Joining me on this episode of Accelerate! is my guest Jeremy Reeves, the CEO of Kaizen Marketing, and host of the marketing podcast, Sales Funnel Mastery.
[2:09] Jeremy sells by words, as a sales copywriter, through websites and emails, anticipating and overcoming objections without talking. He has helped clients generate roughly $50M.
[5:33] How does sales automation affect sales? Buyers buy some items for thousands of dollars, without personal contact, but does it maximize the sale?
[8:11] Jeremy recalls a client’s experience with a two-step online lead generation campaign. They had a salesperson call prospects who stopped at the first step. With a call, the client increased their qualified leads by 50% over their online results.
[11:00] Is the sales funnel, either online, or face-to-face, becoming obsolete? Jeremy suggests adding more relevancy by segmenting it into specific audiences — multiple funnels.
[15:15] Is Sales losing its value to buyers in an era of near perfect information?
[17:56] Recently, Jeremy has seen an emphasis on building relationships, or engagement. People respond to relatable, emotional vulnerability, in your stories that teach lessons.
[22:02] Jeremy puts personal relatable events into his emails, to create engagement. His copywriting is about getting people to know, like, and trust you and your product.
[25:05] In the current wave of disruption in sales, automation is not creating the necessary human engagement. Relatability is the missing ingredient.
[26:36] Jeremy is working on a new product, and he shares his progress in stories via email with his prospects. He is getting great responses from people looking forward to this product.
[27:35] A story transitions to a lesson, adding value, that transitions to the product. Jeremy gives an impromptu example. Stories work well, for face-to-face, or by email.
[33:08] Showing vulnerability through personal stories helps people relate to you, better than to the ‘robot’ that just visited with a script that didn’t speak to them personally. No one wants to talk to a salesperson, but they’ll talk to a friend.
[36:48] We all have stories. Look for them. A made-up story is inauthentic, so talk about real events, and memories, and real emotions, that lead to real lessons, to sell your real product.
What’s your most powerful sales attribute?I go after prospects who know copy, but don’t want to do it, so my main goal is to have as minimal edits as possible.
Who is your sales role model?Zig Ziglar.
What’s one book that every salesperson should read?Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition, by Jay Abraham.
What music is on your playlist right now?
Country, for everyday. Breaking Benjamin, for workouts.
Podcast: Sales Funnel Mastery