Bonus #45

Ellen Yin16min

Ellen Yin

00:06

Hey friends, it's Ellen, welcome back to Cubicle to CEO, the podcast where we ask successful founders the business questions you can't google. This week on the pod, we had our guest, Dielle Charon, break down her framework for how she gets 100% conversion rates on her sales calls, which is absolutely mind blowing. Definitely give that episode a listen if you haven't yet. So continuing with that conversion theme, I thought I would share one of my favorite conversion tips. This one isn't necessarily specific to sales calls. But it's about how to close more sales on the follow up. So here's my tip for you.

Ellen Yin

00:45

And this is going to be a short and sweet episode. But I think it's really underutilized. So I hope you guys are able to implement and see immediate results from this. And that is to diversify your follow up channels. So if you're talking with someone, and let's say you've been communicating primarily through email, or through DMS, and that's how you're following up with them, don't be afraid to also branch out and hit them up on a different channel that maybe your main conversation isn't happening in to kind of bring you back to the front of their mind, right. So you're kind of catching their attention in a place where they maybe weren't expecting you to surface. And I think that this pattern, interrupt, if you will, is really great for getting people to remember to come back to your conversation and respond to you.

Ellen Yin

01:31

So what I'm going to do actually is share two real life examples of how we've used this strategy recently, to actually close more sales and grow our revenue in our business. And then I'm also going to share two examples from our community of people who have actually followed up with me using a similar strategy and have gotten my attention. So let's start on our side first.

Ellen Yin

01:58

So one of the first examples that comes to mind is there's an agency we've been working with for a couple months now since the spring. And they're an agency that represents a lot of different brands who are big players in the podcast advertising space. And so one of the clients that we work on together is Shopify, Shopify has been a great sponsor for our show, very supportive. And we love working with this agencies. So in the past, I have reached out to my agency contact and say, hey, you know, we really love working with you, we would love to explore what other brands are on your client roster, that might also be a good fit to sponsor a Cubicle to CEO. And although there was some interest, those conversations never really led anywhere.

Ellen Yin

02:41

Until this past summer, in August, I made an effort to attend Podcast Movement where I knew this agency would be attending. And at this event at this in person event, they had a few representatives from their company, who were speaking on a panel, I attended that panel session. And then at the end, I went up to speak to one of the team members from this agency, I introduced myself told them how much I loved working with their team, and then said, Hey, I would love to schedule a follow up call after this event. And again, same proposal, right, explore what other brands you have on your client roster that we may be a good fit, to support and to work with through our show through our podcast. And this time, because I have that face time with this person, right? It's much more memorable when you obviously are face to face with someone when I came back, and I followed up with an email to schedule that call. Because we had already had that agreement in place in person, she was able to immediately connect me with someone else on our team to get that conversation going.

Ellen Yin

03:46

And you know, through a series of back and forth emails where we were able to share more information about our show and fill out this form and questionnaire and kind of have a follow up call with members of our team where we were able to kind of find the matches between the brands that we think would really do well on our show and have products and services that serve you all our listeners, we were actually able to book two more campaigns, or two more brands, I should say from those conversations. So Babbel and Masterclass who have been on my dream brand list to work with forever. We were able to book those campaigns because of this follow up conversation, right. And again, this is a diversification of that follow up channel. I talked to them in email, and then I talked to them in person, then I came back to email and then we had a phone call. And then, you know, continual email conversations. So that's one big example that comes to mind.

Processing audio...