Cómo CONSEGUIR CLIENTES: el sistema de prospección que SÍ FUNCIONA - Máquina de Ventas 131

Luis Puche's Sales Transformation

Introduction to Luis Puche and His Challenges

• Luis Puche is recognized as an exceptional prospector and sales machine, working at Impreso SAS. He discusses his current strategies for prospecting.

• The pandemic severely impacted his business, leading to a significant drop in orders from clients who ceased printing services, resulting in decreased revenue.

• One client accounted for 70% of his revenue; when this client stopped using their services during the pandemic, it created a substantial financial blow.

Coping with Client Loss

• After losing a major client, Luis faced the challenge of finding new customers and adapting to the sudden loss of income.

• He reflects on how he previously relied heavily on existing relationships without actively seeking new clients, which left him vulnerable when circumstances changed.

Shifts in Sales Strategy

• Before the pandemic, Luis operated in an industry where price competition was fierce; companies typically chose vendors based on lower quotes.

• With reduced orders and production from key clients during the pandemic, he realized he needed to change his approach to sales and customer acquisition.

Realization and Action Steps

• Faced with dwindling income due to lost commissions, Luis acknowledged that he had been complacent about acquiring new clients.

• He received personal loans from his company during tough times but recognized that relying solely on existing clientele was unsustainable.

Learning New Concepts

• Initially unmotivated to seek out new clients, Luis underwent a transformation after attending external commercial training that introduced him to effective sales techniques.

• A pivotal moment came when he discovered "The Sales Machine," a book that inspired him to adopt new strategies for engaging prospects effectively.

Adapting Traditional Methods

• The traditional methods used by his long-established company involved giving gifts and flattery; however, these were not yielding sustainable results anymore.

• One of the first concepts he learned was about establishing equal status with prospects rather than adopting a subservient role through gift-giving.

Understanding Business Relationships and Personal Growth

The Importance of Status in Business Interactions

• The speaker discusses how the concept of "business status" has liberated their approach to sales, particularly in Latin American cultures where gifts and respect play a significant role in building relationships.

• A personal anecdote illustrates the importance of treating people with respect, referencing cultural norms such as using formal titles like "doctor" or "your honor."

Personal Experiences Shaping Sales Techniques

• The speaker shares an experience negotiating a large job while wearing a cap, which led to a realization about projecting professionalism versus relatability.

• Despite initial concerns about appearance, the negotiation was successful, highlighting that confidence and understanding can outweigh superficial judgments.

Building Confidence Through Equal Standing

• Understanding business status allowed the speaker to feel more confident when engaging with prospects, leading to more direct interactions without fear of hierarchy.

• The shift from viewing oneself as merely a salesperson to an equal participant in conversations has transformed their networking approach.

Challenges Faced by Salespeople

• The discussion touches on behaviors that diminish perceived status among salespeople, such as being overly accommodating or available at all hours.

• The speaker reflects on past pride in immediate customer responses but now recognizes the need for boundaries and prioritization.

Organizational Strategies for Success

• Transitioning from disorganized work habits to structured time management significantly improved effectiveness; previously unplanned days were replaced with intentional scheduling.

• Emphasizing task completion through methods like checking off completed tasks (referred to as "chulear") provides satisfaction and motivation.

Experimentation with Time Management Techniques

• The speaker experimented with various scheduling techniques throughout the day but found continuous improvement rather than definitive failures.

• Adapting methods based on ongoing learning experiences ensures flexibility and responsiveness to changing personal dynamics.

Strategies for Effective Prospecting

Establishing a Routine

• The speaker emphasizes the importance of scheduling activities in a calendar, stating that if it's not on the calendar, it doesn't exist. This principle helps in maintaining consistency in daily routines.

• A key strategy mentioned is to ask prospects to schedule meetings directly, reinforcing accountability and ensuring time is blocked off for important discussions.

Utilizing Technology

• The speaker discusses using tools like shared links to manage appointments effectively, allowing prospects to choose available times without back-and-forth communication.

• Video prospecting is highlighted as an effective method. The speaker has adapted this approach across various platforms (e.g., Bidyar, email, WhatsApp), demonstrating flexibility and innovation in outreach methods.

Balancing Prospecting and Research

• There’s a distinction made between prospecting (active outreach) and research (information gathering). Many salespeople confuse these two activities, which can lead to inefficiency.

• The speaker stresses that true prospecting involves direct actions such as making calls or sending videos rather than merely researching potential leads.

Time Management Techniques

• The speaker shares their personal metric of producing seven videos per hour during dedicated prospecting sessions. This efficiency stems from prior research that informs targeted outreach efforts.

• Weekly planning is crucial; the speaker dedicates specific hours each day for both prospecting and research, ensuring structured time management throughout the week.

Effective Research Methods

• To identify ideal clients, the speaker takes photos of products encountered in supermarkets and researches those companies online during designated investigation hours.

• A personalized GPT tool assists in gathering detailed information about potential clients quickly by inputting company names to retrieve relevant data efficiently.

Prospecting Strategies and Overcoming Price Wars

Importance of Research in Prospecting

• The speaker emphasizes the significance of researching top-level contacts, specifically targeting company managers or legal representatives to enhance prospecting efforts.

• A method is described where a quick phone call to the company's switchboard can yield essential contact information, such as the manager's name and email.

• The speaker shares a personal anecdote about consistently receiving requested information during these calls, highlighting an effective approach to gathering data.

Building a Contact List

• The process of accumulating a large list of potential contacts is deemed crucial for successful prospecting; research takes precedence over immediate outreach.

• The speaker mentions their measured success rate, noting that from five videos sent out, they typically receive two to three responses.

Follow-Up Techniques

• A structured follow-up routine is established: one hour dedicated daily to research, prospecting, and following up with leads who have responded.

• The timing for follow-ups is strategically set at noon each day to maintain consistent engagement with prospects.

Navigating Price Competition

• Discussion shifts towards avoiding price wars in the printing industry. The speaker notes that many clients often prioritize cost over quality when dealing with purchasing departments.

• By focusing on understanding client needs rather than just providing low quotes, the team has shifted their strategy towards offering tailored proposals based on initial meetings.

Engaging Marketing Contacts

• To circumvent price negotiations typically handled by purchasing departments, the speaker suggests engaging directly with marketing personnel who understand project urgency and value quality service.

• This new approach involves presenting solutions that address specific marketing pain points rather than competing solely on price.

Effective Communication Strategies

• When reaching out to purchasing departments after establishing rapport with marketing teams, it’s noted that recommendations from marketing increase credibility and effectiveness in closing deals.

• Emphasis is placed on building relationships through proper channels before approaching decision-makers in purchasing roles.

Understanding the Sales Process

The Role of Research in Sales

• The speaker discusses their daily routine, emphasizing the importance of engaging with suppliers and understanding the dynamics between different roles within a company, particularly how to approach marketing managers instead of just CTOs.

• They highlight that effective sales strategies involve understanding the specific challenges faced by potential clients, which requires thorough research beyond just collecting contact information.

• An example is provided about an ice cream company struggling with packaging requirements for seasonal promotions, illustrating how identifying pain points can lead to more tailored solutions.

• The speaker stresses that adapting communication based on researched insights into a prospect's needs significantly increases response rates from marketing managers.

• Emphasizing the need for detailed investigation, they explain that successful outreach involves not only finding contacts but also understanding their industry-specific challenges.

Effective Communication Strategies

• The use of video messages is introduced as a method to establish a personal connection with prospects, contrasting it with traditional cold calling methods that often yield low responses.

• A structured approach is shared where initial outreach includes a brief introduction followed by sending personalized video messages to enhance engagement and authenticity.

• The speaker references advice from Pedro Mejía regarding building rapport before pitching products or services, suggesting that direct video outreach may yield better results than conventional methods.

Building Connections on LinkedIn

• They describe their strategy for connecting on LinkedIn, which includes sending simple greeting messages rather than immediate sales pitches to foster relationships first.

• A systematic approach is outlined where they comment on at least ten posts daily from connections to maintain visibility and engagement within their network.

• This practice not only keeps them active in their professional community but also helps build familiarity before making any sales attempts.

Monthly Value Addition

• Each month, they commit to providing value through sharing relevant articles or resources with connections as part of maintaining ongoing relationships and demonstrating expertise in their field.

• This consistent effort reinforces their presence and positions them as knowledgeable professionals who are willing to share valuable insights without immediate expectations of reciprocation.

Networking Strategies and Insights in LinkedIn

Effective Prospecting Techniques

• The speaker discusses a method of prospecting by researching products in supermarkets, then connecting with relevant individuals on LinkedIn. This approach is based on identifying high-potential prospects.

• Emphasizes the importance of quality over quantity in connections, focusing on industry professionals rather than accumulating a large number of contacts.

• Shares experiences of being invited to networking events due to strategic connections made through LinkedIn, highlighting the value of targeted networking.

Building Meaningful Connections

• Describes an invitation to a business event in Bucaramanga as a result of engaging with someone who organized it, showcasing how online interactions can lead to real-world opportunities.

• Discusses receiving direct messages from company managers responding to comments made on posts, indicating that engagement can lead to significant professional conversations.

Understanding Audience Engagement

• Reflects on the phenomenon where many people view content without interacting publicly (likes or comments), suggesting that silent followers are still engaged and observing.

• Highlights the importance of recognizing that not all engagement is visible; some audience members may be influenced by content even if they do not interact openly.

Personal Experiences with Brands

• Shares an anecdote about being recognized by Guillermo González Pimento during a live event, illustrating how online presence translates into personal recognition at events.

• Talks about interactions with Ramo, a well-known brand, emphasizing the significance of consistent commenting and engagement leading to unexpected opportunities.

Leveraging Opportunities Through Comments

• Expresses nostalgia for discontinued products from Ramo and discusses how this emotional connection led to deeper engagement with brand representatives.

• Narrates an experience where consistent interaction resulted in receiving new product samples from Ramo after establishing rapport through comments on LinkedIn.

• Concludes that effective communication and relationship-building can open doors for business discussions without overtly pitching ideas initially.

LinkedIn Strategies for Selling

The Value of Non-Sales Approaches on LinkedIn

• The speaker emphasizes that people appreciate not being sold to directly on LinkedIn, which leads them to share information more freely.

• Instead of a sales pitch, the focus should be on asking questions and exploring potential collaboration.

Essential Tools for Business Transformation

• Transitioning from basic tools to advanced technology is crucial; previously, the speaker relied on simple notebooks.

• Investing in quality devices (laptops, phones with good cameras/microphones) is seen as essential assistants rather than mere gadgets.

Importance of CRM Systems

• The speaker highlights how a Customer Relationship Management (CRM) system transformed their business operations.

• They liken the CRM to a secretary that requires input and updates to function effectively, emphasizing its role in managing tasks and follow-ups.

Time Management with CRM

• Filling out the CRM can initially seem time-consuming but is necessary for effective follow-up and task management.

• A structured approach includes dedicating specific times for updating the CRM and following up with prospects.

Overcoming Price Competition Challenges

• Many sellers feel constrained by price wars in their industries; however, understanding client needs can mitigate this issue.

• The speaker advocates for initial meetings focused on understanding clients rather than immediately providing quotes. This shift helps identify true pain points before pricing discussions begin.

Frustrations in Service Transactions

The Challenge of Clear Communication

• The speaker reflects on the frustrating experience of unclear communication when ordering services, highlighting issues like ambiguous pricing and unexpected additional costs.

• Customers often face hidden fees that are revealed only after they have committed to a service, leading to feelings of being misled.

• A personal anecdote about forming an LLC illustrates how lack of upfront information can complicate processes and create frustration.

Importance of Initial Conversations

• Emphasizes the necessity for thorough initial discussions with clients to understand their needs fully, which can prevent misunderstandings later in the process.

• The speaker expresses frustration over experiences where providers fail to communicate essential details upfront, resulting in negative perceptions and lost business opportunities.

Building Client Relationships

• Advocates for multiple conversations with clients beyond just providing quotes; understanding client expectations leads to smoother project execution.

• Discusses the importance of knowing clients' businesses better, which helps tailor services effectively and build long-term relationships.

Consistency Over Impatience

• Highlights the need for patience among salespeople; consistent follow-ups and nurturing relationships yield better results than immediate pressure tactics.

• Stresses that regular engagement through methods like monthly mailings keeps clients informed and fosters loyalty over time.

Pricing Strategies and Market Perception

• Reflecting on cultural tendencies within the graphic industry regarding price competition; many prioritize lower prices even at small margins.

• Describes a shift in mindset towards pricing strategies based on understanding client urgency rather than simply offering discounts.

Understanding Pricing Strategies

The Importance of Price Conversations

• The speaker discusses the significance of understanding why a product is perceived as expensive, emphasizing the need for open conversations about pricing.

• They highlight a shift from simply offering discounts to engaging customers in discussions that clarify the value behind the price.

• A notable example is shared where a major client initially viewed their prices as high but ultimately placed an order after discussing the value proposition.

• The speaker reflects on how price does not always dictate purchasing decisions, revealing that maintaining higher prices can lead to profitability without excessive discounting.

• This approach has transformed their company's pricing strategy, leading to increased sales and better financial outcomes.

Key Takeaways for Sales Professionals

• In closing remarks, the speaker encourages listeners to believe in continuous improvement and learning new methods to enhance sales performance.

• They stress that salespeople often fall into complacency, believing they know everything; however, there’s always room for growth and method enhancement.

• Emphasizing CRM usage, they point out that many teams neglect this tool despite its proven benefits in increasing sales efficiency.

• The importance of adapting communication strategies with clients is highlighted; trying different approaches can yield varying responses and insights.

• Tools and organization are crucial; investing in applications like CRMs can significantly improve productivity and time management.

Personal Productivity Insights

• The speaker shares personal experiences regarding time management, stressing strict adherence to schedules for maximizing productivity.

• They note that being focused on tasks allows them to complete work efficiently without distractions from colleagues or interruptions.

• This focus sometimes leads others to perceive them as unapproachable when they are actually deeply engaged in their work tasks.

• They advocate for prioritizing focus and organization while remaining adaptable in methods used for client engagement.

Contact Information

• For those interested in mentorship or services related to printing solutions, the speaker invites contact via LinkedIn where they actively share valuable content.

• They mention their company’s unique technology for printing labels which sets them apart from competitors.

Digital Flexography: Revolutionizing Label Printing

Challenges in Traditional Label Printing

• Companies face issues with unnecessary printing of labels, leading to storage risks and costs associated with keeping outdated specifications.

• Current suppliers can take up to 25 days for label printing, causing delays in production planning and responsiveness to market changes.

Advantages of Digital Flexography Technology

• The new digital flexography technology reduces printing time significantly to about 5-6 days, enhancing operational efficiency.

• This rapid turnaround allows companies to better plan their production schedules and quickly adapt to any changes or needs without relying on traditional suppliers.

Personal Growth Through Mentorship

Celebrating Achievements

• The host expresses excitement about having a student guest, highlighting the importance of mentorship within the community.

• The guest shares insights on personal hacks and adaptations made to the Sandler method, emphasizing individualization in learning processes.

The Power of Belief and Intention

• The guest reflects on their journey from aspiring student to mentor, underscoring the significance of believing in oneself and setting intentions for success.

• They emphasize that dreaming big and taking actionable steps can lead to transformative life changes, encouraging others to pursue their goals passionately.