Sales | Nate Morse Consulting: Helping Client Based Businesses Achieve Success on LinkedIn

Should We get married?

by Nate Morse | Jan 7, 2024 | LinkedIn, Sales

Should we get married?

I know it’s an odd question, but I am asking for good reason.

Let me explain:

I was on a call the other day with an operations coach.

It wasn’t an unusual call.

I see this all the time actually.

Good coaches with what seems to be a choke hold on their client acquisition.

“Why is it so hard to get clients?” he asked.

“Well, why should they buy from you?” I asked in response

You could see him getting energized, ready to defend his market positioning.

“Shouldn’t it just be that we find who needs what we offer, and then show how we can help them?”

It’s an understandable question.

But let me ask you this…

If someone you have never met walked up to you and the first thing out of their mouth was “Here are all the reasons we should get married” and they proposed…

Would you say yes?

My guess is no.

If you have something to sell, then yes there are people who would benefit from that value greatly.

But there is more to it than just being valuable.

There are tons of struggling businesses who have an insanely valuable offers..

These are the “starving artists” of the business world.

And, I don’t want you to fall in that bucket.

I want MORE for you.

And this is where I see a lot of people get caught up.

For acquiring new clients, let alone high-value clients…

High-value clients are sought after and have others trying to win their business constantly.

Market Positioning (Why) answers why your product or service is the best option for your potential customers.

It’s about differentiating your brand in the market, highlighting unique selling points, and establishing a clear image in the minds of your target audience.

Take another step with what I call “Competing on Proximity”.

Proximity on the other hand goes beyond just explaining why your product is the best choice.

It’s about helping them in the stages BEFORE they are ready to buy.

This is where 97% of the market is actually at.

They have an internal buyer’s journey with internal questions they must answer BEFORE they are even ready to buy.

Instead of “When you’re ready to buy, here we are” and leaving it there.

Become the “Guide” that helps them through that buyer’s journey.

Your market needs leadership.

They crave to be led.

So lead them into making the decision to buy.

That is your responsibility.

But how exactly do you do that?

What are the steps to follow?

How do you position yourself in a way that fits right into their buying journey?

Luckily for you, this is what I am teaching in 11 days inside of “Perfect 50 Leads”.

To get more info, make sure to subscribe to my newsletter, or if you want to get additional help, you can book a call with me.

Want to skip straight to 2050 in business?

by Nate Morse | Dec 29, 2023 | LinkedIn, Sales

I was scrolling through Facebook the other day and I saw a video of someone working on their car.

While under the hood, he could not only see what he was working on…

He could see every instruction, and piece of data he needed to get the job done.

WITHOUT getting his hands dirty.

I’ve had my laptop sit near my car, but your hands are too dirty to be using it like this.

He was interacting with virtual screens mixed in with reality

What a time to be alive!

Now you may be wondering, “Nate, how the heck does this help me in business?”

Just like when working on a car, you need access to the right data.

If you’re not reaching out to the right people, you’re burning time.

If your messaging isn’t right, you’re creating bad first impressions and burning opportunities.

No bueno.

To skip to 2050, you need to operate in a way that’s different.

See what opportunities yield the best clients.

Have a growth system that navigates the optimization process.

Automate as much as possible.

How to use data to supercharge your LinkedIn is just one thing I teach inside “The Perfect 50 Leads” amongst others, like:

– How to optimize your offer for new or cold audiences
– How to create a profitable profile
– How to create messaging that converts
– How to turn your connection list into clients
– How to turn profile visitors into clients
– How to follow up without being salesy

So, if you’re interested, let me add a cherry on top.

If you grab it before Sunday at Midnight, I’ll give you a gift:

Better Client Blueprint – The exact market research process we use to become irresistible to our highest paying B2B clients.

Simply send me your receipt after you buy and *before* the deadline and I’ll
send over a copy.

To get more info, make sure to subscribe to my newsletter, or if you want to get additional help, you can book a call with me.

Phases of Prospecting: From Cold to Sold

by Nate Morse | Dec 5, 2023 | LinkedIn, Sales

For years, I’ve utilized the principles outlined in “The Lost Art of Closing” as a cornerstone of my sales strategy.

What I particularly admire about this book is its focus on the internal commitments required in a sale, effectively separating the human experience within the sales process.

This approach has been instrumental in guiding clients through their decision-making journey in a way that’s both empathetic and effective.

However, I’ve noticed a gap when it comes to prospecting, especially on platforms like LinkedIn.

“The Lost Art of Closing” begins with the commitment to time, but in the realm of prospecting, the commitment for time is at the end not the beginning.

Recognizing this, I’ve adapted and expanded the framework to better suit the early stages of prospecting, emphasizing the gradual development of a relationship before seeking a commitment to time.

Connect:

Focus: Establishing a genuine connection with the prospect through LinkedIn groups, Sales Navigator, etc.

Emphasis: Building trust and rapport, setting a foundation for meaningful interactions.

Questions to Ask: “What inspired you to enter your field?” or “I noticed your recent post on [topic], what’s been your experience with that?”

Engage:

Focus: Actively participating in conversations and showing genuine interest.

Emphasis: Demonstrating involvement and investment in the prospect’s interests.

Questions to Ask: “What challenges are you currently facing in [a specific area]?” or “How do you see the industry evolving in the next few years?”

>See more in my LinkedIn Prospect Primer<

Uncover:

Focus: Understanding the prospect’s needs and challenges.

Emphasis: Showing empathy and a deep understanding of their situation.

Questions to Ask: “Can you tell me more about your current priorities?” or “What has been a significant obstacle for you recently?”

Discover:

Focus: Identifying relevant topics or challenges the prospect is actively engaged with.

Emphasis: Initiating a conversation that feels natural and relevant.

Questions to Ask: “I noticed your interest in [specific topic], how are you planning to implement that in your strategy?” or “Your recent project on [topic] was intriguing, what were your key takeaways?”

Consider:

Focus: Encouraging the prospect to contemplate a deeper engagement.

Emphasis: Facilitating their consideration of how your offerings can meet their needs.

Questions to Ask: “Would you be open to a call to discuss how we might address these challenges?” or “Can we schedule a brief meeting to explore potential solutions for your current needs?”

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If you’re looking to customize this strategy further to suit your specific situation or if you’re seeking faster, more direct assistance, I encourage you to book a call with me. This one-on-one consultation will allow us to dive deeper into your unique challenges and opportunities, tailoring the approach to fit your exact needs.

Breaking Free from Self-Rejection: Unleash Your Sales Potential

by Nate Morse | Jul 11, 2023 | Sales

“You take that one, I don’t want him.”

Negativity isn’t uncommon in the sales world.

The bottom 90% of salespeople are jaded, unfortunately.

I looked out at the window at a customer approaching the building.

“How does this sales rep who started around when I did, who has never met this customer before… somehow know already if they will buy or not?” I wondered.

It’s understandable after constant rejection that someone expects rejection.

People hate salesmen. Yet “SALES equals INCOME.” When I meet a person W/o money they maybe good people, but cannot SELL, afraid of rejection. As economy worsens people who can sell will thrive. Consider taking on line sales courses & practice. I promise you INCOME WILL GO UP.
— Robert Kiyosaki (@theRealKiyosaki) July 26, 2020

I hoped he was wrong.

I saw sales as the opportunity to provide value and make a positive difference in the buyer’s journey, instead of being about rejection and bad news.

Determined to prove him wrong, I decided to take a different approach: focusing on helping people find solutions to their problems.

I wanted to keep an open mind and a positive attitude, so that I could be truly motivated to make sales.

I couldn’t assume what would happen.

With volume comes rejection.

Managing my perspective and energy.

“Success is walking from failure to failure with no loss of enthusiasm. – Winston Churchill”

The customer walks in.

I talk with them and uncover their situation, wants and needs.

That ended up being one of my biggest sales of the year.

Within a month, I was top 10% in the state.

This not only helped me in sales, but in relationships, health, etc.

Your lens determines your life.

Greatness is not only focusing on the grind but also enjoying the grind. – Jedidiah Collins

Sales is a grind already.

– Come from a place of service so as to not be attached to the sale.
– Manage your energy.
– Focus on solving problems and making an impact.

Want to go faster?

1. If you’re looking for traction on LinkedIn, the best place to start is with a free audit so you can know what you personally should focus on: → LinkedIn Audit

2. Level up your messaging: → Prospect Primer Pack

3. Don’t miss out on potential clients on LinkedIn due to small details. Our white-glove service and proven frameworks ensure that no opportunity goes unnoticed. → Blueprint Session

My Sales Journey from In-Person to Internet

by Nate Morse | Jul 4, 2023 | Sales

When I was 21, I sold cars at the local Ford dealership.

I had a small office on the second story.

Any time I saw someone pull into the lot, I would race down to meet them.

With a firm handshake and a smile, I welcomed them to the dealership.

Then we sat down and got into their wants and needs.

Getting in front of the right people.

As I met more people, more units were moved.

I wanted to be in the car business forever.

Until winter came.

I stood out in the lot in frigid, Michigan winters for 60 hours a week.

I saw maybe 1-2 people a day.

It was not enough.

I needed a way to talk to more people.

Internet vs In-Person

The next job I got was helping an RV classified site.

Since I was 11 I have been building websites and creating content, so this job was familiar to me.

However, when it came to building relationships, it was not the same as the in-person car business.

Turns out, less than 1% of website visitors turn into any type of lead.

That was a big eye-opener for me.

Less than 1% of people visiting websites do not give any type of contact info.

It was a whole different beast when it came to sales.

I saw an article from Google, “The Car-Buying Process: One Consumer’s 900+ Digital Interactions“.

From there, I did a deep dive into their buyer’s journey, using the model for automotive that google made, but for RVs.

Leads boosted by 1700% within a month.

I tried it again and consistently boosted leads by 200%+.

By guiding customers on their journey, rather than pushing for a sale, we were winning.

But it wasn’t just a win for the RV business.

I realized these principles could transform my entire sales strategy – even on LinkedIn.

Applying this approach to my outreach, I saw my reply rate jump from 5% to a whopping 68%, (CLICK HERE TO SEE HOW) leading to more leads, calls, and sales.