SERIOUSLY. This just happened to me. LinkedIn SPAM!

LinkedIn has become a very interesting place.   Hasn't all social media for that matter?   LinkedIn isn't quite as bad as things like Facebook, but it is quickly becoming a tool that seems to be a place where people connect with people they don't know simply to pitch them.

I know sales is hard.  But really, people buy from people they like right?  I still strongly believe that to be true, and I work hard to build relationships in my sales process.  I know it is old school, but it still works  

LinkedIn or some other tool is also often used.  LinkedIn Sales Navigator as an example.  You pay for automated messages on platforms like LinkedIn.  You are supposed to be able to target your audience based on metrics.

Well, let me tell you.  Whatever these people are using, doesn't work.

1.  I get spam/pitch messages from people at least 20 times a day on LinkedIn,

2.  Often they have scheduled 5 or 6 plus messages in a couple of weeks time.  Each unsolicited pitch frustrates me a bit more.

3.  Often the messages are for industries or things that A., I have no idea what they are talking about, so clearly I am not a prospect. or B., they are for a business or industry I have NEVER been in.

Today?  This was a doozie.

I received this message and a connection request.

• Hey Lori, Your gym looks like a great asset to the community! I help gyms like yours attract more members through advanced social media marketing! Interested? Reply YES or NO. If you're REALLY interested, send me your number or email and I will reach out to you.

My response:

• Lori A sent the following message at 10:31 AM
  View Lori’s profile
  

  Lori A  10:31 AM

  OOOOOOOOOOOOHHHHHHHHHHHHHH MMMMMMMMMMMMMMYYYYYYYYYYYYYYY   Word.   I didn't know I owned a gym.   What a joke.  Your automated spam isn't working right.

His response:

• Dustin Wagner sent the following message at 10:34 AM
  View Dustin’s profile
  

  Dustin W  10:34 AM

  I’m sorry that it sent to you. I’d encourage you to be more loving. The king of love died yesterday over 2000 thousand years ago. Repent, and turn to him lest you perish in the way. But blessed are all who take refuge in him.

What an interesting sales approach.  Telling someone to repent because they called you out on a "spammy" LinkedIn connection request.   Just in case it wasn't clear, I HAVE NEVER OWNED OR WORKED AT A GYM.  Worked out, yes, but nothing else.

Oh and the major irony?  He sells digital marketing services.  Honestly the lack of attention to detail and the poor quality of sales efforts by some, simply makes me tired.

Do better.

If you like what you read, please share it!

====================================================
Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/ or check out our website at www.totaldisplays.com    

A New (Younger) Voice for Total Displays

 Our sweet daughter, Elsie has been working with us here at Total Displays since the start of the pandemic.  She has a fresh, light voice and she will be blogging about the adventures of a family business.

Total Displays is truly a family business and we are blessed to be together on this journey.

You can read her first post here:

The Unfiltered Side of Trade Shows – Take a behind the curtain look at all things Total Displays: your favorite family run trade show exhibit house! (wordpress.com)

Be sure to follow her for weekly updates.

If you like what you read, please share it!

====================================================
Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/ or check out our website at www.totaldisplays.com    

Sales Makes The World Go Around

When a receptionist has to apologize for the policies and behavior or a company it really makes you wonder.  I happen to be a business owner.   I also happen to focus a lot of what I do on a daily basis on business development.   As much as you all hate sales people, we are what makes the world go around.   I don't mean that as a self centered statement, it is simply a fact.   No company would exist without someone selling something they offer. 

I get sales calls, people that stop in our office, cold emails, consistent emails, direct mail pieces with phone call follow up.   If it is a sales process it happens to me. 

I usually reply politely with a reply about why we aren't a good fit for them.  Maybe I don't need their services, maybe we just aren't interested right now and maybe we have another provider. 

I happen to not like cold emails, especially those that are dishonest.   I got one of those emails today. 
"I haven't heard from you in awhile..."   They have never heard from me.   I hate dishonest sales tactics.   I replied to that one.   "You have never heard from me, so I guess you haven't heard from me in a lifetime.  Please take me off your list."

I also have a very strong dislike for Comcast, ADP or Paychex sales people.   Those kind of companies are always trying to undercut the other.  They don't give you the best price unless you tell them another provider has given you a lower price.   And of course, their customer service is generally non-existent. 

I actually feel sorry for the Paychex sales reps.  A new rep gets hired and I think they give them all the accounts that have told them to never call them again.   I am that person with Paychex, ADP or Comcast.   Every time they call I tell them, "I told the last person that called, to never call us again because we will never do business with your company again."

So today the tables were turned.   I called on a prospect.   I had a contact name that was incorrect.  The receptionist asked who I was and why I was calling.  I always am honest and told her.   This is the reply I received,

"I am really sorry.   I know you are just doing your job.   I have been instructed to screen these calls and not allow them to go through."

She was very polite.   I find it interesting that she felt she needed to apologize for the procedure she has been asked to execute.                                                                                                                                    

Is it just me that sees the irony that if that were the answer to every one of their sales reps, they wouldn't have a business?

If you like what you read, please share it!

====================================================
Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/ or check out our website at www.totaldisplays.com    

Email Prospecting - Final Update - OR SO I THOUGHT - HE'S BACK!!!!!!!!!!!!!!!!!!!!!

I'll combine the final (at least I hope it is the final) results of this little campaign that this person was using.  I am curious if he actually got people to respond at all. On another note, the email address he sent all this to was sales@totaldisplays.com. 

You can read Part I - here and Part II - here.

~Start

Greetings,

I hope this email finds you well.

Just sending a quick reminder to confirm your spot, before end of the day tomorrow, for our Online BETA Program.

As mentioned previously due to your business's reputation, I tentatively reserved a spot for your
business that has all the production costs covered for the 60-second Hollywood-style Online Video Review (OVR). A $2400 value!

For your convenience, before you reach out to us, here is a link to view one of our Client’s OVRs:
(Link to video (same video from the other emails)  Which has over 50,000 Views.

As you can see, Tiffany’s OVR has over 64,000 views! That could happen for your business too.
Click the link below to book your spot and take advantage of this exciting Program!

And the FINAL (hopefully) email.

I wanted to personally inform you we decided to go with someone else in the Minneapolis area and we've closed this segment of the BETA.

I spent the week trying to reach you and we couldn't connect. It is unfortunate as you were one of our top choices.

A Previous Commercial That Was Produced  Over 50,000 views

This is great.  I followed the link to watch the video to see if it was the same video and received this message.  

Video unavailable

This video is no longer available because the YouTube account associated with this video has been terminated.

PS. Because of your reputation, we would still consider working together so be sure to let me know if you would be interested in any BETA spots that may become available 3-6 months down the road.

So, my advice to this salesperson?

1. Language choices matter. I know FOMO (fear of missing out) is a real thing, but I am not a fan of shaming language in a sales pitch.
2. Check your links. ALWAYS make sure any link you are going to send out if functioning. Test multiple times and have others proof before you send out.

UPDATE - 1/20/2021

I just realized I never published this last update.  I thought I was done with this. Realize I NEVER received a phone call from this company.  

Monday of this week?  I got the first email AGAIN!  This time around he sent it to our sales@totaldisplays.com email.  He has fixed a couple things.  There is actually a referral that he found somewhere and some of the typos have been fixed.

But I can guarantee you that I will get the same series of pitches from him again.  I have already gotten email #2 from him this week.  The first time I kept on because they were cute. Now they are simply an annoyance and will go to my junk email.

Do you want help with your sales best practices or process? We can help!

Sign up for our Newsletter Here:   Newsletter Signup

 ASK ME ABOUT OUR PANDEMIC AND ‘BACK TO WORK PRODUCTS’:   See a partial list here:   http://www.totaldisplays.com/content/social-distancing-safety

  ============================================================

Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/

You can also check out our website at www.totaldisplays.com

Email Prospecting - Part II

So this email I received on Tuesday. Remember I didn't even really read the first email from Part I. The first line of this email caught my attention (not in a good way) and made me go back to see if I had any other communication from this "salesperson".

You can read Part I - here

~Start

Unfortunately, our schedules didn't match yesterday, and we were unable to speak.

Ok, this did catch my attention, but more because I am truly tired of the "pitch" emails that try to bait you with out and out untruths and misinformation. There was a tiny part of my brain that said, "what did I miss this time?"  Covid brain fog is a real thing. No greeting on the email. At least it didn't start with To Whom It May  Concern.

Have you considered my previous email about the potential match to our BETA program and it's potential benefits to your business?

I'm an Associate Producer with COMPANY NAME, and because of your business's reputation, I have reserved a spot in our BETA program that has all the production costs underwritten.

As mentioned yesterday, out of the top 14 businesses in Minneapolis, because of the reviews you have online you made the list as one of our 1st choices.

Top 14 businesses in Minneapolis?  Our small, family run, boutique trade show exhibit and marketing company is one of the top 14 businesses in Minneapolis?  I better start using that in my marketing materials.  Oh, and remember, those on-line reviews he mentioned? He was supposed to cut and paste something into his first email.

Again, we are underwriting all the costs of production so reply back if you are interested in discussing the availability before I am potentially forced to give it to one of your competitors to meet my deadlines.

I'll be expecting your reply. My number is xxx-xxx-xxxx.

Maybe I should actually give you all his phone number you so can book your session. But the language here?  "I'll be expecting your reply."  Wow.  This guy has never bothered to pick up the phone to introduce himself to us, he doesn't even know my name.  Remember?  'To Whom It May Concern'. 

P.S. It's pretty likely when we add the syndication to the video you will obtain a lot of exposure online. We've had several beta testers experience getting customers after seeing the commercial, and when asked how they found the company they said they had seen the online commercial.

I checked out their YouTube channel. There were NOT several videos out there.

Another 5 Star Review from a satisfied BETA participant "Salesperson called and discussed the idea of the video, there was no pressure applied he just shared with me the idea they have for getting my company a better listing on Google. The product that is produced makes this a no brainier. When they say it is easy and painless they are not joking. All I had to do was take a photo and all the rest was taken care of. I highly recommend speaking to Salesperson. - Rick

Ok, a little more substance to this review, but still not something that is going to make me pick up the phone to make sure I meet his expectations of a reply.

So, my advice to this salesperson?

1. Don't start your email with some statement that really isn't true. You have turned off your reader before they even finish the first statement.
2. Selling to me is your job, not mine. Try something like, "I'll call you tomorrow to tell you more about this amazing offer."
3. Sales is WORK. You cannot think that you can send out an automated email campaign and just wait for the orders to start coming in. You will ultimately fail.

Do you want help with your sales best practices or process? We can help!

Sign up for our Newsletter Here:   Newsletter Signup

 ASK ME ABOUT OUR PANDEMIC AND ‘BACK TO WORK PRODUCTS’:   See a partial list here:   http://www.totaldisplays.com/content/social-distancing-safety

  ============================================================

Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/

You can also check out our website at www.totaldisplays.com

Email Prospecting? - Part 1

 I am going to just come out and say it.  Salespeople have gotten lazy. Automation tools that are supposed to help you reach more people with email blasts, automated list generators and campaign management have made for lazy sales people. So many are not researching a company, an industry or anything before spamming them with their, usually long winded, sales pitch.

I have had many interesting interactions here recently. I'll share a few of them in a series of posts. Hopefully, some salesperson(s) will learn something and improve their success.

Monday morning this week I received the following email (email has been scrubbed so as not to reveal sender's identity, I'm not that tacky.

~Start

To Whom It May Concern:

 They didn't even take the time to find a name of a person to contact. Lazy.

I hope this email finds you well. Since we are both busy professionals, I wish to respect your time by getting right to the point of this email.

 Kind of a long winded "right to the point" message. To me, just one persons' opinion, an unsolicited email with no other contact is not very respectful of my time. It was so long, I didn't even read it the first time, I just marked it as junk mail.

I am reaching out today because your business came to the top of our Research Team’s list due to reviews like this one:

 There was NO review inserted into this clearly template email blast.

 I believe that review values your hard work and deserves more exposure. Let’s make sure that potential clients find your business and are motivated to reach out to you!

 He doesn't even know my name, but he knows this ^?

You may meet our Program’s criteria like the following businesses:

A bunch of really big name companies that have nothing to do with my business.

 Keep reading to find out how this program can work for your business.

 What we do:

Help local businesses gain online exposure by producing 60-second Hollywood-style Online Video Reviews with professional spokesmodels, ensuring we showcase your business in the best possible light. And we cover the production costs. Yes, you read correctly! We are covering all the production costs for a short time. (BETA Program)

So, they are creating fake reviews with professional spokesmodels? 

 Is it for you?

Well, if you would like to increase revenues and have better online exposure like most businesses, then it is. Let’s chat to see if you’re eligible for one of the available BETA Program spots.

 What’s the next step?

We “tentatively” reserved a spot, but due to the popularity of this program, I will need to hear back from you before the end of the day this Thursday.

So, I didn't reply so he should just go away right? I get the concept of creating demand and excitement to get me to respond, but I honestly didn't even read this far in the first email. I'll tell you more in the next series of why I came back to this email today.

Looking forward to speaking with you and the opportunity to share this exciting program!

 5-star review from a satisfied BETA participant "a bunch of words that said Bill liked working with this guy. No substance to the review, no results noted."

~end

Now, I am just being picky... but we are in an industry where details matter. Impressions matter. Spacing on the email was all over the place. Some double spaces, some single spaces, items highlighted in orange are random capitalizations.

So, my advice to this salesperson?

1. Take the time to get a name. I know you can't do this 100% of the time, but 'To Whom It May Concern' should be a last resort.
2. Proof, proof, proof by multiple people if possible before sending an email. Many people are turned off by poor writing, grammar mistakes and even stylistic mistakes.
3. Blind intro emails really need to have an attention getter and be very short and sweet. Really, most people will not read this whole thing.
4. If his 5-star review from Bill with no company name or substance is anything like their promotional videos, I say, "no thank you". 
5. Stories sell. Make your stories meaningful with substance.
6. Sales is WORK. You cannot think that you can send out an automated email campaign and just wait for the orders to start coming in. You will ultimately fail.

Do you want help with your sales best practices or process? We can help!

Read part II here:  Email Prospecting - Part II

Sign up for our Newsletter Here:   Newsletter Signup

 ASK ME ABOUT OUR PANDEMIC AND ‘BACK TO WORK PRODUCTS’:   See a partial list here:   http://www.totaldisplays.com/content/social-distancing-safety

  ============================================================

Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/

You can also check out our website at www.totaldisplays.com

This Prospect Is Not Worth My Time?

We have had a bit of an adventure with a couple of recent business development rep hires.  CRM usage and sales/business development have been my life for well over 30 years.  It was in my blood and in my DNA. Not everyone is a natural salesperson but they do exist. That doesn't mean a used car type sales person or a high pressure sales person. To me a good salesperson is one that builds trust, adds value and has rapport with customers and prospects. But that is not the point of this post.

I also am a CRM process fanatic. I have been hired to review many companies all over the United States and their CRM usage.  What I have found hands down is the top reps ALWAYS are the most proficient and dedicated users of CRM.  I am sure some will argue and share stories that bear out the opposite of my findings. That is life. Of course there are always exceptions to most rules.

BUT, what I can tell you, is you learn a LOT about a sales rep by consistently reviewing their call notes in CRM. It reveals so much about their sales attitude (more about that later), their customer service skills and their interpersonal skills.  Unfortunately with one rep, we didn't find this out until we went through an VERY nasty breakup with him.  That breakup included calling the police as we were fearful for our safety.  Again, a story for another day.

Here is what I found today.  

Background.

In 2017 a former rep called on this prospect.  An email reply from the marketing coordinator, the prospect contact, indicated that they wouldn't buy from us, because we don't use their product to build our trade show exhibits. We won't discuss (today) the elephant in the room that we may have been a prospect for their company?

The email was from a marketing coordinator.   Clearly not a high level decision maker.

This company does a lot of exhibiting at events and is a very good prospect for us.  You have all heard the old adage, that selling begins when you get your first no. Now, don't misunderstand me, I am not saying harass the prospect. You have to show that you have value beyond her limiting expectations.

Our sales rep?   This was his note on this account.

"S/W Cindy. They are not looking for any display materials this year. See the note from xxxx above. Ouch. Too many other prospects to call. Not a fit or a good use of my resource. Closing activity."

He then proceeded to mark the prospect as dead.   So here are my issues with this, in no particular order.

1. He was new, he maybe should have asked if there was a history with this account.

2. He made no effort to find out how many shows this prospect exhibited at.

3. "Not a good use of my resource".  I have written before about me-centric language and behavior as a red flag.  This shows an incredible amount of arrogance.  Read about that here!

4. We have other services and products that may have fit their needs. It should have at a minimum started a discussion with internal sales management before making a unilateral decision that they are a dead prospect.

5. The marketing coordinator has a boss that is a VP level.  It doesn't always work to go over their head, but it is worth at least one call since they are a good prospect from a size and number of shows standpoint. Besides, we should be working with decision makers, not coordinators.

Long story short or moral of the story?

Review in detail CRM notes from new reps.  Review problems with your reps right away.  Look for problem notes, unilateral decisions about prospects, rude comments, me centric notes, attitude and so much more.  I have so many examples of the wrong things being done in CRM there will be more to follow. Trust me, behavior like this, when fairly consistent, becomes a HUGE problem later on.

============================================================

Lori Hanken has been in sales and marketing for over 30 years. She is passionate about service and providing value to her vendors, prospects and clients. Lori is currently co-owner of Total Displays with her husband David. They help people look great at events, trade shows, in retail, museums and develop long partnerships with customers and suppliers. If you would like to learn more, email her at lori@totaldisplays.com. She is an open networker, connect with her on LinkedIn here.

Read other Total Displays Blog posts at http://totaldisplays.blogspot.com/

You can also check out our website at www.totaldisplays.com