd
I have a feeling that things are going to start moving very fast for the people who really get and know how to leverage social media. Before the ‘Great Economy Recovery (what I’m calling it anyway), secure relationships with the top available talent that usually get snatched up when all is well.
The Changing Landscape of Sales Teams
Apr 15th
I talk to a lot of sales managers and CEO’s that are still looking for sales candidates that, among other things, are supposed to be good prospectors and hunters – in the hopes of the development of new business. However, prospecting is no longer necessary for sales teams due to Social Media Marketing. Watch this video to find out why.
Prospecting Not Necessary for New Sales Hires
Apr 12th
No more do you need to recruit salespeople who will bring “a book of business,” or “hunt,” or even “smile and dial.”
Due to the proliferation of social media marketing, prospecting is not as necessary.
You may have heard the phrase “cold calling is dead,” and it absolutely is (I know there is a salesperson/business owner/consultant out there rejoicing!). Why call somebody you don’t know* if you could have a bottomless supply of people to talk to who have (technically) filled out the dream form on your website – i.e. full name, all areas of interest, decision maker, what they admit they need help with, etc. We’re talking about leads who are asking for demonstrations and have given all the key indicators for a close. This happens everyday for all types of companies and businesses because, leveraged correctly, Internet technologies available on the market help build a river from many small streams of people you have attracted. Running this kind of marketing and sales system is a fraction of the cost you could pay a salesperson to “hunt”.
Assuming you hire salespeople correctly, if you provide the quality leads available you can scale down your sales team so it consists of nothing but closers (“coffee is for closers!”). These “closers” are people who are good at walking people through to a decision. Somebody patient. A nurturing salesperson. A listener.
Finding the right one is the only thing you have to do now.
* Yes, I did a TON of cold calling in my day Photo by DSC1597
