What You Measure - GROWS

Hello Jennifer, It is a common problem in business to focus on success measures grows such as monthly income and profits. The problem with this is that it sacrifices attention to the daily, weekly and monthly activities and actions that count. In his book 'The Four Disciplines of Execution' - Sean Covey talks about LAG measures and LEAD measures. LAG measures are our success goals - such as hitting a certain income target. They are called LAG measures, because they are the result of daily behaviours. LAG measures are what we focus on and get frustrated by when we cannot seem to achieve. On the other hand LEAD measures are what we can control and execute on a daily basis. It is success with our daily LEAD measures that we should focus on - NOT the big success goals which are simply results and LAG measures. For this reason it is important to track and measure your daily progress on your lead measures. In business, lead measures that build to income goals include:

• # of emails sent or LinkedIn messages sent

• # of connections accepted

• # of conversations started

• # of calls booked

• # of calls completed,

• # of sales made

Everything in the LEAD measure list is achievable on a daily basis.. Simply paying attention to, measuring and tracking these LEAD measures, means you are more likely to book the right number of calls, make the right number of offers and close the right number of sales to hit your income targets. For example, if one client is worth $5000 to your business and you know that you can close 1 in 4 conversations with a qualified lead at a ratio of 25% close rate. And if you know that through organic outreach you can book 10 calls a week with qualified leads, this means that you know you will likely close $10,000 per week and $50,000 per month from organic outreach alone. Finally in order to book 10 qualified sales conversations per week you know that you need to send 100 messages per day across LinkedIn and email to your ideal client, then you now have a daily workflow. This gives you ultimate control over what daily actions or LEAD measures to place your focus on to. If you would like to have a conversation about how you can build an organic outbound LinkedIn and email strategy to book 10 qualified sales calls per week then book a time to chat with me here.

To your success Jen ps. Check out my free Facebook group full of training videos, eBook, and more. Check out my Vimeo channel full of free training and resources here.

What You Measure - GROWS | Jen Bishop consulting and lead generation agency london

Selling B2B Is Hard

It's easy to think that B2B sales is more complex than selling B2C. For example you might think:

• it's easier to find individuals to buy from you than to find decision makers inside a business

• it's easier to convert an individual than a business because of the complex decision making process of a company

• B2B sales requires a longer cycle required by budget schedules and other forces

• in businesses there are too many layers of decision makers and too many gate keepers shielding the true decision makers

• companies like to use preferred suppliers so there is a lot of red tape to get past when working with companies

• corporate decision makers are spammed by too many competing offers all the time and will not listen to me

• companies only purchase via referrals and recommendations

𝐈𝐟 𝐚𝐧𝐲 𝐨𝐟 𝐭𝐡𝐞𝐬𝐞 𝐩𝐨𝐢𝐧𝐭𝐬 𝐫𝐞𝐬𝐨𝐧𝐚𝐭𝐞 𝐭𝐡𝐞𝐧 𝐲𝐨𝐮 𝐚𝐫𝐞 𝐧𝐨𝐭 𝐚𝐥𝐨𝐧𝐞! 𝐌𝐚𝐧𝐲 𝐩𝐞𝐨𝐩𝐥𝐞 𝐬𝐭𝐫𝐮𝐠𝐠𝐥𝐞 𝐰𝐢𝐭𝐡 𝐁𝟐𝐁 𝐬𝐚𝐥𝐞𝐬 𝐚𝐧𝐝 𝐥𝐞𝐚𝐝 𝐠𝐞𝐧𝐞𝐫𝐚𝐭𝐢𝐨𝐧 𝐟𝐨𝐫 𝐞𝐱𝐚𝐜𝐭𝐥𝐲 𝐭𝐡𝐞𝐬𝐞 𝐫𝐞𝐚𝐬𝐨𝐧𝐬. However, I have come up with a few tips and pointer to help you navigate the B2B game: #1. There is no B2B. There is only P2P - person to person. You are always dealing with people and corporate decision makers are simply people whose challenges, desires and goals as a person are tied up with the company they represent. #2. As a result, talk in terms of company objectives and results and tie them to the decision makers objectives and desired results. If you have a service that directly helps a company with their bottom line - their profit - you will be sought after. As a result consultants who help with sales, business development, negotiation, strategy, pitching, presenting and leadership are always in high demand. #3. Sales cycles might be slower but once you win a client, you are likely to have repeat business for as long as you do a good job. One contract can grow into multiple contracts meaning the life-time value of your clients yield high potential. #4. Corporates do refer work to each other so once you get one client you are likely to get more if they are happy with your work. Make sure you report results back to your clients so they are empowered to refer you internally to other departments or externally to other companies. #5. Decision makers are identifiable and accessible on platforms like LinkedIn and their email data available on multiple lead finder databases. Cold outreach to decision works when you connect with a relevant offer of value that speaks to a felt need. As a result, homework and care is required when doing cold outreach to companies but can yield larger, ongoing, recurring contracts as well as referrals to other businesses. In summary, B2B Sales is not easy, but it's SIMPLE and with a few of these elements in place you will be well positioned to land those big clients.

To your success

Selling B2B Is Hard | Jen Bishop consulting best lead generation agency

How To Seduce Strangers

This little book with a provocative title is written by Josh Weltman the man behind 'Mad Men'.

In his little black book of advertising secrets he outlines timeless truths about advertising from the ancient past to the digitised present.

And lies including this common fear of advertising:

There are big multinational corporations out there spending billions of dollars to get me to buy crap that leaves me broke and feeling empty.

The truth is rather less comfortable:

There is something inside me that I cannot control that compels me to buy crap that leaves me broke and feeling empty.

Advertising is no about changing beliefs or human motivations.

It's about confirming them.

The job of the advertiser is thus to discover and not invent.

It comes down to understanding what consumers really want.

It's about setting up buyer expectations and then satisfying them.

It's about talking about the benefits that interest them the most.

it's about telling people they are right and to keep on doing what they are already doing - preferably with YOUR brand, product or service.

If you would like help crafting your offer message then reach out for a free strategy session via this link here: https://calendly.com/jenbishopconsulting/30min

How To Seduce Strangers