Closing Technique : The 70/30 Rule

The 70/30 rule refers to how much talking during the conversation in which the prospect and the salesperson participate. The potential customer should do 70% of the talking and the salesperson, only 30%.

This ratio is what Leadfuze refers to as a healthy balance. It works because when the prospect is talking, you are learning what you need to address to get their agreement.

Active listening is the key to success here, both for the sale and for the relationship between you and your future client.

The sales training firm Sandler Training uses the Sandler Pain Funnel to illustrate how to keep the prospect talking and uncovering their “pain points.”

Seven things to remember when creating a newsletter

1. Check, double-check and then check again before publishing

2. 90% should be valuable content leaving 10% for sales

3. The perfect subject line

4. The preheader can elaborate your subject line

5. Use call to actions to drive conversions

6. Remember to add alt text for each image

7. Make it easy to unsubscribe

10 Quality of good team leaders

1. Leadership is not all about you

2. Honesty, Integrity and Humility

3. Hold your team (and yourself) accountable

4. Good leaders make a decisive commitment to a vision

5. Know thy self and believe in thy self

6. Successful team leaders speak well and listen better

7. Achieve goals in good time

8. Successful leaders master stress management

9. Avoid dysfunctions and reward excellence

10. Good leaders are lifelong learners

Follow up Strategy

Difference between Video marketing and text marketing analysis 

5 ways to make sending cold emails more effective, including email templates to use

1. Use an action-focused subject line

If your email isn't opened, it doesn't matter what it says. I recommend sending emails first thing in the morning or in the evening and using short, specific phrases with a sense of urgency. A great subject line for example would be: "Call: 123 John Street property" or "Follow up: potential investor."

2. Condense your message to fit on a phone screen

The entire message needs to be readable on a phone screen (without scrolling). The message should be between four to eight sentences. Make sure the spacing is correct and doesn't look like a thesis paper.

3. Acknowledge a problem and propose a solution

Ideas and PowerPoints don't close deals - problem solvers get to make the elevator pitch. Use your email sentences to convince your prospect that you understand their issue and can solve their problem.

Very important: Use links instead of attachments because attachments can get left out of the email if it is later forwarded to the correct person.

4. Include all contact information in email signature

The purpose of the cold outreach is to set up a warm telephone call. Include your email and cell phone number in your email signature. Include a LinkedIn link as well so your prospect can easily view your professional background without having to do any extra work.

5. Provide notice for a follow-up

It takes between two to five outreach attempts to secure a meeting. Mention that you understand your prospect is busy and will drop them a line next week to follow up. If your cold email is successful and a call/meeting is set up, always send more information in advance. After five attempts without a response, it's safe to say you should focus on other prospects.