attract top international clients and scale your business
TRANSCRIPT
Premium Webinar Series
5th May 2016
May 2016
Attracting Top International Clients and Scaling Your Business
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Webinar Agenda
Payoneer Premium Webinars
Guest Speaker: Anand Kulkarni
Featured Expert: Jonny Steel
Welcome to Billing Service
Twitter - #PayoneerLive
Q&A & Chat Features
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Featured experts speaking today
Anand KulkarniAnand is the Chief Scientist and Co-Founder of LeadGenius. Anand is the
recipient of a National Science Foundation graduate research
fellowship in mathematics. Anand was named to both Forbes and
Entrepreneur's 30 Under 30 Lists.
Jonny Steel Jonny is a seasoned marketing and bizdev
professional who has grown several consumer, B2B and fintech companies from startups to successful businesses. Jonny is the VP Marketing at Payoneer,
the world's leading B2B payments platform.
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Introducing Anand Kulkarni
President and co-founder LeadGenius.com Work with freelancers on sales problems for 10
years Ran sales at LeadGenius for 3.5 years Former PhD from Berkeley and scientific
specialist in virtual work
National Science Foundation Graduate Fellow
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Leadgenius runs virtual outbound sales at scale for some of Silicon Valley’s fastest-growing companies.
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LeadGenius runs a team of 500 virtual freelancer sales reps
working from home to support sales teams at lotsof fast-growth companies.
Who have we sold our services to? Clients you might have herad about:
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An inside perspective…
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We’ve had an inside look at how hundreds of companies buy and sell services and products.
1-person operations to 5000-person powerhouses› We helped them build their sales processes along
the way; we always used freelancers to do it We eat our own dog food – this is stuff we use
ourselves every day.
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What I’ll share with you tonight:
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What works well when finding and pitching international clients
Standing out from your competition
How to nurture and benefit from long-term client relationships
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Attracting the Best International Clients
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Buying a list
You might have tried:
Going to job boards
These are competitive!!
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Help clients find you through these same methods
Outbound Sales Inbound Marketing
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Building relationships with future clients before
they have a need.
Create online content to help future clients find and trust you online.
Inbound MarketingExamples
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Inbound Marketing
Blog Posts Newsletter
s Landing Pages
Facebook Ads
LinkedIn Ads Conferences &
Events
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Examples: Writing Blog Posts
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Examples: Keeping a Newsletter
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Rules of Inbound Marketing
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Your content should be helpful andrelevant to the services you provide
Link back to rich portfolios of work and testimonials from
happy clients
Maintain a mailing list of people who sign up to your blog or newsletter.
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This is easier than you think!
Write about your business
People who hire freelancers and agencies are interested in these
topics.Share your skills freely!
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Inbound works, but…
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Inbound marketing takes months to develop.
You need to invest time writing articles & posting them widely.
A very small percentage of readers will turn into clients
Outbound SalesFinding Clients
First
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Outbound Sales
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Pitching new clients
Outbound Sales
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The way “outbound sales” used to go was like this:
Buy a giant list of names, emails and phone numbers of people who might work at big companies
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Send the same email to everybody asking
“do you want to hire me?”
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The way “outbound sales” used to go was like this:
Buy a giant list of names, emails and phone numbers of people who might work at big companies
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Send the same email to everybody asking“do you want to hire
me?”Buying lists and spamming people does not work!
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What’s better: right people, right message, right time
Build targeted lists of leadsFind and rank potential qualified customers by doing your homework
Learn their painFigure out relevant data aboutevery one of those customers
Pitch at scaleWrite each one of those customers a targeted, personal message from a salesperson
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Let’s show you how to do it.
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Know your market
Study your market
Reach out to everyone in your market
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Let’s show you how to do it.
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Know your market
Study your market
Reach out to everyone in your market
Grabbing leads
Enriching leads
Nurturing leads
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How many people should you contact each month?
If you want to close 5 deals a month…
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Do an experiment!
5 closed deals
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How many people should you contact each month?
If you want to close 5 deals a month…
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Do an experiment!
25 proposals (20% close rate)
5 closed deals
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How many people should you contact each month?
If you want to close 5 deals a month…
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Do an experiment!
50 opportunities (50% have actual work)
25 proposals (20% close rate)
5 closed deals
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How many people should you contact each month?
If you want to close 5 deals a month…
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Do an experiment!
Contacting 5000 potential clients (1% response rate)
50 opportunities (50% have actual work)
25 proposals (20% close rate)
5 closed deals
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How many people should you contact each month?
If you want to close 5 deals a month…
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Do an experiment!
416 hours (at 5 min/pitch)
Contacting 5000 potential clients (1% response rate)
50 opportunities (50% have actual work)
25 proposals (20% close rate)
5 closed deals
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Your first team
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Manager/QA staffer (!!!)› Saves you time1
Outreach/writing staffer› Sends emails1
Virtual lead generation rep (SDR)
› Researches new leads1
Start with
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Sample results
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One team like this can produce 5-10 verified leads per hour 1000-2000 leads per week 1000-2000 emails per week
We run 3x this in house with a dedicated in-house email
marketing manager, since prospecting is fast
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Setting up virtual SDRs
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Outreach & QA
Lead Generation
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Equip your new VSDRs
Give prosapectorsGive researchers
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LinkedIn Premium Yesware, Outreach, or
Tout Salesforce/CRM access
LinkedIn Premium Google
Spreadsheets Import.io Rapportive Toofr (verification) Datanyze or
BuiltWith
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You can find people to contact via the web!
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Your customers are listed on the web :
› Yelp (47M establishments)› LinkedIn (2M Companies)› CrunchBase (650K Companies)› AngelList (289K Companies)› Manta› Specialized databases
Your customers are listed on the web :
› Technology, finance, healthcare, small business
› Specific towns or states
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Figuring out how to reach people: three tools
The free tool Import.io allows you to grab structured
lists of people out of any website.
You can research information about each of those leads using services like Rapportive and BuiltWith
Capture the basics to start : title, name, contact data.
After that, try to shrink that list down.
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Nurturing Client Relationships
What to say, when?
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Use Software for Emailing
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This market’s exploding!
Tout Yesware Outreach.io Cadence
(Salesloft)
Sendbloom
Quickmail Intercom Mailchimp
Sidekick (Hubspot)
MailGenius Boomerang PersistIQ
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Use Relevant Content
LinkedIn connectionswho do you know in common? what history do you have in common?
Social media activityhave they complained about your competitors? can you say something they wrote about?
Product usagewhat are these folks using in their technology stack?
Coworkerswho else works there on their team? Do you know anybody there?
Hiring patternsare they hiring for roles that use your technology?
Use relevant content to help people know you’re not spamming them.
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Pitching LeadsFrom: [email protected]: [email protected]: Michael said you needed SDRs?
Hi Sarah,I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way.
Let me know if you’d like to chat further –we’re doing this for SoldLead8 already.
BTW, congrats on your recent round!Cheers!AK
Subject line = crucial
Don’t use “quick question!”
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Pitching LeadsFrom: [email protected]: [email protected]: Michael said you needed SDRs?
Hi Sarah,I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way.
Let me know if you’d like to chat further –we’re doing this for SoldLead8 already.
BTW, congrats on your recent round!Cheers!AK
Make it a custom, handwritten email
Don’t be salesy! Be helpful.
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Pitching LeadsFrom: [email protected]: [email protected]: Michael said you needed SDRs?
Hi Sarah,I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way.
Let me know if you’d like to chat further –we’re doing this for SoldLead8 already.
BTW, congrats on your recent round!Cheers!AK
Be genuine + helpful – don’t spam.
Show social proof.
Prove you’re not a robot – include personal
Double-Tap: LinkedIn profile view on the same date!
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Mass CustomizationFrom: [email protected]: [email protected]: Michael said you needed SDRs?
Hi Sarah,I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way.
Let me know if you’d like to chat further –we’re doing this for SoldLead8 already.
BTW, congrats on your recent round!AK
Compelling event
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Mass CustomizationFrom: [email protected]: [email protected]: Michael said you needed SDRs?
Hi Sarah,I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way.
Let me know if you’d like to chat further –we’re doing this for SoldLead8 already.
BTW, congrats on your recent round!Cheers!AK
LinkedIn… (obviously)
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Mass CustomizationFrom: [email protected]: [email protected]: Michael said you needed SDRs?
Hi Sarah,I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way.
Let me know if you’d like to chat further –we’re doing this for SoldLead8 already.
BTW, congrats on your recent round!Cheers!AK
Comparison through our past clients to find potential customers in their sector
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Mass CustomizationFrom: [email protected]: [email protected]: Michael said you needed SDRs?
Hi Sarah,I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way.
Let me know if you’d like to chat further –we’re doing this for SoldLead8 already.
BTW, congrats on your recent round!Cheers!AK
Background Research
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One mail isn’t enough.
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Try to create value over time with an ongoing conversation
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For happy clientscheck back every 12 weeks.
If a client is happy ask them to give you a
referral to someone else!
Don’t just say “hi” ask when any upcoming projects will come up and write it down.
Email doesn’t end after someone has bought from you!
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Standing Out from the Competition
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Send Good Emails (personal)!
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Don’t send generic emails listing every service you offer!
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Try Channels Besides Email!
Consider non-email channels(InMail, Facebook, Twitter)
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Ask for referrals from your own network to figure out how to get into your target accounts. Do you know anyone who works at a big company?
Be helpful and authentic! Don’t sound like your message is generic or it will get deleted.
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Modernize your Website
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Crowded, low-quality
Clean, minimal
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Match your Inbound to your Outbound!
Share targeted content aimed at your audience at the same time as an email campaign. (LinkedIn, email). Ask
marketing for help.
Blog Post Dedicated Landing Page Outbound
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Monitor your team closely to make sure it works
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Tell me what’s working for you!I love hearing success stories and helping
freelancers & entrepreneurs succeed
@Polybotanand@leadgenius.
com
Reaching out to Anand
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Introducing Jonny Steel
As VP Marketing, Jonny spreads the word about Payoneer empowering global commerce by connecting businesses, professionals, countries and currencies with its innovative cross-border payments platform.
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A little about
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Payoneer Overview
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Payoneer’s Offering
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Payoneer Partners
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Welcome to Billing Service
Lower FeesSave up to 90%
Faster PaymentsQuicker than international wire transfer
More FlexibilityCredit Card, eCheck Local Bank Transfer
Billing Service
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Two ways of working internationally:
Billing ServiceGlobal Payment Service
Directly with Clients Via Marketplaces
Mass Payout Service
Connect immediately with Payoneer’s 2000+ partners
Via Marketplaces
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The problem with working directly:
Global Payment Service
Directly with Clients ComplexityThe international payments industry is overwhelming for service providers & clients
CostCurrent payment methods are not cost-effective for both parties
Late Payments58% of service providers have had or will have issues receiving payment on time
Billing Service
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Payoneer’s solution: Billing Service
How it Works
Log in to Payoneer
Fill out the details of the payment and we’ll send the client an email on your behalf with instructions on how to pay
Funds are sent to your Payoneer account or Payoneer Prepaid MasterCard®
Click ‘Request a Payment’ (get the step by step instructions here)
(users in India will get paid directly to their local bank account)
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Billing Service: Features
Send payment requests in advance
Track your payment requests
Schedule reminders to avoid being paid late.
Coming Soon
Manage your payments by easily adjusting their status
New Features
Attach invoices and other documents to your requests
Create automatic reminders for repeat payment requests
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Benefits of the Billing Service
Lower FeesUsers save up to 90% on transaction fees
Faster PaymentsQuicker than international wire transfer
More FlexibilityCredit Card, eCheck Local Bank Transfer (via the Global Payment Service)
Security/ TrustClients pay via a trusted global brand
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Available payment methods:
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Everything you need to get started:
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New! Bill Clients Directly from Payoneer!Service Launch Blog
How to Request a Payment Blog
Sign Up to Payoneer: Start Billing Clients
Sign Up to Payoneer & Start Using Billing Service
How to Request a Payment with Payoneer
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Sign Up to Payoneer: Start Billing Clients
Already a Payoneer User: Starting Using Billing Service Now
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linkedin.com/jsteel118 blog.payoneer.com/author/
jonny/
Reaching out to Jonny
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Get in touch with Jonny!
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Q&A
Time for your Questions
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