Automated Lead Generation that will Blow Your Mind!
by Ruaan van der Walt
Who should read this article?
- All Business Owners
- Direct Salespeople
- Sales & Marketing Managers
- Lead Generators
- Online Marketers
Why should you read this article?
If you earn your living from sales and commission, you should know something about the soul-crunching, gut wrenching and never-ending hassle of prospecting and lead generation.
You will agree with me that not only is it tedious but it can become demoralising and time consuming too!
Wouldn’t it be great if you and your sales team could spend the majority of your time pitching to decision makers? Doesn’t it sound like pure bliss to avoid spending the inane number of hours trying to find the right people and then employing guerrilla tactics to get your foot in the door to keep it open? Side-stepping this process sounds like a pipe dream, right? Well it’s NOT! At least not anymore! Not with today’s technology!
Would it be enough reason to read on, if I can show you how to completely automate the prospecting process - from locating the right people and building credibility right down to delivering a pre-warmed up leads on a silver platter ready for a closing?
By the end of this article you will know exactly how to completely automate your prospecting and lead generation process to the point where you simply have to pick up the leads and close the deals.
Prospecting – The Hardest and most Frustrating Obstacle for any Salesman
Getting in front of the right people in order to pitch must be one of the hardest and most demoralising obstacles in the life of a salesman. Pitching and closing becomes a breeze if you spend your time in front of the right people. I’d say getting in front of the right, qualified prospects is more than half the battle won!
Unfortunately the conventional approach to getting your foot in the door and the time of day with a decision maker, is not an easy task. The time it takes to research your prospect, cold calling (the mother of everything that is cruel and monotonous) and hanging around at networking parties could be much better spent. In the end the only thing the conventional approach leads to is insufficient sales, not making your targets, a grumpy sales team and an ulcer!
Now imagine an ideal world where your best closer spends all of his time in front of the right, qualified people. The decision maker opening the door with a smile and giving you the quality time you need to pitch your product and make your sale. No time wasted on dead-end prospecting. Doesn’t this sound much more efficient and productive in every way? What more could you possibly want when it comes to sales?
In this ideal world, your best closer does not have to spend a second on mind-numbing prospecting!
Can you even contemplate the impact it will have on the bottom-line sales figures? Now allow the possibility of empowering your entire sales team to wield the same majestic wand? Morale increase – check! Time saving – check! Quality leads – check! Increased profit – double check!
We have developed a Majestic Formula and I’m about to blow the whistle!!!
The Majestic Formula
This entire process comes down to a few ingredients we combine and use in conjunction with our tried and tested philosophy, producing actionable results. Once this process has been set in motion it becomes completely automated and even builds momentum to create a snowball effect!
The Ingredients
- Majestic Robot
- Credibility
- Automated Lead Scoring System (JESS)
- Automated Email Journey Follow Ups
Closing more Deals: Identifying the Problem!
To close a deal you need to pitch. To pitch you need a meeting with a qualified prospect and enough time to make an impression!
Unfortunately, in reality, the right people are always busy and are constantly being bombarded with people wanting to sell them stuff! So the go-to response these days is to shut down at the mere thought of a sales rep, making it increasingly difficult to get the facetime necessary to do a quality pitch and close deals.
The smoothest way to get your foot in the door and enough time with the right prospect would be if said prospect already knows who you are, even before you call them. It would help if the prospect already respected you as a relevant industry expert not intended on wasting their precious time.
When you are a stranger with little to no credibility from their point of view, chances are that your path will be blocked by those demon gatekeepers of the corporate world - the secretaries! Or simply disinterest in what appears to be just another annoying sales rep.
So this is exactly what we fix and automate! We can strategically remove the obstacles blocking your way and open the doors with a Majestic smile!
The Majestic Result
After using our strategy, the dreaded gatekeeper will be left powerless as you sail past her beady bespectacled little eyes to the office of the decision maker.
As long as you follow the formula the doors will open! All you have to do is walk through them and pitch your product or service!
Send your best closer because at the end of the day, our process can open the doors, but an open door is no guarantee of/or substitute for a good pitch and closing. The good news is that selling becomes an absolute joy when you are welcomed rather than having to stalk your prey and breaking in like a thief in the night!
So if you are still interested at this point you have to read on while I explain exactly how we can open these doors for you and revolutionise your sales for ever.
Are you excited yet? I hope so because here comes the meat!
The Ingredients Explained
1. LinkedIn: 467 million members
Where do we look for the right people? That’s the easy part. LinkedIn of course. Everybody you would ever want to sell to is on LinkedIn with a profile you can use to qualify them right there and then.
Obviously, as mentioned before, our aim is to eliminate manual prospecting by automating the entire process and re-introducing the joy of selling! This brings me to my next point. Our Majestic Robot that you will come to LOVE!
2. Majestic Robot: Who does all the work then?
This is the beautiful part that will make you fall in love with technology all over again. We have developed a cute automated robot that will prospect on your behalf, with a smile, every day!
He will gladly build your credibility for you while you get on with life. The bot will connect and communicate with your brand new prospects in a highly personalised way in order to spark that first connection and then grow the relationship into a qualified and warmed up lead.
So let me explain how we automate the relationship building process and position you as an industry expert in the mind of the new prospect.
3. Credibility
Why on earth would a busy person with whom you have had no prior connection give you enough of their time and attention so that you can even attempt selling to them?
The short answer is that, in the vast majority of cases, they just won’t!
They don’t know you from a bar of soap! They don’t know that you are a credible industry expert and that they need you, right?
In a world where every second stranger has something to sell, regardless of what we may need or whether we would at all be interested in hearing what they have to say, it is understandable that most people will not give salesmen and – women the time of day.
I have personally come to the point where if I even get a whiff that you are trying to sell something to me, I close off completely and will avoid you at all costs.
Imagine phoning a busy prospect that doesn’t know you. The conversation would probably look something like this.
Gatekeeper: Hello, how can I help?
You: Please can I speak to Joe Soap?
Gatekeeper: Who can I say is calling and in connection with what is this?
You: It’s Ruaan here, from Majestic3. I’d like to speak to him about how to streamline your sales prospecting and save time and money and increase sales.
Gatekeeper: Sorry Joe says he’s busy and he’s never heard of you and our sales are fine.
You: No, but you don’t understand, with our revolutionary majestic formula we can really transform your business and double your sales.
Gatekeeper: Ok sir, thank you. Please give me your number and I will get Joe to contact you when he’s got time or think our sales are not up to scratch.
This of course is nothing more than an excuse to get rid of you because you sound like an annoying salesman. In fact, you don’t just sound like one, you ARE one.
You will have to make hundreds of phone calls to get just one person prepared to listen to your phone pitch, never mind granting you an appointment. Following our process, the entire scenario gets totally flipped upside down. The person you want to speak to already knows your name, who you are, what you stand for, what you do, your credentials, that you are a respected industry expert. So now let’s imagine the scenario again, but this time the prospect has been warmed up by our little Majestic robot.
Gatekeeper: Hello, how can I help?
You: Please can I speak to Joe Soap?
Gatekeeper: Who can I say is calling and in connection with what?
You: It’s Ruaan here, from Majestic3. I’ve been communicating with Joe via email He’ll know who I am.
Gatekeeper: Ok sure, just hang on for Joe.
Voila!! Did you see what just happened? Isn’t this just pure magic?
John knows who you are because our Majestic robot has been communicating with him automatically building up your credibility and turning you into someone he wants to talk to.
He knows you’re an industry expert not intending to waste his time! YOU know that he’s worth calling because he has been rated as a qualified lead by JESS (our Journey Engagement Scoring System). JESS works with the Majestic Robot to score prospects according to their interaction with your content. The more positive interaction with your content via our robot, the higher their score. The higher their score the more interested they are.
Rather leave the prospecting to our Majestic Robot and only call those leads that get the highest scores!
That brings me to my next point, explaining our automated scoring system and how our robot goes about automatically building your credibility and cherry-picking the best prospects.
4. JESS - Automated Lead Scoring System: Automated scoring and laser focussed targeting
Following our methodology, we start by creating a professional article that is specifically designed to build credibility and to position you as an industry expert. It should be interesting to read, filled with free value-added information and should not sell anything.
Then we establish your target audience and feed that into the bot. Let’s say I’m looking for “Business Owners” and “Direct Salesman” in “Melbourne Australia”. The bot will then log into LinkedIn on your behalf and track down these people, send them connection requests with a short personalised, pre-designed introduction message including a link to your professionally written article.
More than 40% of requests will be accepted. Once a new connection accepts your request the bot will automatically thank them and move the conversation over to email. For the email communication journey, we setup a series of drip-feed communications that our content writers design specifically to entice engagement. We then track and score certain interactions like reading your article and checking out other relevant links embedded into the emails.
JESS (Journey Engagement Scoring System) logs these interactions and allows you to see all the scores of all the new LinkedIn prospects. This makes it easy to distinguish between the ones that engage with your communications and are ready to be called.
Below is sneak peak of what JESS looks like. You can click on the image to enlarge if necessary.
Our process will open the door, but you still need to walk through the door, present your pitch and CLOSE the deal.
And there you have it!
- We open the doors for you;
- Position you as a credible industry expert;
- Get you past the dreaded gatekeeper; and
- Automate the entire process to work for you even when you’re not around.
Once configured the ball will just keep rolling and have a snowball effect over time.
All you need to do is dress in your Sunday best, show up for the meeting, work your sales magic and close the deal!
Let's setup a quick Skype or Zoom chat and discuss how this could work in your business?