Podcast appearances and mentions of melinda chen

Every woman is capable of making big sales – even to elusive corporate clients! Today, we'll hear from Melinda Chen, Founder of Women Making Big Sales, who says that her years of experience working with different businesses have taught her that: ·      You are already connected to your big clients' key decision-makers, but you may not be aware of it yet. ·      Your service or product is unique. You have the power to differentiate yourself from your competitors. ·      With big clients, you have the potential to become an industry leader. As with everything in life, it takes work and perseverance. Effective sales techniques are intuitive and easy to implement – but their impact is dramatic and can significantly grow your business!  Melinda Chen is a sales executive and trainer with 15 years of experience and a sales track record of generating 8-figures. She specializes helping entrepreneurs sell to “hard-to-access” decision makers, and really big clients. Listen in as we talk to Melinda about how female entrepreneurs can sell and land more corporate clients and close 5, 6-figure sales!

How To Sell More in Less Time with Melinda Chen #383   How can sellers stay motivated? How can you sell more in less time and how can you get the attention of decision makers? These are challenges Melinda Chen hears daily in her of Women Making Big Sales  group. Melinda is a account manager in the sports industry as well as a run her women's networking group. In this episode Melinda gives advice on time management, how to create  a hook that grabs the interest of decision makers, how to stay motivated when deals stall, and how to sell more in less time. Every sellers needs three things, a Sales System, Time Management and the right Mindset. We discuss them all.    This is a production of Habanero Media 

Meet Melinda Melinda is a sales coach who specializes in helping female entrepreneurs sell to corporations. Not only does she coach how to sell, she still practices her own sales. Melinda works as a sales executive and holds an impressive track record of over $40 million. With 20 plus years of b2b sales experience, she is determined to help other women expand their impact by selling to big companies. She also leads a Facebook community of amazing women trailblazers called B2B Women Making Big Sales. How do small business owners sell to big clients? Yeah, I think this is usually the first question people have. When we are small entrepreneurs, and we look at other people going after or working with more established businesses and corporations, and a lot of times they look at fellow entrepreneurs that are able to have an impressive client list. A lot of people often ask me, how can I sell to corporations, and I personally think in today's world, the world has gone through so many changes and companies are actually becoming more flexible in terms of looking for consultants or companies or business owners to work with me. So I've worked with a lot of women that told me the same thing. Sometimes companies are looking for employees, but because of different reasons, they started looking for consultants to help them with different services or different solutions. But the first thing that when people are thinking about starting to go after corporations, the first thing they often have is that, "How do I get started? Is it even possible?" I like to say the first step when it comes to going after corporate clients is all about the target. If you want to stand out and compete with other people, especially more established competitors, the first thing you need to ask yourself is, can I be more specific or targeted in terms of my marketing? Can I find an industry that is highly specialized, and in terms of what I do, can I be considered as a specialist in terms of my service offering. Your positioning statements should be the first thing you stand out for because business prospects or business clients are super busy, they often do not have a lot of time to listen to a long speech or long elevator speech. So to have a very clear understanding of how you stand out how you can be a specialist should really be the first thing that you want to focus on. But if you are able to stand out within a very specialized industry or something you offer, I personally think that there is a great opportunity for you out there to go after corporate clients because you are going to tell them, "Hey, I'm going to stand out from my more established competitors because working with me, you get to have direct access to me, you are able to work with me rather than some other teams or other companies where they have a lot of turnovers." I think that for small entrepreneurs when it comes to going after corporate clients, our customer service and personalized approach is definitely a way to that will appeal to a lot of corporate clients. How do small business owners stand out when they're selling to these big clients? Yeah, definitely niching down. I often tell people that in terms of sales perspective, the first thing, industry can be a really great way for you to stand out from your competitors. It's one thing to say, "Hey, I'm a marketing consultant," or you can say, "I'm a marketing consultant that really specializes in sporting industries," and that instantly helps you stand out from your competitors. So to really find an industry that you're passionate about, and one thing you can look at is to look at your past experience. A lot of women when they start out probably already have years of experience, either in the corporate world or from their education, or where they're located. So you can also always look back to your professional experience, and try to ask yourself, in terms of experience I have, what industry can I specialize in, and that is a great way to really stay focused, to stand out. Similar to a lot of marketing conversations people might have with you, it's niching down. But I think by niching down for corporate clients, when you're having a sales conversation, it becomes really easy for you to understand and it also allows you to have a better impact in terms of your sales activities. Think about this, if you want to go after companies in the sports industry, it's one thing to go after one or two prospects in the industry, but if you decide to niche down and focus on this industry, then you can easily go after all the companies within that industry, and continue to have a sales conversation that's very industry-specific, rather than going after a broad range of market. If you have a sales communication style message that is more broad-based, by niching down to a specific industry, then you can go after one industry at a time. Every time you go after one industry, you're more likely to stand out because you're focusing and you're being the specialist of the specific industry. So that's definitely the first thing that you need to think about and a lot of women I support within our Executive Lounge Program, I also ask them to really have a very clear understanding of their competitors. By knowing the bigger competitors, you can also understand how you're going to be different from those competitors and that should be the next step in terms of helping you stand out from the competitors. How do you manage your sales process as a busy entrepreneur? That's led to a little bit of that industry-specific sales strategy. The way I help female entrepreneurs sell, the way we design it, it all happens for a reason. First of all, by niching down, you are less likely to feel overwhelmed. By focusing on one industry you are going to start to connect with people that tend to know each other. I've been selling for 20 years, I've sold in different industries around the world, but every time I get into one industry here's what I noticed: I noticed that everybody tends to know each other. So if you are able to niche down and focus on specific industries, a small number of industries, and the more you network with people, you're going to notice that people tend to know each other. A lot of people in the marketing positions within the sports industry, I bet you that most people know each other, and people tend to go from one business to the other. So the more you network, and the more you connect with people, you are going to become the insider of that industry and that is how you stop being overwhelmed. If you try to go after a lot of people, one of the biggest mistakes I hear entrepreneurs face is that they will go after a broad range of industries, and then they end up having hundreds of prospects on their CRM client management systems and they will have hundreds of prospects and not knowing how to follow up, or people will be telling me, "Oh, my God, LinkedIn, I'm getting so many messages, and I'm having trouble managing them," but if you're able to really prioritize and know who you want to go after and make sure that you connect with people that are really going to give you those 5-6 figure sales, that is the first step to avoid feeling overwhelmed, and you've definitely got to have a very clear sales system. I teach a five-step sales system, and we focus on one step at a time. Always asking yourself, where am I in this step within this sales success plan, where am I, and what should I do to just simply move forward? So that's definitely the second one, and once you have that system down, I encourage you to probably outsource part of your sales success plan to somebody else and that is when you can start thriving and start to feel less overwhelmed. But definitely, it's a step-by-step process. It's about niching down because the more you can know, within one specific industry, you are going to be known and people are going to start talking about you and refer your clients. That is the reason why I'm able to do what I do while still being a director of sales for another company. I had to start building my relationship and connect with a lot of people, but now I am known and while I'm known, I'm able to offer time to female entrepreneurs as support to go in after big clients. So it is possible to do that. Can you share with our listeners one of your most successful or favorite networking experiences that you've had? I'm just looking at the most recent thing. I am in sporting goods, I represent another company and we go after large sports brand. So one thing that came to mind is that these days I'm going after the boxing industry. I've been attending trade shows for a long time and every year I will be going to trade shows. A lot of times when you go in after trade shows you meet different kinds of people and recently, I was just going after this boxing industry and I remember two years ago somebody briefly introduced me to the top r&d person, within a boxing company a really important brand. That is really something that really resonated with me in terms of networking stories you were talking about is that you really don't know the kind of people you're going to connect with. But two years ago, when I bumped into the person, and we had a common connection, I call it super connectors and the person introduced me to this top r&d person of this boxing brand. This just reminded me that whenever we do networking, we always got to think long-term. Two years ago I met this person, and today this person would be my ideal client and I'm super grateful. If I were to try to reach out to this person on LinkedIn, and try to connect with this person, first of all, this person doesn't even have a LinkedIn profile. It would have taken me so much longer to try to track down this person and let alone getting a meeting or a face-to-face meeting with this person. But just by two years ago, being able to network with people, especially industry insiders, people that are hanging out in the industry within the industries, I was able to get a business card of my ideal client. Two years later I'm super grateful to be able to have his business card, and I've kept it and that would have saved me so much trouble tried to reach out to or figure out what that person is. Again, back to if you have a good right target, and if your target is specific enough, you really are going to notice that the more you network, the more you meet people, everybody knows each other. That also goes to your reputation because you've got to have a great reputation to make sure that people are going to talk about you positively. But that turned out to be a great opportunity for me to meet my ideal clients two years later. You just never know where your business is going to take you out who might end up benefiting, or what networking event might end up being super beneficial. As you've met people from all over how do you best stay in front of our best nurture these relationships that you're creating? I think, first of all, you've got to have a very simple to implement client relationship system. It doesn't have to be fancy, a lot of people like to use HubSpot, I like to keep my sales on a client management system. Also making sure that you prioritize those people that are important to your target industry. I talked within my group, I talk to the women I support a lot about the super connectors to really recognize that a small group of people could provide the most impact on your sales. So when you're networking with people, I think the first thing to really keep in mind and avoid feeling overwhelmed is to prioritize the most important connections you want to keep in touch with and have a simple system. Some ladies in my group use something as simple as Excel but have simple systems so that you stay focused when it's time to do your sales s you don't have hundreds of prospects that you need to follow up. Focus on your most important prospects and focus on nurturing relationships with them. I think staying focused is also another very important thing for busy entrepreneurs. Let's face it, we have so many things to do, I support mostly female entrepreneurs and I always tell the ladies, we don't just have to sell, we have to manage our clients, manage our people, some of us are moms, daughters, friends, we have so many things to manage. So keep your system as simple as possible. Don't overcomplicate it and stay focused. What advice would you offer to the business professional who is really looking to grow their network? I often talk about the super connectors. Super connectors are specifically designed for people who are going after 5-6 figure decision-makers like businesses and corporations. A lot of times, when you try to reach out to decision-makers, many of them don't hang out on LinkedIn. I think that is a lot of challenges entrepreneurs or professionals face is that they'll be posting a lot on LinkedIn, but their content is only consumed by smaller professionals, but most decision-makers often are not consuming content on LinkedIn, or sometimes they don't even have LinkedIn messages. So reaching out to super connectors, and try to develop opportunities for business referrals is another opportunity or another sales strategy I often share with my fellow entrepreneurs or women I support. But basically, super connectors are the people that would be connected to your decision-makers, but that is also open to networking opportunities. One thing when it comes to superconductors that you want to keep in mind is there are a lot of different people that might be able to give you business referral opportunities, look for those super connectors because these people could potentially get your foot in the door with your business decision-makers, and be conscious and spend time to nurture those relationships. I often joke about this, but sometimes I'm nicer to my super connectors than my actual prospective clients. But these are the people that first of all, have a huge amount of industry knowledge that you probably couldn't get by googling or by talking to other people. So these people, have been in the industry for a long time, and they could probably share a lot of information and knowledge with you. These are the people you're able to create win-win relationships with, these are the people that could refer you clients and give you that business introduction. Oftentimes, a lot of professionals and entrepreneurs, all know that business introduction is the most powerful way to get the attention of decision-makers or corporate clients. So yes, when you're building your network, look for those that are able to introduce you to your ideal clients. If you could go back to your 20-year-old self, what would you tell yourself to do more or less of or differently with regards to your professional career? I would say focus on the next best step. So I often talked about how I've got a success plan and these are the five steps to getting more corporate clients. But in terms of day-to-day, I would encourage myself to focus on the next best step and really just focus on making that progress. I am a very impatient person, I'm going to be very frank about it. I'm always trying to do better go after different things over the years, I've gone to different markets. But looking back, I would tell myself don't be so impatient, but just focus on the next best step, what is the next best step I should focus on, and enjoy the process. I am proud to say that even though I've been selling for 20 years, and I've done 1000s of cold calls, and I also like to joke about this, frankly, I probably been rejected more than most people I know. But I have to say, I've really enjoyed this process and I continue to love being an entrepreneur. There have been ups and downs, but if I were to talk to myself, 20 years ago, I'd say enjoy the ride, focus on your next best step and just focus on doing it with more joy and more purpose, and enjoy the ride because I always thought I'd be so happy if I made it or if I closed this deal. Turned out that I did close those deals, but I continued to want to grow and I continued to want to go after the next big plan. So it doesn't stop, this whole process never stops and it's more about the journey. Seriously, your journey is your destination, the more I've been in sales and as an entrepreneur, the more I appreciate what they're saying. So just have fun and enjoy whatever you're doing every single day and stay focused on your next best job and continue to grow and appreciate people we know every single day. I know we've talked so much about sports, and I love the fact that I've got somebody to talk about hockey with so enjoy the people you know and have fun. What final word of advice you have to offer our listeners with regards to growing and supporting your network? I think the most important thing that I would like to share with everybody listening when is when somebody is in front of you, I would say listen, pay close attention and just focus on listening. So many people come to me and say, "Hey, what is the step-by-step script to closing sales?" While I do have lots of sales scripts and sales templates, I always like to remind people when it comes to sales or even any relationship you're trying to build in your business world, it's about the person in front of you. While there are still those templates, those scripts, we will often consume different content about the strategies and a step-by-step process when you are in front of anybody, just listen closely and ask yourself, how do I create a win-win relationship with this person? How can I support the person? How can I help the person? Always be helpful, and being helpful is the best way to build a relationship because a lot of times, we don't know what might happen. As I said, two years ago I had a simple networking opportunity, and boom, two years later, this person now is my ideal client. I would say focus on the person in front of you, always be helpful, and create win-win situations. The more creativity you've got, the better you are at creating win-win relationships, and the more likely you're going to build that powerful network. The essence of a powerful network, or even closing sales is all about having a win-win relationship where the person knows that if he or she works with you, there is going to be a win-win relationship. That, in essence, is the foundation of any successful sales relationship or business relationship. So yeah, I would say just focus on listening to the person and then genuinely create a win-win relationship, and be creative in terms of how can I support this person and if you're able to help this person, then this person is going to be very happy to refer your clients to give you a business or share knowledge with you. So always be helpful. I think Dale Carnegie once said, "If you're able to help that person, the person in front of you, then you can achieve anything." I'm paraphrasing it, but I really believe that for me, I think that's part of the reason why every time I do networking events or when I'm in front of prospective clients, I'm able to have a pretty good closing rate because of that sincere desire to really want to help people and I'm always trying to find ways to support and help people.   Connect with Melinda   LinkedIn: https://www.linkedin.com/in/melinda-chen-women-making-big-sales/  Search “B2B Women Making Big Sales” on Facebook and LinkedIn to join the group!  Download Your Free Sales Script Here!

Linda welcomes, Melinda Chen, founder of Women Making Big Sales, to WE State of Mind. Melinda excitedly shares her story and reiterates the importance of knowing your worth, knowing that you're worth peoples' time. She encourages women to build communities amongst themselves and watch how the sales follow. Melinda also speaks about getting creative when trying to find new leads; try new things, find the right people to present your solution to. . "You are not being pushy. You are presenting a solution.-Melinda Chen . https://womenmakingbigsales.com/ @womenmakingbigsales

Would you like to learn strategies to help you leverage the power of your network to boost sales and drive impact? If so, stick around…today’s episode is for you. Our guests on the Love the Work You Do podcast, Violette de Ayala, Carey Ralston, and Melinda Chen will share some of their best practices, in order to increase your influence, income, and impact you are making in this world.

"How Small Business Owners Can Sell To Big Clients" with Sales Coach Melinda Chen On Women Entrepreneurs Radio Melinda Chen is a sales coach helping female entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients in 5 weeks. Melinda grew up in an entrepreneurial family. When she first started her sales career after university, she wanted to know everything about selling. So, she spent years reading over 20 books in sales, made over 5,000 cold calls and worked with agents, reps and corporate clients around the world. Since then, she has mastered the art of selling to big companies and made sales in Americas, Europe and Asia covering a wide range of industries. She is inspired to help women take control of their lives by going for big clients, closing important deals and dramatically expand their business. Website: www.womenmakingbigsales.com Facebook: https://www.facebook.com/womenmakingbigsales/

Soulpreneur sisters, are you trying to manifest big clients to your business? Are you unsure as to where you should start and to promote your business to big paying clients? In today's Astrid Mueller Talks feature, Melinda Chen, an international business coach and founder of Women Making Big Sales rejoins us for Part 2 of last week's episode! Melinda assists individuals seeking to attract high-paying clients to their services. She also teaches and empowers people globally to step into their power as business people, by showing them the steps it takes to research, approach, and retain big clients.   Key points in this episode: Power tips for sales & targeting clients What is your sales process? How clear is it? How to acknowledge & push through self-doubt The importance of mentorship Overcoming intimidation Looking past instant gratification & appreciating the process Societal expectations around "busy-ness" And so much more! Join us this week for Part 2 of my chat with Melinda! Her valuable insight is intended to support you as you seek out and connect with big clients!

Soulpreneur sisters, are you trying to manifest big clients to your business? Are you unsure as to where you should start and to promote your business to big paying clients? In today's Astrid Mueller Talks feature, I speak with Melinda Chen, an international business coach and founder of Women Making Big Sales. Melinda assists individuals seeking to attract high-paying clients to their services. She teaches and empowers people globally to step into their power as business people by showing them the steps it takes to research, approach, and retain big clients. Tune in this week to hear from Melinda and of the practical and tangible ways you can level up your business by attracting big clients! Key points in this episode: What are the commonalities of big clients? Knowing and researching potential clients How to advertise your work in a clear, succinct, and deliberate way The importance of urgency and acting now Staying positive and competitive  Why do we doubt ourselves when approaching big clients? The magic of simplicity And so much more!   Tune in this week to hear from Melinda and of the practical and tangible ways you can level up your business by attracting big clients!  

Debunking Sales Myths with Mike Schultz #216 Selling has changed tremendously in the last 10 years. But prospecting has changed even more. Previous  research suggests that 57 percent of the purchase decision is complete before a customer calls a supplier.  This gives sellers the false impression that buyers don’t want or need to talk to them early in the buying process. They do! Mike Schultz visits Sales Babble for clarifying and debunking these sales myths with advice based on hard research. Some Common Sales Myths Rain Group is a sales research institute just completed a study on prospecting. They talked to 488 buyers, asking them what  is the process they have used for past purchases. They study found it’s a sales myth that buyers don’t want to talk to sellers, eg. 67% sale done digitally. But this should slow sellers down.  71%  of buyers said they want to talk to sellers at the early part of their research. They want context. With too many choices it becomes to difficult for buyers to choose “Its the ‘paradox of choice” according to Barry Schwartz. Myth cold calling is dead. Greater than 50%  of buyers prefer to be contacted by the telephone. It is second only to email. Of the buyers researched,  57% have had the seller reach out to them on the phone. 82% of buyers take meetings with people they don’t know but have talked to on the phone. Buyers need inspiration, start with your existing clients. What Winners Do It’s a myth that buyers don’t want to hear about capabilities and only benefits. The #1 content buyers want is features and capabilities. It’s buyers primary research on their industry. They want descriptions of the capabilities in context. They desire content customized 100% to their business  Not mass mail merges. Great Sellers WAVE Winners Mindset – The Mindset of a winner is strategic,  not tactics only. Attraction Campaign – multistep and modal approach to reach out and connect to buyers. The number of attempts to reach a prospect should be 8 (not 3). Value – Get prospects to say wow that could be worthwhile (to have a call, meet, agree to demonstration or buy). Execution -Winners do all the tactical parts. They take action to turn around objections. They exercise executive functions to stay focused in a noisy world.  They have the ability to concentrate and focus for prospecting (which is the hardest thing to do).   Cold meetings that have a value approach will turn deals into wins. When sellers focus on value, 96% said it was influential. They want to be educated and collaborative >90%.  Yet the meetings must be interesting and add value. Most sales meetings are not valuable to most buyers. If they are impressive they will buy  things. Take Action Plan To get good at prospecting you have to make it 100% of your focus.   Attack it like you’re going to make it work. Build an  attraction campaign. How To Find Mike Schultz Website: https://www.raingroup.com Mike Twitter: https://twitter.com/mike_schultz RAIN Group Twitter: https://twitter.com/rainselling RAIN Group Facebook: https://www.facebook.com/RAINGroup/ Mike LinkedIn: https://www.linkedin.com/in/mikeschultz50/ RAIN Group LinkedIn: https://www.linkedin.com/company/rain-group_2/ Mike mentioned that we was happy to share a copy of the report with the audience:  5-sales-prospecting-myths-debunked How to Prospect and Generate Leads Here are past episodes that talk about the mindset for lead generation. What’s Not Working In Sales Today with Brandon Bruce #204 How To Generate Leads without Sales and Marketing with John Tripolsky #191 Repeatable Success for Sales Development Reps with Brendan Barrett #188 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 The post Debunking Sales Myths with Mike Schultz #216 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Stop Guessing How to Sell and Use Market Research with Corey Hammer #208 Many companies fail to understand the drivers that motivate customers to buy. Through luck and pluck these companies have found a level of success. Yet they know they’re leaving money on the table. Now if there was only a way to know for certain our prospects are thinking. In this episode guest Corey Hammer shows how companies can stop guessing how to sell and instead use market research to know for FACT,  the drivers for selling success. Corey Hammer has 15+ years as an insights professional across multiple industries. This includes CPG, education, hospitality, pharmaceuticals, and consumer services. He holds a PhD in Experimental Psychology and is a longtime Boy Scout and Scouter (Be Prepared). Market Research Process Companies looking to roll out a new product or service should thoroughly investigate the new market. According to Corey, there is a methodical market research process. This process will provide insight into the drivers for converting prospects into consumers, customers and long time clients. Look at the data you currently collect: sales, overheads, marketing campaigns, conversions, and repurchase. It’s costs nothing to investigate and analyze data already in-house. Analyze and parse the data. For example” Look at marketing ads with different, copy and channels. Next look at conversion rates. However too often people fail look across channels Youtube, Twitter, Facebook, LinkedIn, Instagram, Pinterest etc…. Also focus on internal sales data. Know what’s selling in what channels Next look at your customers. Accept that 80% of your business comes from 20% of your customers. Use a customer experience measurement tool to know how they think. Ask quick questions on recent purchasing and owning experience of you products and services. Make it a transactional survey of a recent purchase, especially B2C.  A relational survey makes more sense in the B2B space. Value Engineering is the process of optimizing the value of a product of service to a customer by lowering costs or improving the functionality. Market research creates the opportunity to successfully complete a Value Engineering activity. Segment audience and align products and services. What Do Startups Do? If you’re new to a market place you can’t rely on existing customers for market research. Instead, Corey recommends you go the library. Many local libraries have the following databases you can use for free: AtoZ Database sales lead research guide D and B Hoovers business research database Next, look outside of the library at the App store to investigate competition. Market Watch  online business and stock market news Seeking Alpha online stock market news How to Find Corey Hammer You can find Corey online at the following websites: Website: www.talismaninsights.com Blog: wow.talismaninsights.com Personal LinkedIn: www.linkedin.com/in/coreyahammerphd Company LinkedIn: www.linkedin.com/company/talisman-insights/ Market Research and Value Propositions Here are past episodes that talk about the power of understanding your ideal client through market research. Listen today! Why Do I Need a Brand with Kim Speed Flawless Follow Up with Steve Rosenbaum #162 Give to Get Marketing with Ray Wood #159 How to Use Lead Magnets To Generate More Sales with Yoon Cannon Authority Selling with Mike Saunders #133 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 How Value Propositions Bring Value to Your Business #167 Wizard of Oz Sales Process with Steve Kloyda #137 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How to Create Value During a Sale with George Iacullo #91 The Myth of Know Like Trust #74 How To Build Your Value Proposition with Lisa Dennis #48 Discovering Your Ideal Client Avatar #40 SB013 | Winning Customers by Building Profits, an interview with Bob Rickert Looking for Leads with Social Media, an interview with Brian Basilico #34 The Non-Sellers Blueprint, Email Marketing Tips with Neil Kristianson #11 SB 009 |  Creating a Powerful Brand,  An Interview with Arfan Qureshi Image Message Story. An Interview with Heidi Thorne The post Stop Guessing How to Sell and Use Market Research with Corey Hammer appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 Author Jeffrey Shaw visits Sales Babble to talk about his book Lingo – Discover Your ideal Customers’s Secret Language and Make Your Business Irresistible.   Jeffrey believes that far too often people sell the wrong thing to the wrong people. Unfortunately too few people understand for whom they are for. Your ideal client has a secret lingo that mirrors your traits and values.  Once you learn their lingo, you can quickly discern and serve this market. Five Step Process In his book Jeffery outlines a five step process for discovering your prospects secret lingo. Understand your ideal clients perspective Create familiarity and comfort Style – build one that matches your target Pricing – Use whole numbers for high-end customers Words – use language they speak How To Connect with Jeffrey Shaw To find Jeffrey Shaw, his book,  and the free secret lingo giveaways go here: Lingo mediate kit Inforgraphic Free Chapter of his book Audio version of the first chapter of the book The full book on Amazon LinkedIn Twitter @jeffreyshaw1 Go to Jeffreyshaw.com/sales  How to Learn About Your Ideal Client Here are past episodes that speak to the importance of knowing your ideal client. How To Generate Leads without Sales and Marketing with John Tripolsky #191 Repeatable Success for Sales Development Reps with Brendan Barrett #188 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 Sales For Start-ups with Mano Behera The post How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Generate Leads without Sales and Marketing with John Tripolsky #191 In this episode we meet John Tripolsky, CEO of JTE Marketing. John shares his process to generate leads through a referral process. When starting John had neither  marketing nor a sales staff. Instead he leveraged his existing network to find qualified prospects and generate leads. It worked and this is how to generate leads without sales and marketing! Hire a Team Without Hiring The JTE Marketing earned its first two clients from friends and family. They repeated the process by working networking meetings. John kept attending and connected with five people. From those five they built their portfolio. Building personal relationships is what matters. John is a strong advocate for LinkedIn. He has 7K connections. Almost all have gotten a personal message welcoming them to connect.   Not everyone is a qualified prospect. Yet all know people who ARE qualified. Referrals come from both existing and non clients Lead Generation Referral Process Use the three letter word “ask”    Sit down and casually start… “let’s talk about XYZ …..” He then asks…. “Do you know anyone I could talk too? “ Next he asks … “Would you introduce me? Would you send an introduction email?” Share “I would love to talk to them and pick their brain about …. “ Once you get the lead follow up … “John Smith recommended I give you a call…” Lastly asks if they would be open to personally set down and chat for 10 minutes. In person This is how you learn about a market and it’s nomenclature. It’s also solid advice on how to generate leads without sales and marketing. This process is great news for startups! A Watershed Deal After a terrific presentation he was asked for a proposal. He had no idea what to do but eventually created an order form. It was not pretty. Since he’s a marketing company, he believed this poorly represented the company. He made it beautiful with graphics and brand worthy style. Make your invoices and quotes BEAUTIFUL! He recommends Pandadoc  Having a great proposal maintains the positive feeling that happened at the time of the presentation. Take Action Advice Ask……  Make it second nature to make requests of clients and prospects. Get over the hump of shyness. If you never ask you’re never going to get anything from it. Keep forward momentum, embrace lifelong learning and ASK. Where To Find John Tripolsky This is the link to the JTE Marketing Group You can also find John on LinkedIn How to Prospect and Generate Leads Repeatable Success for Sales Development Reps with Brendan Barrett #188 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 Sales For Start-ups with Mano Behera How to Assume Rapport when Prospecting with Ken Dunn #90 The post How To Generate Leads without Sales and Marketing with John Tripolsky #191 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Repeatable Success for Sales Development Reps with Brendan Barrett #188   There is a growing trend for companies to separate business development from deal closing. We’re talking about two different people: One person setting up appointments the Sales Development Reps (SDR) and the other is the  closer. In this episode our guest Brendan Barrett and I walk through the SDR process with it’s pros and cons. We do some roleplaying in order to show practical advice for anyone prospecting and trying to set up an appointment.   What and Why an SDR? SDR stands for Sales Development Reps – appointment setters, prospectors and cold callers.  Brendon calls the the Roller to the Closer .  This is different than the traditional inside sales (an order taker).   This is all outbound sales and Business Development.  They are sometimes called Business Development Reps or BDR. More efficient for closers, who can be closing deals daily vs spending time in the office setting up their own meetings. Downside of SDRs. Details get dropped Having a process imperative Communication What Makes For SDR Success? Entry level position Hungry, coachable, naturally curious SDR Process In this section we walked through the SDR process and gave practical examples for the Listeners. Create a relationship Use LinkedIn to prospect Reach out to sescretary Take 2-5 touches to get a meeting Create a dialogue (conversation) “I’m looking for people who set up your brown bag discussions “I saw your post on LinkedIn and I’m curious about it ….. Could be set up on Facebook, Messenger, LinkedIn or email Always wish somebody a good day, that opens up people Qualify Prospecting is market research Some deals take years, hand off slow deals to marketing to keep them warm Laws of attraction applies by showing interest. Create curiosity, get them to ask you about you Be skeptical, don’t assume they are qualified Ideally you want them to see the value and self qualify Win permission to sell Make a phone call about them “How was the weekend, what do you have going on this week If you met at a conference, start there, “what’s your next conference on your calendar Introduction to Closer Sounds like we could work with you well but I’m not the right person Take Action Advice Nice guys win and smarter guys win more! Be helpful! How To Find Brendan Barrett Go to the Start In Phoenix website  www.startinphx.com Business of Family and Selling Podcast  startinphx.com/family From there you can download the Double my Revenue 7 day Sales Challenge @StartInPhx on Instagram StartInPhx on Facebook @StartInPhx on Twitter Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide   How to Prospect and Generate Leads Other great episodes on business development. Listen today! 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176 Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150 Myths on Social Selling with Mark Hunter #142 How to Power Prospect with LinkedIn Groups with Liam Austin #135 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How To Be An Awesome Sales Professional with Thomas Ellis #102 Sales For Start-ups with Mano Behera How to Assume Rapport when Prospecting with Ken Dunn #90 How To Generate Sales Leads Using LinkedIn, Facebook and Twitter     The post Repeatable Success for Sales Development Reps with Brendan Barrett #188 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Why Do I Need a Brand? In this episode I and  Brand expert,Kim Speed dig deep into the  question why do I need a brand. Everyone says having a brand is critical for success. But is it? What is the fundamental value a BRAND provides you and your company? How does a brand make it easier for me to acquire new customers and prospects? Brand vs Branding According to Kim, your brand is who you are and what people say about you when you’re not in the room. Branding is all the elements that supports your brand: website, ads, emails, logos etc…   Let’s focus on the former, before the latter. Sales and Branding Your brand is useful for your sales process. When done well it open doors and creates trust.  But it’s not an easy path to understand your brand. It’s built on knowing and viscerally understanding your ideal client. This requires companies to go through a value proposition process. Instead of focusing on logos and fonts, focus on who is PERFECT for you product or service. Who Is Kim Speed Kim is the owner of Purple Moon Creative, Brand and Marketing Boutique where she helps start-up companies and small business owners to become visible to their prospects, and to turn those prospects into clients. P 647.558.1962  C 416.992.9701 Kim is the author of the recently published book, Branding on a Shoestring: How to Re-Create Your Small Business Identity and Increase Sales Results in 83 Days or Less.  Go here to get it purplemooncreative.com      and answer the question “why do I need a brand!” Support our Sponsor Bluehost Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month FREE Domain Free Site Builders 1-Click WordPress Install 24×7 support Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide Discovering Your Ideal Client Here are a number of past episodes discussing the importance and process of discovering your perfect customer. Listen today! Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171 How Value Propositions Bring Value to Your Business #167 Wizard of Oz Sales Process with Steve Kloyda #137 How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114 How to Create Value During a Sale with George Iacullo #91 The Myth of Know Like Trust #74 How To Build Your Value Proposition with Lisa Dennis #48 Discovering Your Ideal Client Avatar #40 SB013 | Winning Customers by Building Profits, an interview with Bob Rickert The post Why Do I Need a Brand with Kim Speed appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

This is a really fun Off the Charts podcast episode – because we get to hear from Melinda Chen, and it’s all about the mindset shifts needed to land bigger clients for your business. Melinda Chen has been in corporate sales for 15 years… but it wasn’t something that she was really good at, at…

About Melinda Chen Melinda Chen is a sales coach helping female entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients in 5 weeks. Melinda grew up in an entrepreneurial family. She started to attend tradeshows at age 15. When she first started her sales career after university, she wanted to know everything about selling. So, she spent years reading dozens of books in sales, made over 5,000 cold calls and worked with agents, reps and corporate clients around the world. Since then, she has mastered the art of selling to big companies and made sales in Americas, Europe and Asia covering a wide range of industries. She is inspired to help entrepreneurs take control of their lives by going for big clients, closing important deals and dramatically expand their business. Melinda is also a regular contributor for Huffington post and frequently interviewed on the subject in sales. One of Melinda's favourite quotes is “If your dreams do not scare you, they are just not big enough.” She is also a mother of two active boys who love Star Wars more than anything else. Connect with Melinda Chen! Facebook womenmakingbigsales.com Episode 271

About Melinda Chen Melinda Chen is a sales coach helping female entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients in 5 weeks. Melinda grew up in an entrepreneurial family. She started to attend tradeshows at age 15. When she first started her sales career after university, she wanted to know everything about selling. So, she spent years reading dozens of books in sales, made over 5,000 cold calls and worked with agents, reps and corporate clients around the world. Since then, she has mastered the art of selling to big companies and made sales in Americas, Europe and Asia covering a wide range of industries. She is inspired to help entrepreneurs take control of their lives by going for big clients, closing important deals and dramatically expand their business. Melinda is also a regular contributor for Huffington post and frequently interviewed on the subject in sales. One of Melinda's favourite quotes is “If your dreams do not scare you, they are just not big enough.” She is also a mother of two active boys who love Star Wars more than anything else. Connect with Melinda Chen! Facebook womenmakingbigsales.com Episode 271

About Melinda Chen Melinda Chen is a sales coach helping female entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients in 5 weeks. Melinda grew up in an entrepreneurial family. She started to attend tradeshows at age 15. When she first started her sales career after university, she wanted to know everything about selling. So, she spent years reading dozens of books in sales, made over 5,000 cold calls and worked with agents, reps and corporate clients around the world. Since then, she has mastered the art of selling to big companies and made sales in Americas, Europe and Asia covering a wide range of industries. She is inspired to help entrepreneurs take control of their lives by going for big clients, closing important deals and dramatically expand their business. Melinda is also a regular contributor for Huffington post and frequently interviewed on the subject in sales. One of Melinda's favourite quotes is “If your dreams do not scare you, they are just not big enough.” She is also a mother of two active boys who love Star Wars more than anything else. Connect with Melinda Chen! Facebook womenmakingbigsales.com Episode 271

About Melinda Chen Melinda Chen is a sales coach helping female entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients in 5 weeks. Melinda grew up in an entrepreneurial family. She started to attend tradeshows at age 15. When she first started her sales career after university, she wanted to know everything about selling. So, she spent years reading dozens of books in sales, made over 5,000 cold calls and worked with agents, reps and corporate clients around the world. Since then, she has mastered the art of selling to big companies and made sales in Americas, Europe and Asia covering a wide range of industries. She is inspired to help entrepreneurs take control of their lives by going for big clients, closing important deals and dramatically expand their business. Melinda is also a regular contributor for Huffington post and frequently interviewed on the subject in sales. One of Melinda's favourite quotes is “If your dreams do not scare you, they are just not big enough.” She is also a mother of two active boys who love Star Wars more than anything else. Connect with Melinda Chen! Facebook womenmakingbigsales.com Episode 271

Melinda Chen is a sales coach helping female entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients in 5 weeks. Melinda grew up in an entrepreneurial family. When she first started her sales career after university, she wanted to know everything about selling. So, she spent years reading over 20 books in sales, made over 5,000 cold calls and worked with agents, reps and corporate clients around the world. Since then, she has mastered the art of selling to big companies and made sales in Americas, Europe, and Asia covering a wide range of industries. She is inspired to help women take control of their lives by going for big clients, closing important deals and dramatically expand their business. Find out more about Melinda here: www.womenmakingbigsales.com Find her on facebook.com/womenmakingbigsales/

Melinda Chen is a sales coach helping female entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients in 5 weeks. Melinda grew up in an entrepreneurial family. When she first started her sales career after university, she wanted to know everything about selling. So, she spent years reading over 20 books in sales, made over 5,000 cold calls and worked with agents, reps and corporate clients around the world. Since then, she has mastered the art of selling to big companies and made sales in Americas, Europe and Asia covering a wide range of industries. She is inspired to help women take control of their lives by going for big clients, closing important deals and dramatically expand their business. Website: www.womenmakingbigsales.com

Melinda Chen is a sales coach helping women entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, helps women take control of their lives by going for big clients, closing important deals, and dramatically expanding their businesses. Melinda helps women entrepreneurs to connect with — and sell to — big clients in just 5-weeks. Secret – timesaving technique Melinda looks through a list of 5-10 clients that she wants to target before each week -- make sure you allocate the time to focus on the right clients. ONWARD! Daily habit that contributes to success Network with people in the industries you're in -- Melinda goes to at least three networking events for every industry she works in. Could have ruined your business – but now – an invaluable learning experience Melinda made 100 cold calls a day and she wasn't getting any results -- and Melinda tells the whole story here. Most critical skill you think business owners need to master to be successful "Be able to take on the creative and the analytical." Most influential lesson learned from a mentor "Do you truly believe in the product?"   Final Round – “Breaking Down the Recipe for Success” What systems would you go back and put into place sooner? I would have had very, very focused markets. What strategy would you recommend new business owners focus on to best ensure success? Go to LinkedIn and search for prospects by industry and location Pick 20-30 people and try to find everything you can to figure out why they would work with you Start crafting your plan to marketing to them How best to connect with Melinda: Website: womenmakingbigsales.com

Melinda Chen is the founder of Women Making Big Sales. She helps women achieve together one goal which is to take control of our lives by going for big clients, closing important deals and dramatically expanding our businesses. Melinda never used to be this confident especially when it came to making big sales. In fact, she was the total opposite. Find out in this episode what made Melinda change and started believing in herself to become the woman she is today. Check out thetaoofselfconfidence.com for show notes of Melinda's episode, Melinda's website, resources, gifts and so much more.

Social selling is now an important thing. But how do you get connected with clients who are not online? There are actually some ways for you to do that effectively. Today, we have Melinda Chen who is sharing with us great actionable insights into how small businesses can stand out, gain big clients, and specifically […] The post TSE 373: How To Connect With Big Clients Who Are Barely Online Or On Social Media? appeared first on The Sales Evangelist.

It takes about the same amount of time selling to small clients as it does to big clients. Listen to this podcast with Melinda Chen, Making Big Sales Over 10K.

It takes about the same amount of time selling to small clients as it does to big clients. Listen to this podcast with Melinda Chen, Making Big Sales Over 10K.

In today's episode we dig into the mind of Melinda Chen. Melinda is a MASTER of high-ticket selling... whether you're selling products, services, or anything else! We discuss how to get in front of your perfect target audience, how to make yourself stand out and get the attention of the "higher ups", and how to then close the deal! Plus she even critiques one of MY promotions I'm about to launch to get in front of high-level clients. Enjoy!   Resources Mentioned womenmakingbigsales.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Jeremy Reeves: Hey everyone, this is Jeremy Reeves with another episode of the sales funnel master podcast and today I am interviewing Melinda Chen and we are going to be talking about how to kind of reach and make sales to really, really high-ticket clients and I think it is going to be a fascinating interview and you know, basically, Melinda has -- she is a founder of Women Making Big Sales so to just give you a little bit of background about her. She has 15 years of background in corporate sales, and in the past 5 years, she has actually reached 8 figures in terms of her sales track record which is unbelievably impressive. That is a lot of stuff to sell in 5 years. Now she actually helps entrepreneurs. She specializes in helping entrepreneur’s sell and get in front of hard to reach or hard to access decision makers and to find those big you know, kind of whale clients that we all want to get in front of and not only get in front of, but actually have the you know, the authority and positioning to actually make a sale to because -- we will get in to all the reasons why we should be doing that, there are about a billion all of them which we will go through, but Melinda, how are you. Melinda Chen: Yes, hi Jeremy, I am very good. Jeremy Reeves: Sounds good. Sounds good. So I did a really quick you know, intro of you, just to kind of give everybody a quick little background, but tell us a little bit about your story you know, who you are, who you help, what you do, all that kind of good stuff. Melinda Chen: Yeah. Sure. Sure. I really started selling. I go into trade show since I was age 15. I grew up in a very entrepreneurial family and my parents they have got their business. So by the time I started knowing how to speak English because I was an Asian descent, so by the time I was speaking English relatively well, my dad figured, oh perfect, she will be the perfect translator for business meetings and go into trade shows. So he take me to trade shows and I loved it. I love the energy. I love all the creativity that came with it. So that is when I decided to keep doing -- keep staying in business and keep doing sales. Then I graduated from the university. I got my first job as international sales manager and that was really my official sales job, selling educational products to agents around the world, Brazil, Korea, Europe, and I have really realized that wow, there is a logical (inaudible 2:29.4) about sales especially when you are dealing with people who has got a 20 years of experience in sales and I just graduated from university. So I was like, 22 like fresh meat to these sales agents, right. And then I started really reading lots of books about sales and I did a lot of cold calls. I did about you know, throughout my whole sales career, I have done about 5,000 cold calls. So really, just to refine those sales skills and eventually master my own art of selling and most importantly is that I really felt -- I love the challenge of getting the really hard to reach big clients and the decision makers. So right now, I help entrepreneurs reach those client and sell to big client. Jeremy Reeves: Awesome. Yeah, that is really cool. It is a very unique background. You get started really early. That is awesome. So you know, what start with because you know, everybody, anybody listening to this and I also want to say, a lot of this is going to apply most of it is going to be the most relevant to anybody in the service industry, but if you are selling any kind of product, this is also very, very, very relevant. For example, you know, I have been thinking a lot of my clients that you know, they are selling whatever, a couple $100 products, but then one of the things that I helped them with is implementing something like you know, somebody’s -- their highest sales is like just a $500. One of the fastest ways to grow your business is putting in -- I called it a freedom offer you know, because you only have to sell a couple of them to give yourself freedom. So I always look and say, okay, what can we -- can we take your highest priced even if it is a product or service whatever it is and 10 times it gives something you know, so if you are selling your highest price is $500 what can we sell for $5,000 you know and so if you are in that position or if you want to be in that position I also want to make sure that you are paying really close attention to this because what we are going to go over covers all that to. It is not just that you are in the service industry. Melinda Chen: Oh yes, definitely. Jeremy Reeves: Yeah. I want to give that a really quick kind of disclaimer just so people are not saying well I am not a service provider, so therefore, you know, this is not going to be relevant to me and even if you are selling products you should be have some kind of service anyway so you know, it should be relevant to everybody. So the first thing I would like to start with is the advantages you know, what are the reasons in your mind for going after these you know, these big high-ticket clients versus going after you know, going after the lower quantity buy higher quality clients versus higher quantity and lower or you know, lower price but more clients. Melinda Chen: Yeah, I like to tell people that -- I understand if a lot of people when they started out and they want to go for that, those low hanging fruit, but you should always target big clients because especially if you have a product, and there is a lot of things about I mean it depends on whether you have online product or actual physical products, but the (inaudible 5:33.9) scale is very important especially when you have physical product, you said, oh, I am just going to sell things cheap and sell a lot of quantity, but you get to work with big clients. The cost to acquire small client is actually a lot higher than cost you acquire big clients because the cost to acquire big clients takes a lot of relation building. Yeah, it does take a lot of time to build that relationship, but they tend to be more stable. There is a lot of -- if you can shape your business the right way then you get a lot of repeat business, but if you are working with small business, a lot of times, you know, they tend to be a little bit more unstable, so depending on the clients or the business industry you are in, but you would reach a (inaudible 6:18.9) after small clients. So how do (inaudible 6:21.7) after small client. A lot of times, either you do advertising, the marketing. So you are basically giving a lot of money to Facebook, Twitter, and linkedin. They love that. I mean social medial platform, they love this you know. They love small entrepreneurs keep doing advertising with them. (inaudible 6:40.0) the cost to acquire small client proportionally actually a lot higher than getting big clients. So a lot of small clients I understand that or small entrepreneurs I understand that they might say, oh, I want to start off you know going after smaller clients, but you should always keep in mind that you have to go for big clients for you to actually make that significant freedom if we were talking about or profit because eventually you have to stop wasting your money on small clients, your money and time on small clients. Jeremy Reeves: Yeah, and you know, that actually comes back -- I have been talking, actually the last couple episodes. I cannot even remember off the top of my head if they are live or not. I remember recording them. I forgot if they are live or not, but one of the things that I have been talking about recently is, how much more valuable a repeat customer is, like a higher value customer, because you know, the first time you sell a product or service, you have all that cost that goes into acquiring that you know, the client or the customer and then, but then the second time, you do not have that cost you know, so all of your marketing cost is only in that first kind of you know, the acquiring of them, but not the second time or the third time or the tenth time. So you know, your profit margin is going way, way up as you work with them longer and I think bigger clients are much more in the position to you know, you are going to get not only bigger first time projects, but repeat projects because they have more going on you know what I mean. Would you agree with that? Melinda Chen: Yes, definitely. I mean we can talk more about big clients and how the psychology of big clients, but definitely you know, it is the repeatable business is one huge advantage to working with big client and they tend to have very small circle of the people they work with. So most likely you can get referrals to other big clients. So just think about your business, do you want to keep having small client and they refer you more small client or would you like to have one big client and they are happy with you and they refer you to other big clients, and you know, I tell a lot of small entrepreneurs is that if you do not do it right now, 6 months from now on or a year from now on you still be chasing after small clients. You still be working 10 hours a day trying to go after those small clients if you do not go after big clients right now. Jeremy Reeves: Definitely, definitely. So you know, what are the things like I can hear people listening to this and say, yeah, but you know, Melinda, it is really you know, it is really scary going after these big clients, you know, I am -- maybe you know, maybe they do not have the experience or they have the experience, but they do not have the confidence you know, in themselves, in the results that they produced to go after these big clients you know, so what are -- you know, how do you overcome that like, that fear you know, to going after these big clients. I remember you know, when I, I mean this is years and years ago, but when I first started going out to bigger clients you know myself, I remember having that kind of trepidation you know that nervousness of oh my God, what if one of them actually says yes, you know what I mean. How do you help your clients overcome that fear of actually kind of getting started. Melinda Chen: Yeah, well, I called it a big client muscle. I see myself a little bit like the fitness coach. What we are teaching a lot of times is, it is not necessary revolutionary, but it is like trying to get fit you know, you have a step-by-step process of how to get fit. The same thing with (inaudible 10:22.3) training is that we have a step-by-step process. So you know what to expect. You know that okay, today, we are trying to get a leads and (inaudible 10:30.5) are the few activities we are doing to get a lead and we focus on the activities themselves and also we start by doing it. So we take baby step you know, today, yes, we understand. We are not trying to call the biggest client today and then ask for a business, but we are going to (inaudible 10:48.7) with some really influential people today and that just go by talking to them, propose your value proposition and share your ideas with them. So slowly -- I think it is almost like when people step into a dark room, they do not know what to expect, they do not know what is in it, spiders or you know, mouse, whatever. People naturally get scared, but you know, if you turn on the light and just show people that you know, there is a step-by-step process and also you know, just take baby step, the fear to selling to big clients will naturally reduce, but I also like to share with you is that I being a corporate sales for 15 years and the reality is that I sell every single day and when I send an email to a client, before I send it like I am excited they have like he is so going to love it. This is a great offer why would he like it, but the moment I press that send, I am like, no, he is never going to write me back. Jeremy Reeves: I have had an exact experience. Melinda Chen: Oh, it is like you are so excited like, oh I have got great idea, he is so going to love it, but then you pressed it and there is the doubt of fear, but the reality we all have it and the difference is like I still do it, I still have that, no I said, when I (inaudible 12:08.0) to see oh, I am like, why the heck is the CEO going to reply to me, but now, I recognize it. I said, well, it is only natural. Melinda, you always have this kind of thing. You always think about it, go walk around, call your coach or call your -- the people you work with and you know that you are going to feel better 2 days from now. Just you know, let it sit and so I think that fear is only natural because it is (inaudible 12:33.6) and I am not going to sugar coat it and say listen you know, you are not going to have fear selling to big clients, the most realistic way is that you will have that fear but the difference is that you are going to now you realize that everybody has that kind of fear one way or another and it is just simply recognize it and then just let it sit and say, okay, let us wait for 2 days and let us see what happens and at the same time you know what to do in terms of the next step. Jeremy Reeves: Yeah, and you know what, in my career with the people that know all the things that I do, I am just kind of known as someone who sees the fear, faces the fear, and then does it anyway. My mom, every time I tell her like things that I am doing that are like you know, semi-crazy, she is always like, Jer, I do not understand how you can actually get pass the fear you know, and for me, it is kind of trained because I just always done it. I am someone who you know, I just do not care, you know what I mean. I have a very thick skin I guess, but you know, but I was not always like that. I remember starting off in my career and I mean it was nerve racking you know, it is horrible, but the more you do it and you realized, hey, things did not go so bad you know, even in the case like this, it is like you know, you are afraid of what they are going to say, how they are going to react you know, they are going to tell you that you are worthless or you know, whatever it is that you are afraid of, it never happens you know what I mean. It never does and it is just that sense of being able to feel it and do it anyway you know, and then just sit on and see what happens you know. Melinda Chen: See what happens and then you know, I think especially when approaching big clients you need to build a relationship and then the referrals, the introduction. So basically, you need to get in the circle and the fact that you know, you have already build that preparation, you have already had the preparation and you got introduced and then it is a softer contact then you know, we are not talking about just cold calling the CEO. So to really have you know, just slowly getting to this entourage it also ease up the fear of selling to this person because eventually you will start to feel that oh you know, I think I kind of know this person because I have done so much preparation trying to work with this person. Jeremy Reeves: Yeah, definitely. You know what, I can tell you from personal experience that, in fact, actually this just happened today, somebody emailed me requesting to be I guess on the podcast and I can actually tell I was so impressed because she started off the conversation by, hey, I just read this value and then I read this and I love how you talked about this and this and this and I listened to a podcast, I loved how you brought up this topic and blah, blah and I could tell I mean it seemed like she (inaudible 15:35.7) 3 hours of research and I was so impressed because normally it is dear sir/madam, you know, blah, blah it is like really, you know, they get deleted instantly. So I think a lot of is just about doing research and even if I think that overcomes a lot of anxiety that you have like when even if they can tell you are a little bit nervous when you first get in touch it is like hey you know what, they actually did the research and it almost, it almost creates like sort of like a (inaudible 16:08.1) like you almost -- if somebody you know, get in touch with you and you can tell they researched you and spent a lot of their time really putting a thought and effort into whatever it is a call or an email or direct mail, whatever you are doing, you almost feel obligated to at least give them you know, a couple of minutes to hear their you know, their elevator speech. Do you agree with that? Do you think that is you know, kind of part of what happens is how people react to that. Melinda Chen: Oh yeah, definitely. I agree with that 100%. The one of the best strategy that I always used is show do not tell, and show by I mean we are constantly doing this communication, a lot of people asked me so how do you show without telling. I mean when you are emailing then you automatically telling something, but this example when you mentioned about the person trying to pitch getting to your podcast is a very good example. In fact, they are showing that they are the person who would do the hard work. They would do the research. So when approaching the client, I would tell people you know, I mean, there are a lot of different ways and process, but one of really great way to talk about it is talk about their competitor. If you know the name, the decision maker of you know, obviously, you are trying to work with this person, but you (inaudible 17:22.1) in the email conversation you not casually mention the decision maker of their direct competitor then it is showing, very quickly showing that you know that you (inaudible 17:33.6) you know that inside out of the industry. So (inaudible 17:36.4) that kind of basically doing the research, a lot of research before the call to show that you know, you have done research about this company and about this client and you understand their business priorities. That is worth a lot more than telling them oh here is my valid preposition. Jeremy Reeves: Yeah, I love that, I love that. Actually, we are going to talk about a campaign that I am putting together right now, it is actually on my list this week to finalize. I have like 6 giant boxes of things I am going to be sending out to people. Yeah, we will talk about that in a couple of minutes, but yeah, I mean it really goes right along and actually, I actually so -- let me bring it back to an actual thing that I did, this was, maybe 4 or 5 years ago, and there was -- yeah, I think it was about 2010 or 2011 something like that, give or take. And there was a really kind of heavy hitter in my industry that was looking for a copywriter, so my thought was, alright, this guy, I know that a lot of other copywriters are going to see this so how do I standout you know. How do I make myself so he gets my message and it is like oh my God, I have to talk to this person. So what I did was I got to know his business. I actually made him a personal video to him, it was not like, oh I made you a personal video and then it is the same thing to everybody, it was actually like, I actually address them by name. I talked about his website and it was a video. I put it on a page and then I send him a big giant like 3 foot 2 mail and then you pull that out, a big piece sheet of paper and it was like a message on there with the URL and then he went to the you know, to URL and it was a video of me talking to him. And that client ended up being worth, I think it was about $120,000 over 2ish year period. And I think you know, I remember he told me he was like I was so impressed you know, you made a video for me specifically and he actually showed his entire office and he said, guys, this is the stuff we need to be doing you know what I mean. Yeah, I agree with the you know, the more you talk about like just not sending out you know, blank you know, kind of just general messages. I mean, it is really, just a marketing principle you know. We are heading you know, in terms of personalization you know, I have so many tests that I have been doing in my clients with segmentation, personalization, and the more you can talk specifically to that person, whether it is a high value or not, the higher your sales go and I think it is especially important with you know, with these really high techie clients when you are going after you know, the really like the decision makers you know in the companies. Melinda Chen: Yeah, yeah. I think especially the decision makers and that is why there is you know, there is, right now a lot of well going back to a lot of people talking about social selling and how you -- you know, it is going to replay selling itself. I think it presents an opportunity because there are more and more people. They are trying to automate everything but if you can really prove or you can contact these big client and using a lot of personal touch and then a lot of research, I mean we are in this age that there is so much information just right out there publicly for us to grab, you get to pick up important information and show it to this big client, it is so easy to stand out because everybody is trying to automate and everybody is just trying to just do the easy way and there are a couple of you know, so many things that we can do just simply stand out. Jeremy Reeves: Definitely, definitely. So let us talk about how you actually get in front of clients, so you know, you did the research, maybe you actually you know, maybe I do not know, you make like a spreadsheet or something like that of the clients that you want to reach out to whatever your kind of prep work is, and then you did. You have your list of let us just say it is 100 people you want to reach out to or 50 or 10 or whatever it is, let us just say 50, just so it is a manageable number. So you go, you do your research on all of them and then it is time to actually get in front of them. So what do you recommend. What are some of the things that you have done either yourself or your clients or whatever to actually get in front of the client. Do you -- you know, do you send cold emails. Do you just call them. Do you do direct mail, you know, what are some of the things that you guys do. Melinda Chen: Yeah, well the first thing I like to highlight is that there are 2 different role, and today we are targeting with the entrepreneurs. I think it is very different if somebody is a sales person like a B to B sales person or you know, or just general sales person, all they have to do is sell you know, I can say, you know pick 100 names, 200 names and she was your sale target, let us call it, let us you know, use softwares, Twitter, Facebook whatever to connect with your big clients, but I think you know, with your podcast, I think we are addressing those people who are entrepreneurs and who do not have you know 7 hour a day to just sell. I mean we have other things to do you know, it is not just selling although it (inaudible 22:45.8) the most important aspect of business, but you got to do the operational side, the (inaudible 22:50.4) existing clients. So what I would recommend the first most important thing, the absolutely most important thing for an entrepreneur or solo entrepreneur is that should be very target at in terms who you want to sell and the reality is that you cannot target a 100 big clients at one time because then there is no way that you are going to provide personal -- I mean, then it is a give and take, I mean you will be able to provide some kind of personal, but it is never really that personal kind of attention to those big clients. So that is one thing I really cautioned is that do not target 100 clients. If you have like a list of 100 then try to narrow it down and then usually if you have that list, what we build is, we called it 2 x 5 formula. So the two, the first two is the prep work, the prep (inaudible 23:45.2) work as absolutely especially with the big clients, use your 100% of your energy to bind the introduction into this client. So in fact, I would recommend -- personally, I would recommend the first 1 or 2 months focus on building relationship with their entourage and then also we create you know, connection map, it is like a mind map, except it is a connection map, whose connected to whom because regardless of what industry you are in I mean I have sold around the world as I mentioned before South America, North America, Asia, Europe whatever industry (inaudible 24:19.2) different industries. Once you are talking to the big, big clients they all know each other. It is a very, very small world. So go dig into the linkedin profiles. Look to you know, first of all, obviously, the first thing is you have to make sure what target, either you are targeting you know big time speakers or you know, big buyers with certain industries then really dig into their linkedin and Twitter. See who they are connected to. Most likely is that those people they always use similar service providers. For example, you know, if you are social manager (inaudible 24:55.4) try to find who are the big PR managers they are working with, because most likely they are working with the -- I mean you are already working with some of the big clients (inaudible 25:04.7) that everybody kind of just what you know, especially big guys, they like to keep their (inaudible 25:10.8) and they like to keep working with similar people or thing, same group of people. Big clients are extremely (inaudible 25:18.3) so what I would recommend is that build that connection or relationship map. So just take the -- take linkedin and use any mind map or other kind of mind map on the website, there is one I loved and then start drafting this relationship map and figure out what kind of a (inaudible 25:39.4) always go to. Who do they should work with. The service provider (inaudible 25:44.8) always work with then start building relationship with the service provider first. If you want to focus on startup companies, incubators, is there any big name incubators in (inaudible 25:56.5) you know somehow you could provide value to and those are usually what I would really recommend is to connect with these people who are the (inaudible 26:06.8) of influence with people you want to target because the moment that you build trust with them then I mean this is what happened now when I went to get another client is they close on the people I know really well and interest you. I give them a call and say you know, here is what I am thinking you know, here is a few ideas I have for the upcoming project, what do you think and then we start talking about industry. And what do you mean by talking about industry, basically, you know, we are going to share (inaudible 26:31.7) who might be interested in this, who would this project be useful to. So this is extremely you know, extremely important thing is fill that relationship map and then start to provide you know building values. So that is it. We are back to 2-5 formula so that you would be creating at least 2 soft contact with the decision maker and then we do the 5 official contacts and why do I -- instead of saying, oh, do we cold email this decision maker or do we send a cold call or things like that. I want you to tell people try to (inaudible 27:12.4) at least 5 different contacts. So it could be a simple I mean you know, we all know this you know, simple like on Facebook or you know providing some kind of value or maybe meet with the person in the networking or bands and things like that, but the moment you build that 5 then you know that you are -- you know, your whole sales relationship is not going to rely on one simple sales phone call. Jeremy Reeves: Okay, got you. I love that. Melinda Chen: You know, so keep you know, (inaudible 27:38.8) formulate that and focus on the first they know you, like you, and then trust you and then slowly build -- you know fill that before you even talk to the person and maybe I am pessimist but I say most likely the first time you contact this person he is not going to say yes to your offer no matter how great your valued proposition is or your elevator speech is. So plan 5 different contacts so that you slowly bring the client to the final sale speech and it is a very simple way but also just simply have that plan out will ease people’s mind about selling, about you know, oh, you know, he is definitely going to say no, but you are not asking him whether he would need to (inaudible 28:24.3) have this officials sales meeting yet, you are simply saying, hey, you know, here is the quick information about me or I thought this would be interesting and that will be it. So no pressure and once you have the process you are not going to continue focus on this one specific client, but you do this with other clients and then slowly build that relationship. Jeremy Reeves: Nice, yeah, I love that. So as you are building, as you are providing these people value, you are getting to know them, they are not going to -- there is no resistance, there is no sales resistance because there is no sales you know at this point. So they are starting to trust you. They are starting to kind of understand you, you know, you are familiar to them. When and I know this is kind of a generic thing because there is no like oh you know, you do it 4 days after the first or whatever, but if like in general, when is the good time to start then transitioning from okay you know, we kind of built the relationship to you know, transitioning into the you know sales mode you know so to speak. Melinda Chen: I think when -- this happens actually this sales mode or this transitional mode, we would be planning it right at the beginning. When people are trying to figure out you know, what kind of client they wanted to focus and what their value proposition is, I always tell people it is not just the value proposition, in fact, trigger events that is a lot more important than the value proposition. I am not saying that you are not providing value. I am hoping that you are providing a legitimate value to this client because if you are not, you know, that is never going to work from my experience. You got to be providing some real benefits to big clients, but also, the trigger events. What it means that right before at the beginning is that every industry is seasonal. So you have to plan what seasonal about the industry you are targeting. My favorite example would be the product base companies, Christmas shopping season, it is a hectic season and even big clients there is always something late about their planning you know, either there are 2 PR. I have worked with PR companies that PR agent they were able to get big clients because they just simply target the fashion company that did not get into the Christmas shopping list on magazines. Jeremy Reeves: Got you, okay. Melinda Chen: So if the trigger events, what are the trigger events that really impact the industry and if you can really focus on that then when you are building (inaudible 30:57.9) like and things like that once the trigger events hit and you have already planned it ahead of time you know what are the important things, a lot of times you know, incubators you know, startup companies there is time to apply for incubating program. There is speaker, the speaker seasons. Coaches, there is always sales season. So you have to know your trigger events. So once you build that relationship now you got your benefit and you got a trigger event, then you find the people who needs help during those hectic season who are late doing the things that you can offer then it becomes a very natural we are not even selling, you are just calling you know, and say, Hey Jeremy, I know the important day is coming up and I have not seen your information, your product on any social media what is going on. Jeremy Reeves: Nice. Yeah, and I actually use that approach in a similar way, but slightly different way and that I am really good at taking what people already have and finding the holes in their marketing and then filling those holes. You know, for example, one of my clients, I reached out to him and he had like a monthly you know membership program and I just reached out to him and I said, hey, his name is Mark and I said, Hey Mark, I have never seen you know, anything on your website like trying to take people from your monthly program to a yearly. I am like you know, what would you say, what if we you know, what if I do a promotion for you and just simply taking people on your monthly you know program and offering them a yearly plan and you know, I would not charge anything and blah, blah, just be percentage of the people that upgrade you know, and it works you know, and he was like okay you know, there is no risk in it for me, you are doing all the work, I never thought of that idea and it sounds like a good idea because it was actually good timing because he need it like a patch infusion to reinvest back into his product. He is very like techie kind of thing, say he buy a whole bunch of equipment, stuff like that. You know, and we did it and it was a huge, huge success you know, he made a ton of money. I made a ton of money and it was awesome. So it is a similar thing like it was -- it was not really a seasonal thing, but it was a like a weakness I guess you know you can call it in his business you know, but yeah, I love that you know, there really is, there is a lot of -- you know, most businesses have something like that even if you know, could be seasonal, a lot of businesses are seasonal or it could be if it is not seasonal, it could be something like that where it is more of like a weakness and you just kind of fill that gap you know. Melinda Chen: Yeah, I love -- I mean there is nothing more than calling a client and say that and listen, do you know what your competitors are doing right now. You know and then that is just a very simple and again you know, it (inaudible 33:53.1) it does not feel like you are selling the person, but you know, you are really trying to first of all provide the value and have this in cycle conversation and people at this point the big clients are going to figure out that you know, you are not just trying to always repeat it your value proposition and then just go through the same thing. You are really providing insightful information about the industry they are interested in and let us face it, big clients are very competitive. They love to know what happens with their competitors, so it is a great conversation breaker. Jeremy Reeves: Yeah, definitely. So let me ask you this. Have you ever tried and this goes back to my promotion that I am about to test out probably next week I would say, because I am going to finalize it this week, but then I still to do all the research and all that stuff beforehand. Have you ever tried anything with direct mail to reach out big clients? Melinda Chen: Direct mail, I have never -- I mean I have done a lot of cold calls. I have done direct mails, I do not know how many (inaudible 34:57.6) out but probably in a smallest scales, I have, I would not say I have the most success with, but yeah, I have done it. Jeremy Reeves: Yeah. So what I am doing basically is I am putting the other list a very you know, a very targeted list, I know the market really well, all that kind of stuff. I mean I could probably list off you know 30 people off on top of my head then (inaudible 35:26.1) send it out to. I got to do like 10 weeks, but basically -- yeah, yeah you know, just kind of you know, put it into our current you know, kind of marketing plan that we are doing every week. So what I am doing is I am doing a thing called lump email and I have this -- I came up with -- I bought these treasure chests right and they are like 5 inches long I do not roughly 3 inches high something like that, I like to have fun with Mark. Those are all the boxes that we got by the way, I bought 100 of them and you know so they came in like -- Melinda Chen: You must have a pretty good warehouse. Jeremy Reeves: Well, it is actually in my basement. Yeah, so there are all down there and I actually gave 1 each to each of my boys, I have 2 and a 4 year old, so they each got a treasure chest you know, and so basically, what I am doing is building a list of people in a very specific you know target audience that I have already gotten results before you know, a lot of people in that industry already know me that kind of thing and I am sending it to them. Now, my audience is going to be a little bit different than like really high like super high-end corporate you know, where there is like you know, the hierarchies like 85,000 people you know, mine are typically you know somewhere between -- yeah like between like 5 to 20 employees you know, in that range because a lot of -- you know, this industry, they do not need tons of employees to you know, to go up into like that. You know my target is mostly in 7 figure range you know, that is kind of -- even like once you hit like $10m it starts getting a little bit too high because then they are starting to get like full-time copywriters and stuff like that. So what I am doing is you send in the treasure chest you know, in the mail with a letter from me inside the chest and then there is a little lock on it with a key and everything and then we made this whole like story, awesome story and the value proposition are the you know, the offer is basically you know, instead of like, hey you know, call and let’s do a project. It is essentially like, Hey, you know, we are tying in the whole treasure chest thing to you know, you have revenue that is kind of buried beneath the sand and I am like you know, let us get on to quick 30-minute call, I ask you some questions and I will help find some of that revenue for you without mentioning like doing projects together anything like that. What do you think of that approach? Do you think I am missing anything? Do you think I should add anything else and you know, it is a little bit outside of what you normally do. Melinda Chen: Well I first of all, I do not really know your business but who are those treasure chest addressed to? Are they directly addressed to the founder or the marketing managers, the founders. Jeremy Reeves: Yeah, the founders, yep. Melinda Chen: And the value you are providing you basically just asking them that you know, you would like to set up a 30-minute call with them right. Did you write any case studies or what competitive did and then what I meant is that big clients or I mean we are not talking about just corporate clients but the successful people, they are very money driven and I do not know in your letter or inside the treasure chest if you have some kind of thing to you know, you can talk about case study and just very quick you know. Did you know that after speaking with somebody and we uncovered because the whole point is about uncovering right and convert a specific amount of missing profit. Jeremy Reeves: Yeah, so what I am doing, I actually guarantee them that I am going to show them how to increase by a certain amount and then also the weather itself is going to be like you know, like who I am and why I am getting in touch and all that is 2 pages and then I am going to have a another 4 pages just of case studies, just 4 like straight pages of all case studies, more for just like kind of overwhelming proof you know what I mean. Melinda Chen: I mean, obviously, they know you personally already. Are these people, they already know you? Jeremy Reeves: Yeah, they either they know me, a lot of them have probably heard of me. Most of the clients that I worked with in this industry, when they get in touch, they have heard about me from usually one of their competitors because like you said, you know, a lot of the people in the same industry know each other, they talk to each other, they masterminds together you know, that kind of thing. So they have either heard of me somewhere. A lot of them read the same blogs and podcast things like that and so they have heard me on air and so they have -- most of them will have if not all, will have at least some kind of recollection of me you know. Melinda Chen: And how do you plan out that following up. Do you plan on sending a quick email or just a -- Jeremy Reeves: Yeah, and that is one question I actually did not even think of that until you were talking about linkedin before. That idea, if you heard me typing before, I was actually writing down the idea. So that was, I kind of just (inaudible 40:54.2) as you were talking was send that out and then a couple of days after I send it follow over them on linkedin and say, hey you know, I send you package a couple of days hope you got it you know, if you have any question let me know you know, whatever. I have not quite thought through the linkedin message yet, but yeah, probably on linkedin, a lot of the people I am probably already connected with you know, that kind of thing. Melinda Chen: Okay, and then do you -- I am assuming that you want to make this. So this is -- you really want to have as dramatic impact as possible right for this. I mean it would not hurt that you know, for me, I mean it is already a very unique idea, but if -- because I do not know the kind of service you will be providing, but if you really want to build that kind of expectation, I would assume that you are going to send this out to the founder. If you are sending this addressing directly to the founder, it does not hurt to really start on if who else will be involved in this decision making. Jeremy Reeves: Yeah, that is a good idea. So most of them, I would say probably 90 I mean easily 90% plus of the time, when I am talking to these clients on the phone it is the founder themselves because again you know, again, it is not my kind of sweet spot is like you know, the one the $10M range you know, but it is not like a big you know, like I just did a project for $300m company, but that was a very rare you know, project. So most of them are somewhere the range between like $500,000 or like $10M or so you know and then yeah, so it is you know, it probably will go to the founder, there might be some exceptions to that like for example, the client that I got a couple of years ago that I mentioned earlier that ended up like the secretary got it but then she passed it to him you know what I mean. Melinda Chen: Well, I mean, what I would do because and you still want to a lot of them I assumed that they kind of still know you and then you want to really bring forth that like I mean the trust would probably go into the case study and the letter you are writing and especially your online presence and your website, but at the same time, you want to really bring forth that like and know you kind of factor. So it would not be a bad idea to really figure out who might being bought in this decision making. I mean, it does not mean that they will make that final decision, but for example, if they have a couple marketing people, they really work with social medial, people they work with, send a quick email, right before you send this and say by the way, I am about to send really cool stuff to so and so. Just want to let you know it is going to be pretty cool look forward to hearing from you and you know, just get people talking to make sure that it is not going to be something that is going to be dismissed or what is even more -- I mean we can talk more after the call. If you really want to get even stronger impact is that you cannot even say that and listen, I am about to (inaudible 43:53.6) it is going to be a limited time offer because I only have not much time, but I am sending this not only to you (inaudible 43:59.4) also to the competitors. That really boost your authority because you are really doing this something big. He wants people to start talking loud. Jeremy is -- he is launching his marketing campaign rather than just get it, okay, I mean it is a great idea, do not get me wrong. It is really much better idea than sending email, but if you really I mean, since you have already spent so much time you know, creating this marketing thing does not hurt to start. Also, send quick message or linkedin to anybody who might be working with them or to them just say, hey, listen, I will be sending you know largely my marketing campaign. I look forward to see how you -- you make it casual and say, hey, (inaudible 44:41.8) to everybody listen, everybody is going to get and feel free to laugh at me or you know make it you know, make it so that we still (inaudible 44:51.1) you build that like and trust. I mean you have already come out with somebody who is a bit daredevil. You said you will always love to try something new. Make sure they know you and then all of the sudden that is really personal because everybody is like I do not know what Jeremy is coming up with, but he is coming with something and we will see what it is and then most likely we (inaudible 45:11.0) Facebook or linkedin response you know, have fun with it and then you can talk business. Jeremy Reeves: Nice, yeah I like that. I like the, I think that is very good advise because it is you know, it is kind of the same thing you know, a lot of times I used things like text messaging you know for like automated text messaging. So for example you know, one of the things we do with webinars are -- let us just say that the webinar starting at I do not know at 2:00. You can send people a text message or like 130 and then it is like, Hey, quick reminder, you know, the webinar starts in half hour and that boost response rate you know because you are kind of just getting their attention and it is a similar kind of concept with that. It is different but it is you know, it is kind of similar project. I like that. I actually -- Melinda Chen: Yeah, and then I mean mostly especially if you really have to (inaudible 46:02.4) with it, you probably get a couple (inaudible 46:05.3) of you trying to fit anyway. Did you see (inaudible 46:07.1). Hopefully, you get a couple of short messages back and say (inaudible 46:13.3) and people always love to have a little bit of humor, I hope, some (inaudible 46:18.1) and then yeah. Jeremy Reeves: Yeah, and especially my clients, I have a lot of fun with my Mark. I mean I you know I go out drinking with a lot of them and so I really have a lot of fun with my clients and I have actually turned down clients because I did not like their personalities. You know, -- Melinda Chen: No, I get it, I get it (inaudible 46:37.4) if you do not have the right vibe it is just never going to be a long lasting relationship. Jeremy Reeves: Definitely, definitely. I like that and I can definitely because you know, a lot of them (inaudible 46:45.3) I am going to know their business is and that kind of thing so I can make it send them a really personal message even before they get it and then they are like what the hell is he going to send me now you know. You know, I can even put it like if they have kids you know, something you know make sure you give it to your kids after you are done looking at (inaudible 46:59.9) or something like that. Melinda Chen: Yeah, exactly I mean then they really build that expectation and they might be asking their receptionist for that package of, making sure that the reception does not just burn it by (inaudible 47:12.7) or something. Jeremy Reeves: Yeah, yeah. I should put that on the package, like do not open in front of your children, something like that. That message may be interpreted in different ways and -- but yeah so thanks for that. I hope everybody enjoyed -- I did that not only because I am curious myself to see how would you take your concepts because the way you approach is totally different and I always like we are talking about before the call, I always like to take different concepts and different ways of doing business and they kind of meld in together you know and I think that is really hopefully everybody got a lot out of that me and you just kind of going back and forth and brainstorming on that. I know I got a lot out of it. Melinda Chen: I have a lot of fun so, I mean I am going to try this you know, treasure chest thing not on my kids but on my clients. Jeremy Reeves: Yeah, yeah. It is a really, really good kind of fun way to get in touch, get in front of people you know, it definitely gets their attention you know what I mean. Alright, so with that said, you know, is there anything else that I did not ask about you know, I feel like I let you down if I did not ask you a question you know, something that you want to make sure that people really understand you know before we hop off. Melinda Chen: I think one thing is that there is -- we are back to have this process is really for entrepreneurs and I think it is important to recognize that focus -- a lot of times theory and what we could do is one thing, but really to have your daily habit and then creating the sales routine is a lot more important than how you want to approach it. I mean it is one thing to have one interesting marketing idea, but as you know, you are going to follow up and you are going to continue following up. So I think that is a lot more important and challenging for entrepreneurs when we are managing so many things. Yeah, that is basically it and if people want to reach me, they can visit my website womenmakingbigsales.com. I do not just work with women, but I am a woman. Yeah, and they can also visit my Facebook page, Women Making Big Sales. Jeremy Reeves: Sounds good. Yeah, and I will make sure all those links are in the show notes. So yeah, if anybody is interested in reaching out to Melinda you know, to get in touch, work with her you know, kind of you know, start a relationship, then you know, just kind of click if you are listening in your phone or whatever, just look through the show notes and they will be in there. Yeah, that is it. Melinda, I really appreciate you coming on. It was a fantastic call. I know I learned a lot. I actually took a whole bunch of notes. If people heard me typing that is what I was doing. Yeah, I really appreciate it. I think it is a very -- it is a very important topic because it is something that anybody and you know, most people listening to this should be doing and if you are not, I mean, you are -- you know, I can tell you from personal experience you are missing out on a lot of money and also not even just you know, I know we have talked a lot about like the money aspect of this, but it is also stress to I mean -- yeah, I mean I do not know if you have this experience, but I know like in my business the more money somebody pays me, the less of the hassle they are you know what I mean, because it is you know, a lot of people and you know, it make sense because like if you are really struggling for money and you give somebody whatever it is, a couple thousand dollars, whatever it is and that is a lot of money to you then you are going to be really nervous and anxious about it and that is you know, I mean it is totally normal, but if you are you know, if you are a bigger client if you, you know, if you are doing you know, $50M in sales and then you ask that person for whatever it is, a $10,000 sale or $20,000 even that you know, the difference between what you are asking and their you know how much cash flow they have available so much bigger that they do not -- they trust you more you know and it is just you know, I have known in my business I mean the project show so much more (inaudible 51:32.3) you know what I mean. Melinda Chen: Yeah, they did not know what they want and there is always very clear vision of how things need to be done instead of oh, I do not know, I am thinking of changing this, oh I might change this you know, I am going to -- and then suddenly decided they are not going to work continue with this project and then you have that stress out, oh no now I have to look for another client. So you constantly chasing that to small clients and again, paying advertising money to Facebook, Twitter, and linkedin and again, they obviously still very happy about this so. Jeremy Reeves: Yeah, you are making (inaudible 52:01.8) Alright well hey, I really appreciate coming on. Everybody make sure that you go to womenmakingbigsales.com again that link will be in the show notes and yeah, thanks again, we will hopefully see you soon. Melinda Chen: Thank you Jeremy. Let me know how it goes, the treasure chest, bye. Jeremy Reeves: Yeah, I will, bye.

Melinda Chen, the founder of Women Making Big Sales, joins Host Deirdre Breakenridge on Women Worldwide. Melinda, who is a native of Taiwan, started her sales career selling language courses for Berlitz. During her 15-year career, she has made more than 5,000 cold sales and has been responsible for more than $10,000,000+ in sales.  Today she coaches female entrepreneurs on how to land these big sales with big clients. Melinda's mission is to inspire more women to take control of their businesses by going for larger clients and closing important deals. On the show, Melinda discusses how sales professionals need to differentiate themselves from their competition. You have to know the limitations of Google and really do your sales preparation; understanding the market and the numbers. Sales today is so much more than the elevator speech. Melinda offers advice on demonstrating fresh ideas, innovative thinking and the type of intense focus to see a situation differently.  When you identify the challenges of a business, having these deep insights is what makes you stand out. Melinda also shares her thoughts on the balance between giving and selling. You have to figure out in advance how much you will give away during the selling process. A little more about Melinda Chen … Melinda specializes in sales and international business. She has established a successful career helping her clients develop new business opportunities in both North American and European markets. She has practical in-depth knowledge of cross-cultural business negotiation, she understands the diverse nature of modern business and has developed a cultural acumen that allows her to adopt different business practices for different cultures. You can connect with Melinda on LinkedIn and Twitter @chen_melinda    

Melinda Chen loved the world of international sales, dealing with different cultures, wearing elegant business suits into corporate offices. Then she got an opportunity to leave the corporate world and venture out on her own. She had a crucial decision to make. Her decision to become an entrepreneur equipped her with experiences to share with other women. A sales coach today, her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients. Her vision is to really inspire female entrepreneurs to dream big, and make their business as big as possible.

Melinda Chen is a sales coach, helping female entrepreneurs sell to big clients. She is also a sales executive with an impressive sales track record of 8 figures. Her company, Women Making Big Sales, allows female entrepreneurs to start connecting and sell to big clients in 5 weeks. When she first started her sales career after university, she wanted to know everything about selling. So, she spent years reading over 20 books in sales, made over 5,000 cold calls and worked with agents, reps and corporate clients around the world. Since then, she has mastered the art of selling to big companies and made sales in the Americas, Europe and Asia, covering a wide range of industries. She is inspired to help women take control of their lives by going for big clients, closing important deals and dramatically expanding their business. Playing Small Moment Melinda went through many struggles when she first started selling. She was fresh out of college and working with people that had been in the industry for years. Melinda was nervous while attending a networking event and she even made up cards for talking points. Melinda was getting treated like she was the new kid on the block, so to avoid attending these events she began cold calling. Melinda learned she didn’t have to take things so personally and that the reason they treated her that way was because she was the new kid. The Wake Up Call Melinda was the queen of the cold calls, but she wasn’t reaching her sales goals. On a rainy night, while still at the office, she ran into one of the senior executives. He asked her how things were going, and she explained her process. The executive told her it was taking the same amount of time for his sales. He told her not to waste her time going after the small clients and to go for the larger ones instead. Style of Leadership Working with a lot of female entrepreneurs, Melinda learned demonstrating things is far more teachable than telling. What Are You Excited About? Heart of Sales is a 5-week program where Melinda shows people how to sell step-by-step. Leadership Practice Melinda listens and empathizes with her clients. Book to Develop Leadership How to Win Friends & Influence People by Dale Carnegie Advice For Younger Self Be authentic, don’t care too much about what others think. Inspirational Quote “Life begins at the end of your comfort zone.” ~Neale Donald Walsch Interview Links Women Making Big Sales Website Women Making Big Sales on Facebook   https://womentakingthelead.com/melinda-chen/

The Countdown Has Started Only A Few Hours Left Until #MDMC2016 [ez_countdown day=”21″ month=”04″ year=”2016″ hour=”0″ min=”0″ sec=”0″ style=”dark” timezone=”-5″] #MDMC Live Podcast In the last episode we talked with sales superstar Melinda Chen who developed a sales system to help women connect with big clients.  Melinda observed that several women she knew were making … Continue reading "Midwest Digital Marketing Conference with Perry Drake Ep 71" The post Midwest Digital Marketing Conference with Perry Drake Ep 71 appeared first on Vernon Ross.

In the episode EP69 we meet Jeffrey Shaw a master photographer, business coach and public speaker. Jeffrey build his first million dollar a year business serving the most affluent families in America. Check out Jeffery’s interview here: EP69 My latestes guest Melinda Chen developed a sales system to help women connect with big clients.  Melinda … Continue reading "Women Making Big Sales With Melina Chen EP70" The post Women Making Big Sales With Melina Chen EP70 appeared first on Vernon Ross.

In this episode I'm joined by Melinda Chen, founder of Women Making Big Sales. She's created a location-independent lifestyle where she travels and works from coffee shops – interacting with huge companies and earning seven figures – while supporting two children. She's here to share valuable insight for the one thing holds most self-employed people […]