Source: SEOSignalsLab

Pick His Brain!

I’d like to introduce one of our members, Todd Schuchart, for our next ‘Pick His Brain’ session and I want to thank him for the participation.

Todd has been in the digital marketing space since 2006 mainly on the new business development side.

He has built multiple 10 million dollar digital sales channels.

Over the last 13-ish years, he has developed a digital sales presentation process that closes in the high 80 percentile for big-ticket clients without using case studies or presentation slides.

He believes he has got this sales thing down he loves teaching people how to sell.

If you have any questions related to digital marketing sales, please feel free to pick his brain.

Here are the rules.

1) I’ll let the thread go on until he asks me to stop. Theoretically, this thread can continue until the FaceBook stock value goes to zero.

2) Please, no snarky remarks. I will not tolerate any intentional negativity. We are here to learn from each other’s success and strategies.

3) Please do not PM him and bother him. If you have a private question, ask for his permission on this thread when appropriate.

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Table of Contents

What is that digital sales process?On a serious note, what essentials do you think a business must have in order to close a higher number of high ticket clients…

Great question!

Three things.

1. A solid lead generation program.

2. A duplicatable sales process.

3. A relevant product offering that actually delivers results.

What lead generation program is ‘solid’ Can you define its characteristics? If a person is based in Asia and he wants to target high ticket clients in US, what lead generation method could work better? Provided they have over a decade experience in their field and are big guns nationally…

I like the salesforce model.

Where you send out cold emails then followup with additional email sequencing and phone calls to the people who opened your cold email.

What is a cost effective way of sending emails in Mass? What do you think is the right hook to make people reply?

This is a strategic issue for sure.

I like Mailshake because they like cold outreach!

Always ask a question, keep it short, make it pointed and add in some funny (if you are funny).

What about Hubspot for starting out? Free CRM, and ability to see email opens.

Free hubspot is awesome.

Another option for tracking opens is mailtack its a free chrome exstention.

1. Where did you get that t-shirt? its awesome! 2. Any tips for following up with clients? How much time do you give it without being annoying? (When) do you give up?

1. my wife owns a screen printing business, she made it.

2. I followup until they die! If it’s through email sequences I am aggressive.

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If I have made contact I followup based on what the prospect asked.

What advice would you give someone trying to win their first client, and not for an agency but a their own client?

Pop that cherry!!! First things first practice before the call, do some good old fashion pre-call prep.

Know what the client’s digital gaps are and ask questions pointed at uncovering those gaps (identify sales opportunities).

And then relax, have fun, don’t digital talk them into falling asleep.

Simply have a conversation. Let them talk and talk and talk they will tell you exactly what you need to know to close them.

When you have so many potential opportunities to generate leads, nurture those leads, and follow up, what is your best advice for prioritizing?

Follow the money.

In other words, what’s working?

Not working on the front, what’s working on the backend (yields closed deals)?

What has been your favorite hook to start a conversation?

I like “Hey whatcha doin?” It always throws people off.

Tends to get them to drop their guard, it’s a disruptor and humanizes the sales rep.

From there it depends on what the pre-call research uncovers.

Typically it’s a question.

“I found you on Facebook, I noticed your using an automated message to greet your visitors, hows that working for you?”

As a sales guy what are your thoughts on LinkedIn? Is it over-hyped or is this the platform people should be doubling down on right now?

I like it. It is a little crowded right now.

Like anything that is noise you need to get creative so you can stand out.

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Do you think Sales Navigator is worth the $79 cost? Can’t you get most of the data from regular searches? Everyone’s B2B here.
BONUS QUESTION: Is LinkedIn PPC worth doing to land clients?

I use navigator, it’s totally worth it for me. Not a fan on their PPC.

Can you get high ticket clients without being in the same country as your leads?

All day long. I talk to people all over the world. I like a multi country book of business.

It helps me diversify against one countries economy.

1. I have a niche B2B job hosting platform that I’m trying to make profitable and I’m having issues getting companies to sign up, even with free trials and discounts , any suggestions? 2. What would be the top 5 methods of advertising a business like that? I would think fb ads, cold email, but lost with a few others.

1. This is the type os site that needs to deliver a ton of value and/or have a ton of applicants to make it valuable.

2. LinkedIn would be my first thought.

Do you have any preference in terms of the day of the week and time of the day when it’s best to start your email sequence to get better open rate?

I send 24/7

What is your process for finding email addresses to send to? Do you use a list broker or do it yourself? I am researching list brokers, web scrapers, virtual assistants, etc and wondering what the most affordable yet most effective method you use or would suggest.

I have used them. It’s been a long time since I did.

If your a local agency I like go pin leads and pixelscout.

Hunter.io is a good one and if you are savvy with proxies you cant go wrong with Scrapebox.