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How to Get B2B Clients - Online and In Person business to business customers

Published on: December 6 2022 by FeedbackWrench

How to Get B2B Clients - Online and In Person business to business customers

How to Get B2B Clients - Online and In Person business to business customers

hey what's going on guys if you're a
small business owner an accountant
bookkeeper or even if you're like an
insurance agent or even if you're a
digital marketer
if you're an entrepreneur and you got to
get sales i want to give you some tips
i'm going to give you some really
practikal in-person sales
things that actually work but this is
founded in like
prospecting and front-end activity that
will get
actual customers then i'm going to tok
about some of the digital marketing
stuff out there
that can take the in-person things that
you should be doing
and then maximize them and the reason
why i want to tok about this is
i have a lot of people call in and that
have businesses
and what happens is they get stuck in
this dynamic that i call lever pulling
right
this idea of like you have all these
things you can do and you're like all
right i'll pull this lever
you know i think entrepreneurship and
business ownership comes down to two
primary things right one
you have to get sales you have to find
people with problems and then make a
sale
and two you have to execute now
another thing you have to remember is
that the front end activity the the
marketing activity
the things that are getting in front of
people are
starting the sales process that will
fill your sales funnel
months down the road right weeks days
months down the road
in other words the the people that
you're toking to right now
are eventually going to do business with
you more than likely if you're doing the
right things
but this is something that i learned at
thrive and financial in fact a gal named
elena beckis was really good at helping
us
as financial advisors to say you know
what the front end
activity to get meetings are what is
going to keep your business thriving
now in partikular in this bookkeeping
and accounting business or even in my
business
i know that if i have like one to three
connect meetings or front-end meetings
toking about
somebody's business like an actual
meeting with somebody a day
and if i have one to nine or 15
different connect meetings set in a week
i know for sure a couple of those are
going to close over the next month and a
half right
so front-end activity is absolutely the
most important thing
but people often don't get training in
this so i want to give you some
practikal things
that i found really work for me they've
really worked for the people that i
coach i do all this stuff with all these
accountants and bookkeepers and tax
people and small business owners
construction guys and really i hate to
say it but sales is something that most
business owners struggle with they might
be good at in a sales
meeting or mediocre in a sales meeting
but what i find is that they're almost
always struggling to be well-rounded and
the reason why
i resonate with that is well-rounded
means you prospect well
you run meetings well you actually close
the deal well you ask for money well you
overcome objections and convey value i
don't even think overcoming injections
but
you convey value well and then you
transition
and onboard the client well and then you
execute well it is
really hard to do all that right and i
think one of the reasons why it's so
difficult is there's not very many
professions
anymore that are going to prepare you in
fact most people are going to a college
where they don't learn any of this in
fact you don't have to execute hardly at
all as long as you're on time and you're
writing decently most liberal arts
schools
are saying okay now accountant in the
sciences are much different they're much
more difficult but
not necessarily equipping you to run
your own business at
all and they're really not good at sales
because generally speaking a professor
and anybody who's teaching in a
college education situation is terrible
at
sales they've never had to go out and
make something happen
um to actually close a sale usually in
their whole life because in order to get
where they are
all they did was go to school for a
million years so people that go to
college are often ill-equipped not only
that
you look at what business has done i
grew up and i graduated high school in
2000 and then i
i worked at perkins restaurant a little
a restaurant uh
like a griddle style restaurant
breakfast lunch dinner
for a year and a half and then i went to
best buy for seven and a half years
and in that i sold thousands of
computers i helped
thousands and thousands of people i got
a ton of repetitions
at helping people and not only that but
i i actually had to find people and
establish that they had a problem
identify what that problem was make a
connection while we're doing it
hey buddy and while i was doing that
come here bud
so here's bennett bennett
how old are you 15
no you're two i'm eight and you're
and this is hope and she's eight um so
long story short i i got to
sell all sorts of computers right and
when i was selling computers i at
minimum got to identify
their problems try and solve those
problems bring solutions to those
problems and i got practike
you know most jobs now at like target or
costco or any type of store that you go
to all the research is done online
and corporations good or bad have
basically said our employees
don't really need to know anything and i
mean that nicely
but go in just about anywhere short of
like a car that's the microphone
if you go into like a car dealership
they're going to uh
they're really going to know their stuff
but they're going to be pushing sales
there's not very many
um environments where you can learn to
do consultative sales anymore short of
working in a small business
or working in a business and actually
doing sales so my heart goes out there
too
it gets really difficult to um actually
learn how to do this stuff so
front-end activity is even harder right
in front of activity
the idea is is that
the idea is that you need to make phone
calls make connections and
intersect with people um enough time so
that people are actually going to set a
meeting with you
and once they set a meeting with you
then you have an opportunity to
connect with them understand their
business find out their needs and
provide them a vision of how you're a
guide and how you solve problems right
you want to show a little bit of like
most of the people you intersect with
are here
and you have a vision for how things can
be better you can lead them from here
to there and that there's a better
future
you goof for them and that better future
involves
the solutions that you provide right and
the whole time what you're trying to do
is find the right people
with the right problems with the right
buying power at the right time
and in order to do that you got to keep
your sales funnel full
in fact you your number one goal go get
mommy your number one goal is to create
a mathematikal
inevitability that your funnel has
enough activity in it and there's enough
uh people in your funnel
that some of them are going to be able
to afford you and they're actually going
to close with you
and so the first thing that you should
consider doing is i think that most
people when they're first getting
started
should join like bni business networking
international i think is what it stands
for now
bni ends up being a lot way too much
about actually being part of bni
it's supposed to be like a referral
network basically each profession
there's one seat for each profession
and there's a group but ever and then
that group meets every single week and
the idea is you
kind of go up and give yourself a little
presentation you make connections with
people
you'll build some serious relationships
within a bni
i think it's probably worth joining for
for most people as they're getting
started
you need to remember that most people
that go to these are business owners
that really need the business right so
they often don't have money they're just
getting started
but those relationships in fact the bni
group that i was in seven years ago
i still have tight relationships with
them because you see them every single
week
and there's a ton of opportunity for
that now the other thing with bni is
they have a culture of allowing you to
come and visit once or twice and once
you've visited once or twice they have a
culture of doing one-on-ones together
so you could go and actually do a
one-on-one with just about every
business owner or
or a salesperson inside of that bni
group and you would build a nice little
connection
now the back end of that whole idea of
networking is that you want to collect
business cards okay don't give out that
many business cards you can
i do um and the the more credible you
get in business the more your business
cards will create some actual
magic but in general when you collect a
business card now you're
in charge of follow up right and what
you can do is you can send out an email
and and really what you want to do is
you want to build a group of people
that you touch base with periodically
right shoot a text message to him shoot
a simple email
to him not to slime all over them but
what to actually build
some connection in a relationship right
and unless you're like me and that you
have four kids and a wife and a business
and you're too busy to do anything
except for your family and your business
it's probably good to go shoot some golf
with these folks it's probably a good
idea to go out and
go to a restaurant together do some
networking events with each other go
visit their business frequent their
business
go support the restaurant tour in the
group go out and go to the coffee shops
get to know everybody's name
the reason why i'm bringing this up is
because partikularly after pen
after pandemics um what we're finding is
that
there's a lot of value to personal
connection and while we can do
all of this virtually and i think i i
have connections with people because of
video
video networking there's really a depth
to
being across from somebody and
i also think there's a depth of being on
a video conference call with people but
there's really something
special about being in proximity with
somebody so that's the first thing
and then the second so one i think you
should join a networking group of some
sort
um the chamber can be it or just find a
group of people that you can spend time
around
it's cool to have other business owners
and entrepreneurs but then the second
shade of that is you have to build a
like a network you have to stay in touch
with them
and i think there's some really
practikal things you can do to stay in
touch with people in fact
one of the best things i think to do is
to have hubspot
hubspot free as a crm what you could see
is that
you can come in and you can make little
lists and groupings and tag
people that are part of your um
actual crm and what will happen is is
you can then
put reminders in there to just do a
little follow-up do that little text
stay in touch with people
hey hope things are going well for you
um just
a little touch it like upward and
forward encouragements right if you
become the
encourager in chief of your town and of
all the professionals that you meet but
you do a good job of kind of
getting everybody's information and then
just finding hey let's connect i'd love
to hear how business is going i want to
share with you what we're doing
um and let's see how we can do that
that's super powerful
now the other thing that i would mention
is that
cold calling or introductions
are really powerful okay and
what i've found is that if you can be in
proximity with people
in person it makes it all a lot
easier and i think you need to find
excuses
to say hey i'm a business owner i own an
accounting firm would you like to
connect or can i shoot you an email
and just introduce myself right or hey
i'm a digital marketer down the road
here i know there's a lot of us but
i'd love to can i just send you an email
and introduce myself
and the idea is is if you go through
like the google my business in your area
if you go through the chamber of
commerce lists and you find all of the
small entrepreneurs in your area and you
make it a note to
give them a call or text them and don't
prospect them but this is prospect
you're not trying to do this to them
they're not
you're not an mlm or where you're coming
in and you're slamming all over them but
basically what you're going to want to
do is ask them if you can send them an
email right
and all you're going to do in that email
is introduce yourself and then make them
part of your list not that you send your
email newsletter to that's not what this
is about but to cultivate a relationship
over time which means
sending little texts dropping in on them
finding them on facebook or linkedin and
liking their posts and supporting them
on social media right building a nice
little web of people that you actually
want to pay attention to
that can impact your life right now
that's not going to cause deals to close
with you but what it's going to do
is it's going to plant the seeds for
relationships down the road
and as you build credibility with this
group as you show the work that you're
doing
and over time you'll find that stuff
comes out of this right
so um basically what i'm saying is i
think it's all right to cold call
but i think you do it locally and what
you do locally is you find all the
construction businesses you find
in the winter and you find all the lawn
care guys and that just find everybody
hey
you know what i'm an accountant down the
road hey i'm i have a website company
down the road
um i know you got a good website but i
was wondering could i just send you an
email to introduce myself
i don't know i think we're fine yeah i
think that's fine cool
what is your email i'll just send it to
you i won't spam me i won't do anything
but i just want to
introduce myself i'd love your business
sometime i'd love to connect and see if
we can help you but
i'm telling you business owners
appreciate that and then
the cool thing is if you use hubspot and
you email through hubspot through either
gmail or outlook you can actually kind
of keep track of when they're opening
your emails you can
drip on them and do some really cool
stuff so that's the second thing that i
would do is
cold call people and introduce yourself
um just go out there and introduce now
don't
copy and paste a giant letter just keep
it simple
hey what's up i'm an accounting firm
down the road i'm an entrepreneur
i was wondering if i could introduce
myself sometime
that's it right and as long as like
i mean they get it right and good
businesses have people that do that and
they're used to that
but there's also kind of the whole like
it is annoying because a lot of people
are getting called
all day but if there's some sort of
connection there if there's some sort of
locality i'm telling you that'll help
the next thing that i would do is i
would start creating videos okay
creating videos on youtube and making
sure that you're teaching and adding
value through youtube
and then taking those videos and putting
them on your blog taking those and also
putting them on social media but
primarily youtube
is huge um you know a lot of times a
webinar is going to tok
the why and the what and then they sell
the how right
i believe that if you come alongside
people and kind of show them a little
bit of the how
and then they know that they can hire
you to actually do it well and do it
professionally
the result is going to be that they end
up calling you and i know this because
our business we've made hundreds of
thousands of dollars
because of the videos that we've had
online and
if you commit to actually teaching and
trying to add value similar like this is
my voice
this is how i do it there are people
that do this in tiktok they do a great
job they're cuter they're
funnier they're they have more wits
they're more creative than i am
um but i'm telling if you create videos
and you optimize them for search engine
optimization
you're gonna have results so you could
take that prospecting and actually do it
on video and what will happen is you
take those videos and put them
throughout your website
anything you're trying to communicate on
your website put it put it on your
website as a quick summary of video
and i think what you're gonna find is
that people they like it
it's gonna help commute because you can
almost smell a video right
and you can they'll get to know you you
might not get hundreds of thousands of
views you might not even get hundreds of
views
might be 10 10 views but what does
happen is over time
if people bump on it and they click on
it especially if it's on your website
you can summarize things
and you will close more deals because of
it um so i think putting web
you know creating videos on youtube and
then putting them on your website is
another really good thing for front-end
activity
the last two things are advertising
right and i'm going to dive
into this a little bit deeper here and
we're going to move fast because i know
i'm going to be a long-winded
son of a gun here so when you come into
feedback wrench you go down to services
you go to ppc
here's what i'm going to let you know um
a great way to get sales going is to
take everything that you're doing and
put it on the internet and really what
you'll find
is that there's a couple types of ads
that you're going to want to hammer
through right
so first off you can do paid search ads
and paid search ads are really around
this idea
where you can take a keyword create a
paid search ad
and then pay to make sure that you show
up in fact if you can show up and show
your reviews like it's showing here
that's going to be fantastik so again
you have a search
you have an ad you can even show your
google my business that just jumps you
to the front of the line
that's huge to get market share and
create sales fast
then once they hit their your website
you'll also want to do what's called
remarketing okay
now imagine somebody went to your
website and when they got there
they also got added as a group on
facebook or an audience on facebook and
then you ran facebook
ads directly to those people that have
been to your website and this is an
example of a lead
generation advertisement so this is an
actual guide that i give away
and it goes to a video kind of my most
popular youtube video about
starting an accounting firm and long
story short people sign up for this
and i end up being able to get leads for
two or three dollars and then
i slowly try and add value through email
and to keep them going but also
this can be something that i pop in
front of people between this search ad
and my website and here
now when people hit your website or if
they hit your website from clicking on
something like this
or if they click on an ad at all we can
do what's called retargeting and
retargeting means that
you're going to make them part of an
audience and then you're going to serve
up ads and the ads can be in all sorts
of ways they can be on social media
they could be on youtube so this is a
really powerful thing you've probably
seen this for me
there's two type of youtube ads you can
take a video
that's really you explaining what you do
and you could put it as a youtube
discovery ad and that youtube discovery
ad is basically your video in front of
people
the only thing that shows that it's an
ad is this little yellow thing
but for very cheap you can get lots of
views the other type is a bumper ad and
before you start watching a video you
know that three or four seconds that pop
up they're really kind of obnoxious
until you find one that actually
connects with you
so youtube discovery ads and youtube
bumper ads are a way to
really broadcast and get some excellent
engagement with people the bumper ads
are really just
trying to get like your website stuck in
their mind no matter what
um you think about that's what wix did
wix and squarespace they
they used video bumper ads and affiliate
ads to get that going
but then these discovery ads you can
make sure that you're getting in front
of people very easily
besides that you can do what's called
display ads right so you can show up on
on politikal sites you can show up on
tripadvisor these blogs and you can make
sure that once somebody's been to your
website they're going to see this now
google display ads are on on youtube and
blogs and basically anything that has
adsense installed on it and adsense is
basically a way that they make
money by putting advertising there but
it's really a spray and pray thing
you can get tons and tons and tons of
impressions
and be in front of people often and they
don't always generate clicks but when
they do
they actually they work pretty well um
the key is is to have a great you know
websites and google ads that actually
generate sell
sales that's what we do and uh you know
the idea here is i'm putting my face
because this is going in front of people
that have watched my youtube ad you've
probably seen that
so the idea is is you can do display ads
youtube ads facebook and instagram or
linkedin ads
and then you can do paid search ads all
of those things in a well-rounded uh
advertising campaign to the right group
of people at the right time
can take everything that you were doing
in person intersect with people that are
actually looking for a solution
and get your message in front of them so
if you like the idea of doing that we
can set you up
fully done for you even if you have
another website go ahead and go to
feedbackrench.com we'd love to help you
but remember that front-end activity now
is going to create sales down the road
good luck
god bless like and subscribe i'd love to
know what kind of help do you need
what kind of advice are you looking for
is there anything we can do to help you
i know there's smarter people that are
better looking they do this too but
good luck god bless