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Selling For Nerds

How to sell websites in a non-pushy way

Naperville WordPress September 17, 2019

Pat Helmers pathelmers@salesbabble.com

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What You Will Learn

The value websites bring
How to share that value with prospective clients
How to meet prospects
How to convert those prospects into opportunities then clients

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Who I Am:

I help businesses discover the true value they bring to market,

find customers who deeply appreciate that value,

and scale that process to extraordinary profits.

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Corporate Nerd to Startup Sales Guy

Bell Labs - Engineer, Trainer, Manager, Nerd

Internet Bubble

Education SaaS Startup

Non-Seller Seller

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The solution

VoyagerNetz

S. African ARM - 20+ Yrs
Wagtail/Python
Earn first 10 clients
Build Business Development Process
Learned a lot!

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Assumptions

Before

Starting

You bring value to the market

You understand your product

You understand the benefits your customers experience

You have a Value Proposition

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Riches is in the Niches

If you sell to everyone, you sell to no one.
Customers want you to understand their industry
Pick a niche, learn it
Websites are commodities, DIFFERENTIATE

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Value Value Value

Step 1

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It’s not about Pretty
It’s not about Wordpress
It’s about Return on Investment
I pay you $1 and I make $2
If it doesn’t add to the bottom line it doesn’t matter how pretty it looks

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Must provide SEO so people can find your beautiful website

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Wrong Focus

Me

not

You

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Right Focus

You

not

Me

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One day you get a surprising call…...

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Value Proposition: We helpW

We help (IDEAL CLIENT OF SOME TYPE)

with (PROBLEM DESIRE)

by providing (YOUR SOLUTION)

so that they experience (BENEFIT 1, BENEFIT 2, BENEFIT 3, etc.....)

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Example:

We help CEOs in the IT Sector

with a critical need to grow revenue

generating service contracts

By building websites that generate qualified leads that convert into

loyal clients

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Great Sellers have HEAT

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On Scale 1-5 Helpful

Empathetic

Astute

Tenacious

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Assumptions

Before

Starting

You bring value to the market

You understand your product

You understand the benefits your customers experience

You have a Value Proposition

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How To

Target

Companies

Look for companies who are a good fit

Google companies in a location
Chamber of Commerce list
Trade Show Exhibitors
Organizations on government lists
A-Z database at libraries
Hoovers at libraries
InfoUSA at libraries
Sales Genie
Standard and Poors

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How to find the company on LinkedIn

Step 1

Step 2

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Find companies on LinkedIn
Search box name of company
Add city if the company doesn’t show up
https://www.linkedin.com/company.

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Look for Staff

Step 3

Step 4

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see all 19 employees on LinkedIn.....

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Decision Makers

see all 19 employees on LinkedIn.....

Wendy Writer

Ronny Reader

Abby Author

Berry Books

President and Founder

“The boss”

Chief Financial Officer

CFO

VP of Sales

Sales Manager

Chief Marketing Officer

CMO

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Make Friends

Step 3

Click Connect and add NOTE

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The technology:

GPS + RFID

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Hi John…..

I see that you're at XYZ corp and in the ABC industry too. I'd like to connect with other people in the industry especially those who are local.

Thanks Pat

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How it works

Connect on LinkedIN

Send IN message

Send Email

Wait a bit it could take awhile before they connect

This is the best situation

After a few days and you hear nothing reach out with email

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In Messaging

Hi John

Thanks for connecting, I appreciate it. I’m looking for some advice on the project we're starting. I have a plan I'd like to run by you. Would really appreciate your thoughts.

Would you be up open to meeting for coffee this week?

Thanks,

Pat

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How to find their email

Look for website on LinkedIn [Visit Website]
Enter domain name in http://hunter.io
Most common pattern given e.g…. {f}{last}@WEBSITE.com
Hunter.io may share prospects email !
Make a guess if wrong will know quick
No luck in Google type Name and @Website.com

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The technology:

GPS + RFID

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Subject: Advice needed

Hi John

I just sent you a LinkedIn request on Tuesday. I’m looking for some advice on the project we're starting. I have a plan I'd like to run by you. Would really appreciate your thoughts.

Would you be up open to meeting for coffee this week?

Thanks,

Pat

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Why advice?

Really doing market research

Easy way to qualify

Build it and they will come DUMB business model

Creates curiosity what you do have

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Call up

Look for the main telephone on the website
Hope for dial by name directory
If they answer, act like you know them “Hey I’m following up on the message I sent you on LInkedIn.
If a gatekeeper, act like you’re a client and say ……..

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Hello I’m looking for John, is he in?

Oh no, that’s OK can I leave a message, it’s about the email I sent on Tuesday

IF YOU CALL 3x NO LUCK...

What advice do you have for me to connect with John?

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3 x 8 Rule

Reach out every 3 days
Mix up how you reach out
Repeat 8 times (some think 12)
Always add value
“As I mentioned as part of this study I’m working on it’s focusing on the struggle of businesses keeping their staffing cost in line in regards to the new Govt regulation HT3,2 “

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Rinse and Repeat

Email

Call

The key mindset to have is

TENACITY

Most people follow up twice

Follow up 8-12 times!

Keep adding value

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Don’t be pushy…...

Don’t connect without a note

Don’t pitch without dialogue

Don’t communicate in paragraphs

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The key to playing the long game:

Follow Up

Patience, Tenacity and Grit

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Value Proposition - How You Help

Show where you are in the process and what’s left to tackle

Who is your Ideal Client?
What is the name of your primary product or service?
What value do you bring?

Revenue, Profit, Cost, Quality, Time, Frustration
Happiness, Peace, Wellness

What is the primary pain or desire your ideal client’s experience?

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Value Proposition - How You Help

We help #1 companies and people

Who have #4

By providing #2

The value they experience is #3

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Is that you?

That’s your pitch

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Closing The Deal

What problems are you facing? Make a list.
Do you see how my website solves this list?
If yes, great let’s get started,
If no why?
I have no money… you’re wasting time with them
I have a cheaper way, they don’t see the value
Happy with what I have, status quo

Let’s get started!

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Antonio Damasio - Descartes Error

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That

Dress

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Keys to Success

Slow down selling
Give people time to get to know you
Be clear who you help and why
Ask and listen
Actually help and make friends
B2B takes a long time
B2B can be very rewarding

20XX	20XX	20XX	20XX

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Questions?

Comments?

Reach out

pathelmers@salesbabble.com

630-768-3134

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Milestones

Show where you are in the process and what’s left to tackle

January 20XX

March 20XX

June 20XX

July 20XX

October 20XX

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Jan	Feb	Mar	Apr	May	Jun	Jul	Aug	Sept	Oct	Nov	Dec