Straight Talk About Small Business Success

Think Like A Client: Creating A Delightful Client Journey with Lynn Whitbeck

Episode Summary

Lynn Whitbeck has 30 years of executive sales experience with a passion for helping others grow. She is the founder and CEO of Petite2Queen and Future Forward Sales where she uses her expertise to guide entrepreneurs and business leaders to successful sales growth. She is the co-author of a 4.8-star Amazon-rated book, “Practical Wisdom At Work”. She has also been featured in USA Today, Huffington Post, and Chicago Tribune. Lynn also ventured into the mentorship world and also flown all over the world to take care of client businesses closing multimillion-dollar deals. Today, we are delighted to hear her talk about how to get into the mind of the client and generate sales revenue growth efficiently and effectively!

Episode Notes

[00:01 - 04:11] Opening Segment

• Welcoming Lynn Whitbeck
• Lynn’s experience with sales and closing multimillion-dollar deals all over the world
• Her core value is to be of service and that means having a passion in terms of helping others

[04:12 - 23:58] What Is the Secret to Effective and Effortless Revenue Growth?

Lynn shares three very solid sales strategies and these are:

• Client Thinking 
  • It’s putting yourself in your client’s shoes and understanding what they want, need, or lack
  • How do you think like a client? What’s the process?
    • It entails lots of questioning and listening in order to identify their need and for you to determine how to connect effectively 
    • It’s about understanding clients’ whys and why it matters to them and what’s in it for them
    • They work with your business so they can what
• Client Journey
  • It’s looking for the right information and asking the right questions for you to guide your client effectively in their journey until you get those referrals as a reward
  • How does creating a delightful client journey affect sales?
    • By identifying areas where there are gaps and friction, and where you excel, you are developing a more predictable, repeatable process that will operationally boost your revenue and permit you to expand. 
    • Simply put as you will speak out for yourself. If you did well, you will get those referrals and so your revenue will grow 
• Planned Follow-Up 
  • How does planned follow-up affect sales?
    • Lynn shared that 50% of the sales take place after the 5th follow up whereas most salespeople give up after the 4th follow-up. 
    • Doing follow-up not only speeds up the process but also displays your value and what it's like to work with you. It establishes your credibility, capability, and trustworthiness to your client
  • How can you follow up without annoying your clients or driving them away? 
    • Lynn recommends a follow-up strategy called “Triumphant Triangle” 
      • It’s all about asking the right questions to create a client profile for you to come up with the best strategy that will work 
      • Creatively plan strategies on how you can send follow up through different platforms or channels 
      • Create different versions of the same content but deliver it in different ways. The response rate for follow-up made through different channels is better compared to the same information done repeatedly using the same channel

[23:22 - 24:26] Closing Segment

• Connect with Lynn Whitbeck for more sales strategy

Ready to transform the sales experience and close more deals? Connect with Lynn by visiting her website at https://petite2queen.com/ or connect with her through LinkedIn https://www.linkedin.com/in/lynnwhitbeck/

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Tweetable Quotes

“It's an easy thing to step into selling when you can know that you're truly helping and serving someone else. It doesn't have to be world peace, right? We're talking about taking something off their plate so that they don't have to think about it again because you're taking care of it. And to me, that's a gift.” - Lynn Whitbeck

“As a salesperson, you should always be listening more than you're talking. ” -Lynn Whitbeck

“So the first thing is to go through an exercise and really try to position yourself as the client and think about what they want, need, or lack. Answer those questions and how it relates to your product or service.” - Lynn Whitbeck