This article is part of The 45-Minute MBA series, where you’ll learn everything you need to know about business to become an effective leader of your organization (in less than 45 minutes of reading).
Selling is one of the most important skills a business leader must have. Selling can also be extremely difficult. Let’s face it: rejection sucks. To become an effective salesperson, you have to overcome the fear of rejection.
You also have to know how to conduct a sales call. First you prepare. Then you meet with the prospect and build rapport, present your product or service, handle objections, and finally ask for the business. It’s not easy. It takes a lot of time and effort to make an effective sales call. It also takes a special skill-set.
“But I’m not a salesperson, why should I care about selling?”
Maybe you don’t have a product or a service to sell per se…but have you ever interviewed for a job? That was a sales call.
This post isn’t about overcoming rejection or making an effective sales call (although those would be great topics). To be honest, I’m not great at either of those things.
When it comes down to it, sales success is directly linked to the number of interactions you have with decision makers. More interactions = More success. Period.
Today’s post is about how to massively increase your interactions and jump straight to order taking. Because that’s what matters, right?
What separates an average salesperson from a remarkable salesperson is marketing. By marketing, I don’t mean handing out flyers and business cards. I mean establishing yourself as an industry expert and creating powerful systems that generate a lifetime of leads and opportunity.
The good news is: anyone can create these systems. It just takes time, perseverance, and a bit of hustle. These systems will give you the necessary leverage to interact with massive amounts of people. By massive, I’m talking about 100s to 1000s of people daily.
Here are 5 ways to make loads of sales (and create massive opportunity):
#1 Teach a Class. Teach a class to your co-workers. Teach a class to your customers. Teach a class at your local trade association and/or local university. Teach, teach, teach! This is a great way to become an expert, connect with others, and provide value all at the same time.
Want to teach a class to 1000 people?
Conduct a Webinar! GoToWebinar enables you to hold a live webinar for up to 1000 people at the same time. Identify a topic, create a lesson plan, and invite everyone on your mailing list to attend. This, my friends, is leverage.
For more information on conducting a webinar, check out:
I’ve mentioned Pat before on my blog, primarily because he’s such a valuable resource. Above is a link to an article on his blog that offers some great tips on conducting webinars.
#2 Deliver a Speech. Organizations are always looking for guest speakers. Volunteer to be the guest speaker at your next Rotary meeting or trade show. Most people attend local networking meetings and troll for leads. If you follow this strategy, you will be lucky to collect 5-10 business cards that offer little to no value to you or the people you interact with.
But, if you are the guest speaker, deliver value, and become the main attraction, business will follow.
When I was a senior in college I was fortunate enough to be the guest speaker at the annual Boys & Girls Club awards banquet in my hometown. I spoke for about 30 minutes to about 500 people. I was even mentioned in a local newspaper article the next day. The speech took 3 hours to write and 30 minutes to deliver. My total reach was in the thousands. Not bad for a 3.5 hour investment of my time.
Here are some great resources to help you become a better public speaker. I have read and recommend both these books:
Stand and Deliver: How to Become a Masterful Communicator and Public Speaker by Dale Carnegie Training.
The Quick and Easy Way to Effective Speaking by Dale Carnegie.
#3 Create a Blog. A blog is a great tool for a number of reasons. You can create and share helpful information with thousands of people. A blog also forces you to create. As I mentioned in my last article, magical things happen when you create.
It takes me a few hours to write a blog post, but it never goes away once I publish it. I can go off and do other things while my content remains viewable to anyone wanting to read it. It’s a great form of leverage.
Feel free to shoot me an email if you would like to create a blog. I’d be happy to help you out.
#4 Create a YouTube Channel or Podcast. These are some other ways to deliver content to your audience. YouTube is the #2 search engine in the world. Video allows your audience to see and hear you which adds a personal touch to your work. It also provides your viewers a deeper connection to you. Video brings you to life!
A Podcast is a way for you to deliver an audio recording to your audience. It’s like having your own personal on-demand radio station! Many people listen to podcasts while driving to work or exercising in the gym. iTunes makes it super-easy for your audience to subscribe to your podcast.
If you’re interested in creating a podcast, check out this helpful link:
#5 Dominate Social Media. Create a Facebook page for your business. If you don’t own a business, create a page anyway. If you’re a Financial Planner your page could be “Joe Smith Financial Planner;” if you’re a realtor: “Jim Johnson Realtor;” if you’re a manager: “Henry Brown Leadership.” Get the idea?
Here’s a helpful link to learn how to set up your own Facebook page:
You can set one up in 5 minutes. There’s no excuse for not doing this.
Next, create a Twitter account. Twitter is another outlet to connect and distribute your content with others. In today’s business world, it’s important for you to have a presence here.
After that, create a LinkedIn page. LinkedIn is the #1 business network in the world. I share every article I publish to various groups on LinkedIn. And it’s where my highest quality traffic comes from.
Some other great social media tools are Rapportive and Hootsuite. Rapportive displays everything about your email contacts right inside your inbox. You can see what social networks they belong to and you can connect with them instantly. It’s pretty slick.
Hootsuite is a program that enables you to schedule message delivery to your various social media profiles. Write a message, schedule a time for it to post and BAM! Hootsuite takes care of the rest. No need to log into your various accounts to communicate with your followers. You can schedule your entire social media campaign for the week ahead in one sitting.
If you take action on any one of these high value activities, your life will change. You will become an expert in your field, connect with a massive amount of people, and make loads of sales (as long as you have a product to offer). Imagine what can happen if you take action on multiple ideas?
As powerful as these systems are, none of it matters unless you build trust with your audience. At the end of the day, it’s not about how many sales you make, but rather, how many people you help. Teach a class, give a speech, create a blog… put yourself out there. Help someone.
Good things will happen.
Update: The 45-Minute MBA eBook is complete! Click below to download…
Thanks for reading and have an excellent week.