[00:00:00] You just lost a deal. You thought you were going to get, and now you're thinking, oh, where's the next client. Where's the next client. You feel this pit in your stomach. You're thinking about the bills you have to pay, and you have so much to give the world. And in that moment, Nothing seems to be going well. And yet. You pause, you take a deep breath. And you get past the intensity of the moment.
[00:00:23] You'll find there's opportunity all around you. And in today's episode, I'm going to walk you through four groups of people. You can reach out to starting this very minute. People in fact, you already know.
PRE-RECORDED INTRO
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[00:00:37] Welcome to the sales by you podcast., Where I talk about all things sales, tips, tools, strategy, and mindset, all the things that help you build a lead to client sales process that works for you. I'm your host Celina Guerrero sales and LinkedIn coach. Founder of the CONNECT membership, Celina's Sales School and LinkedIn 5x. Where I help consultants and service providers attract high quality leads that become their best clients. If you're responsible for signing clients in your business and are ready to feel more confident and knowledgeable, so you can reach your biggest revenue goals,
[00:01:17] then this is the show for you.
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[00:01:20] Welcome.
BODY
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[00:01:20] So let's get started. I want to walk you through four different groups of people and what you might say to those people. And while doing this work can sometimes feel intimidating or confusing. You want to do the work, right. But you've got a lot on your plate. I want you to simplify your thinking about doing this outreach, which.
[00:01:46] In the simplest way it can be done on a monthly basis or quarterly basis. But to simplify it for you. I want you to imagine that you're hosting a party. What do you do when you host a party? You make a list. You send the invites and then you follow up based on people's responses. All right. So let's get started.
[00:02:07] It's all gonna make sense. As I walk you through what you need to do to reach out to these four different groups of people to generate opportunity in your business. So number one, group number one. Your past clients. Here's the question you should ask yourself. What past clients might want to bring us pack? What past client might be interested in this new program I have, or this new service? And here's what you can say. Hi, so-and-so. It's been a year since we've worked together.
[00:02:48] How are you? I wanted to let you know, we have a new program that might be of interest to you. Here's how it helps. All right. So this is the simplest lowest hanging fruit in your business. And if you don't actually have a new program or new service, Make one up. And I don't mean that flippantly, but I mean, what is the next step that you can, what is the next opportunity that you can provide them to work together?
[00:03:18] That's going to help them take the next step in their business.
[00:03:23] All right, group number two. Past inquiries or sales conversations. Hopefully you are tracking all of the sales conversations, inquiries you've had somewhere. And you want to ask yourself this question? Were there inquiries that didn't convert. People who I had conversations with, or maybe people who downloaded some key resources or attended my live webinar or my workshop series.
[00:03:57] And you're going to make a list of those people. And then you're going to write or say this message. Hi, so-and-so you had inquired about such and such service last year. We're booking our summer dates. Dates are always good. Creates urgency. I'm following up to see if you want to discuss how we might help you right now, what's going on in your business. All right.
[00:04:24] So that's a group. Number two people. A lot of times people hire service providers based on timing. And so maybe the timing wasn't right.
PROMO
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[00:04:34] This episode is sponsored by the CONNECT membership. The mission of CONNECT is to give growth ready consultants, executive coaches and service providers who use LinkedIn, a place to get the skills strategies mindset and community support they need to increase their revenue. If you're responsible for signing new clients in your business CONNECT is for you. For more information, go to joinconnect.co.
2nd Half
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[00:05:08] All right. Group three. Introductions and partners. Here is the question you ask yourself. Who are past clients or partners that I could start a conversation with about potential introductions to either leads or partnerships.
[00:05:30] Here's an example of what you could say. Hi, so-and-so. Hope you're well, it was so great to work together. As we head into this brain, we're looking to uncover more opportunities. To support people. If you were familiar with any other, you can name the title. For example, that might benefit from the type of work we did together. Or be interested in a partnership depending on who you're talking to.
[00:05:57] We would appreciate an introduction. We're looking for, and then you've got to be really specific about the kind of client that you're looking for. Please, let me know how you are and thanks for any ideas you have. All right. Group number four. People who have raised their hand. To show that they're interested in your work. What I mean, what do I mean by that? These are people who could follow you. On social, maybe they're really engaged. Maybe they're not. They just met your, meet your criteria. People who are in maybe your business group, people who show a lot of activity on your email list, people who attended your webinars, downloaded your freebie resources. Here's an example of what you could do once you make that list.
[00:06:47] Right? Creating the criteria. Of course, you're not going to be able to message everyone, but if you pick, let's say five people, 10 people. That you can target your efforts on. Comment on their content on LinkedIn, for example. Send them a DM with an offer or ask them a question.
[00:07:11] Email them asking about their interest in solving a problem. Because they took action on your content, right? Hey, because you watch this webinar. Was, you know, what. You might find it interest is X, Y, Z. All right.
[00:07:28] So in all four of these examples, Asking yourself. This question gets you to focus on who are your top priority people. Maybe choose five people in each of those four categories. You've got 16. People to reach out to, to focus your efforts on. And then some of them are going to respond and some of them aren't and that's okay.
[00:07:50] But if you don't take the action, you are just sitting there waiting for things to happen. And we want to integrate some of that. One-to-one. Outreach activity with our network because you've already done the work of building the network. You're not actually leveraging it. If you don't take action on that.
[00:08:10] Right. So marketing is like creating the rain, but buckets is like the sales where you're, you're capturing that opportunity. All right. All right in summary. Sales is energy, right? Sales is energy. So bring the energy, take action and see what kind of re action you get. Number one, make a list of past clients. Number two, make a list of past inquiries or sales conversations you had that might be interested in your work.
[00:08:43] Now, timing is important in buying and hiring. Make a list of people who might want to give you an introduction or create a partnership. And four, make a list of people who, um, Have taken action on your content. These are hand raisers. And Sharon offer, give them something of value, ask them something directly, ask them how they. They are. Uh, and I'm betting, you're going to get with those responses and develop new opportunities for your business.
[00:09:10] So show up for your community. They will show up for you. As always, if you have an aha moment from this podcast or take action on this advice. Send me a DM on LinkedIn, please. I'd like, I would love to connect and hear what happened, what didn't happen, how you felt, what you learned.
[00:09:31] Um, and I'm the only one who sees my LinkedIn messages. So please, I'd love to hear from you. All right. That's it for today? Have a great day, everyone and good luck with your outreach. Thank you for listening to this episode of the Sales by You podcast. If you heard something in this episode that made you think, I know someone who would find that really useful. Send them the link to this podcast. If you want to learn another aspect of improving your sales, follow the podcast so you can catch the next episode. And lastly, thank you for giving this podcast a review. See you next time.
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