29: Frank Furness – Sales Tips and Tricks to Demo Expertise and Build Relationships

April 19, 2020
Scale Your Sales Podcast Frank Furness

My next guest is an internationally sought after sales and technology speaker and social media presenter. His talk on the new world of sales has been presented locally. He specialises in LinkedIn Advance Google search and video marketing. Frank Furness works in tandem to produce great results for organisations helping them to prospect and sell more.

I asked Frank for his advice on selling through these challenging times of COVID19.  Well, about two weeks ago, I was contacted back on to New York. say to me Listen, all my salespeople are going to start working from home. Can you put together a course, so I put together a course: sellingfromyourhome.com and it is based around the acronym HOME. You have got to form the right kind of Habits, get up early and post every day. You have got enough time to Optimise all your social media, your LinkedIn, especially to attract people. The M using the Mobility you have got to use things like zoom and boom.TV and a lot of other great resources out there. And E is Establishing your credibility.

Frank advises to regularly stay in touch with past clients, he got asked to do a virtual conference on working from home. So, he recommends staying in touch with all your clients and make use of technology.

Frank gave an example of demonstrating your expertise to attract clients. He formed a LinkedIn group of  20. They post every day and get between 2 and 5000 views, people now coming back and saying you seem to be an expert in this area let’s talk. Only after demonstrating your expertise that leads to conversations you should start the sales process. Frank said, “if I get something from someone just saying use me for search engine optimization, I’m like, I don’t know you, I’ve never heard of you. why should I use you?” Instead, develop a relationship, prove your expertise, and maybe they will do business with you.

The first thing is prospecting, and Frank uses an advanced Google and Boolean search strategy. He said you have got to know who your ideal target market is. Frank works in the insurance fields, so he looks for financial advisors, owner sales directors of insurance companies, and he works in health and fitness, so, looks for owners of health and fitness clubs.

Frank recommends using the great searches that you can use with Boolean and a great little tool called recruitin.net, which gives you LinkedIn Advanced Search without paying for it.  Then start connecting with those people but be personalised. If they look at my profile, Frank takes them to a video squeeze. Form a relationship with them on a personalised level. Secondly, put out great content. Thirdly, set up a zoom call, which is when the relationship starts moving.

Frank recommends his pre-sale strategy. Look at the company website, get a feel for the company and the person that you’re going to meet. Take a look at their LinkedIn profile to get a feel for them, read their posts, do a search on that person and the company see what comes up. Look at the news, what has been said about that company and Facebook is a good source of personal information. Frank discovered a prospective client he was going to meet loved Go Karting. For the first 30 minutes, they discussed his special Love of karting, and he became a client. Frank said, you have got to do your homework you have got all these great tools out there now, why not use them?

Set up Google Alerts with your search key terms, it will send you relevant articles and see what comes it could lead to a potential lead, says Frank. Now’s the time to contact your clients and your prospects because what is the biggest objection, I’m too busy. They cannot be busy now; you have got their undivided attention. You have got great tools like Zoom where you can have a great conversation with them.

Now is the best time ever, to be selling. Frank is running a series of free webinars, on working from home, how to use video marketing to sell and on LinkedIn strategies.


21st April webinar on Video Marketing register https://www.productivitycentre.com/vidweb

https://www.youtube.com/watch?v=j6yOaqz8LOk Zig Ziglar Interview Sales Technology Speaker Frank Furness

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