Tag: Business Development

Boring new referees – Rodric Leerling

Boring new referees – Rodric Leerling

I’m reading more and more unfortunate reports of molested refs these days. Being hit by players or spectators who didn’t agree with their ruling. But behold, a new generation of refs is about to step in…. and has done so during the last couple of years. Continue reading “Boring new referees – Rodric Leerling”

The Cool Projects I Worked For (Part 5 – Online Reputation) – Rodric Leerling

The Cool Projects I Worked For (Part 5 – Online Reputation) – Rodric Leerling

From publishing SuperBrands and CoolBrands to Online Reputation – CoolBrands People @coolbrandspeople @aroundtheworldin80brands

Continue reading “The Cool Projects I Worked For (Part 5 – Online Reputation) – Rodric Leerling”

The Cool Projects I Worked For (Part 4 – Consumer Research)- Rodric Leerling

The Cool Projects I Worked For (Part 4 – Consumer Research)- Rodric Leerling

Having worked as a freelancer for several years now, one tends to forget how it all started and how my career choice in 2004 has defined where I am today.

MinutePoll, CoolBrands, SuperBrands, TrendBox
Continue reading “The Cool Projects I Worked For (Part 4 – Consumer Research)- Rodric Leerling”

“What to do When Elevator Pitches don’t Work Anylonger?” – Rodric Leerling

“What to do When Elevator Pitches don’t Work Anylonger?” – Rodric Leerling

As most people know, the fancy term ‘elevator pitch’ stems from the use of elevators in the US. Tall buildings with sometimes 50+ stories where people huddle together to get to their office floors. Imagine you would literally bump into the person you are desperately trying to contact? Could you give him or her your pitch in 1 minute while going up?

Lots of sales trainings are gearing toward that 1 minute pitch. Also handy to use for cold calls on the phone: “Can I have one minute of your time?” Who would deny you that 1 minute? But first you need to get your prospect actually pick up the phone. Voicemails are mostly dead-ends and don’t forget those gatekeepers telling you ‘he is in a meeting’. Meaning, he doesn’t have time to talk to you because he doesn’t  know you. ‘First send us an email what it’s all about’. You know that won’t work either, but what are your alternatives as sales rep these days?

Traditional sales people are struggling to generate new leads in order to get meetings for a demo, qualify leads and start sales conversations. All traditional roads seem to be closing for them. My advice: in stead of cold calling, start meeting your prospects where they gather and start getting used to Social Selling. It might take more than 1 minute though.

Your prospects are all using social media to gather information online. So, make sure you find them where they are searching. Offer them good pieces of advice, cheat sheets, white papers, case studies etc. It’s already been researched and clearly showing that sales reps using social networks are simply selling more.

Let’s explore the best social media platforms in another blog. Stay tuned!

 

“I’m introducing video to support referee mentoring” – Rodric Leerling

“I’m introducing video to support referee mentoring” – Rodric Leerling

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Rodric Leerling, Leerling.biz, Sales Power Provider, RefRod, CoolBrandsPeople, Sportief Westfriesland

This weekend, the 2nd part of the football youth competition is supposed to start in the Netherlands. Since this week though, half of the nation is covered in snow and temps expected to stay below zero degrees Celsius. That part of Holland won’t play any football, that’s for sure.

But in my part, the western half, it’s frosty and snowy as well, but not all games have been cancelled yet. On the roster for tomorrow is a another new ref to accompany. It’s been a great experience ever since I finished the ref mentoring course. All the negative associations of a ref assessor don’t apply as I’m allowed to meet the ref before and afterwards. One is allowed to discuss his performance, hint on things during half time and I have even started sending video clips afterwards, showing the rookie ref what I meant in my written report.

Last week, I accompanied a relative experienced new ref – he already started five years ago – who needed a last push towards promotion. Somehow he had been neglected (his words) by the Football Assoc. I thought he did pretty well but should work on his condition and try to avoid long talks with players and coaches. I actually shot a video clip of how he took a player apart towards the end of the game, who should have been booked with a yellow card. Instead, he took him apart and said something (no gestures) and walked back slowly to the free kick spot, where the fouled team was waiting for the restart. Who’s time was being wasted here?

He was very grateful, not only for the positive report, but more so for the practical tips and, of course a novelty, receiving actual video proof of his performance and items to work on. I hope more mentors will start using their phones, not only to record your thoughts, but also to shoot quick clips.

 

“Joke of the day” – Rodric Leerling

the popeAlways have a story to tell. Not just your elevator pitch and consequent sales story, but an anecdote or cracking joke. To elevate the atmosphere or simply get people’s attention in a different way.

I seem to have a good memory for jokes and know when to tell the right one. The one I most often tell came back in the caroussel when I saw the pope shaking hands during his visit to Mexico. My hero for this particular joke – Mr. Johnson – is eventually recognized by a total stranger on St. Peter’s Square while the pope is addressed as ‘the guy in the white dress’.

After telling jokes like this, people normally burst into laughter. They experienced an unexpected turn in a story, realized it is indeed funny, and let go of their emotions. You got their attention now, with their brains focussed on what else you have to tell. I bet they will ask you to tell another one – of these great jokes.