Financial Services
Discover what's working from sellers sharing your challenge.
Volunteer as a "guinea pig" and get help. Get in touch.
Tim Dyer
Tim is targeting a specific type of employee within large corporations -- to help manage their money and investments. His provocation is outstanding, given his investment in the Spark Selling technique -- provoking curiosity in potential customers. Tim joins toward end of this session asking Jeff & Jed to critique his already strong draft.
Starting at 01:05:45
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Laurie Ford
Laurie Ford represents ARF Financial. ARF is in the business of lending money and extending lines of credit to restaurant and retail owners... people who need money but often cannot get loans from banks. And they don't want to go the route of cash advances or bringing in investors.
Laurie helps restaurateurs, franchisees, hotel owners etc. who need cash for any number of reasons. Expansions, renovations. Laurie is able to give them a great option: Bridge loans, lines of credit... access to cash.
And like you, she is calling on people who have gatekeepers... who don't answer the phone and don't much answer email either. So in the end, Laurie's challenge is like yours: Getting response from potential clients using email messages... and getting more meetings set with customers. Laurie and ARF are pivoting lately... not just calling on mom-and-pop business owners. Now they're going after the big fish. Larger clients. And that means a change in how ARF is prospecting... how they're communicating with potential customers.
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Mark Sinderson
Join Jeff, Jed and Mark Sinderson of Financial Clarity Partners in this 90-minute Clinic-style workshop. It's proving difficult for Mark to get conversations started with a very specific target demographic... using email and LinkedIn. But Jed and Jeff are on the case. Mark walked-away with solid ideas for immediate testing. Mark is a certified financial planner who delivers value by---in his words--helping busy professionals align their money with their life through fiduciary financial planning. In Mark's business, he is obligated to act in the client's best interest at all times. Using technology, he provides 24/7 access to clients' plans, saving them time and money. He gets paid when services are delivered using a transparent, fee for service model… being paid based on advice provided, not how much product a customer buys.
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Alex Price and Trevor Franklin
Join Jeff and Jed as they help Alex Price develop conversation-starting messages aimed at buyers of cyber security technologies and services. It's one of the toughest sectors to prospect within but Jeff, Jed and Alex are up to the task. Jazz Networks serves the inside threat detection niche which is a crowded space. Alex seeks to separate himself and Jazz's cutting-edge, early-stage offering. Starting conversations with customers is a must. Later in this session you'll meet Trevor Franklin and brainstorm cold call scripting ideas in the financial services sector.
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Laura Goldberg (Real Estate Practice)
Join us as we help Laura Goldberg start more discussions with CEOs, CFOs, Controllers & Risk Management chiefs who are becoming expert at avoiding conversations with sales reps. We take-on cold and follow-up messaging challenges -- seeking better, effective ways to provoke curiosity of targets. Laura's experience shows. She's been selling long enough to have good instincts. Together, we form better outreach tactics Laura can rely on -- including how to approach 40-some high level targets prior to an upcoming trade conference. You'll leave with a handful of ideas to borrow and form your own provocations!
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Laura Goldberg (3/21/19)
Jed and Jeff combine forces to help Laura Goldberg on a situational basis: Helping her revive actual live leads. In this case "gone dark" prospects who indicate interest -- but are non-responsive. You'll also get the latest guidance on how to best follow-up first time meetings. Particularly, those not resulting in highly motivated clients. Together we also develop rock solid ways to politely challenge clients who brush Laura off. (effective objection responses) Laura is impressed with how powerful Spark Selling is and reports making serious progress since the first workshop, 30 days prior to this session. If you're looking for advanced conversation-starting, re-starting and meeting booking tactics with C-level decision makers this session cannot be missed. Tune in now!
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Robert Sullivan III
Robert Sullivan is in the LTL (Less than Loaded fully) trucking industry. His clients are easily recognizable, and you might even recognize many of them from driving down the road, such as Averitt Express, Southeastern Freight Lines, and Dayton Freight Lines. Robert's clients and potential clients range in annual sales from 5 million to over a billion a year in sales, and his contact is usually the owner or CEO of the company. He knows that his clients are struggling, operating around breakeven--or even losing money--and he knows he can help them with his profit improvement system. He's very confident that he can help them increase their profits, and he even comes with the backup of some excellent testimonials and his two books written specifically for the LTL Carrier: The Formula, Building Competitive Advantage and The LTL Carriers Profitability Blueprint, both of which have accompanying workbooks. So, what's the problem, you ask? Robert says he's an introvert and has trouble not only getting these people on the phone (they're busy!), but also saying out loud the benefits he knows he can offer them. He gets tongue-tied and wants to work through the right things to say to get them on the phone so they're already curious even before he calls.
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Sharon Quarrington
Joining us today is Sharon Quarrington. Sharon has been hanging out with us at Communications Edge since 2017. She started Horse Sense for Leaders in 2003, a business using horses to teach leadership characteristics and better communication to organizations. Horse Sense for Leaders is an experiential learning program for mid and senior level executives, sales professionals, aspiring leaders and their teams. This is serious leadership development – and yet it is fun – but most people assume we are doing “team bonding” or riding horses or something fun, so it’s hard to get it across to them quickly what it is without taking too much of their time. She is looking for some help working on an approach to cold email outreach. Watch her work with Jeff and Jed to make this happen.
