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1 eGrabber and Tim Wackel Present Stop Pitching, Start Solving - Helping Customers Discover What They Really Want!

Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

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Page 1: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

1

eGrabber and Tim WackelPresent

Stop Pitching, Start Solving - Helping Customers Discover What They Really Want!

Page 2: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

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Speaker Profiles

Clinton RozarioProduct Manager | Software ArchitecteGrabber Inc.

Rich KumarCustomer Success ManagereGrabber Inc.

Speaker

Speaker Moderator

Tim WackelPresidenttimwackel.com

@eGrabber

Page 3: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Follow Us On Twitter!

Tim Wackel – @timwackel

eGrabber – @egrabber

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Page 4: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Questions

Enter Questions (and responses) into this section

on your control panel

Page 5: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

What you will learn?

• Find and connect to the right prospects on LinkedIn

• Recognize and control the urge to pitch prematurely

• Ask thought provoking (NOT mind numbing!) questions

• Communicate in a way that makes it easier for prospects to tell you the truth

• Ask the "hard" questions in an "easy" way

• Kick your "hopeium" addiction

• Develop your own library of over 50 high impact questions

Page 6: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Find and connect to the right prospects on LinkedIn

why…

…?

Page 7: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

LinkedIn …

1992 1998 2004 2007 20152010

Page 8: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

LinkedIn …

1992 1998 2004 2007 20152010

many 100’s =

1 Yes Response

Tele-call

Page 9: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

LinkedIn …

1992 1998 2004 2007 20152010

many 100’s =

1 Yes Response

many 100’s =

1 Yes Response

Tele-call Conferences

Page 10: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

LinkedIn …

1992 1998 2004 2007 20152010

many 100’s =

1 Yes Response

many 100’s =

1 Yes Response

200:110,000 = 50 Yes!

Third Party Email ServiceTele-call Conferences

Page 11: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

LinkedIn …

1992 1998 2004 2007 20152010

many 100’s =

1 Yes Response

many 100’s =

1 Yes Response

200:110,000 = 50 Yes!

200:110,000 = 50 Yes!

Third Party Email Service

List Vendors

Tele-call Conferences

Page 12: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

LinkedIn …

1992 1998 2004 2007 20152010

many 100’s =

1 Yes Response

many 100’s =

1 Yes Response

200:110,000 = 50 Yes!

200:110,000 = 50 Yes!

Third Party Email Service

List Vendors

Email to Prospects LinkedIn

Tele-call Conferences

Page 13: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

LinkedIn …

1992 1998 2004 2007 20152010

many 100’s =

1 Yes Response

many 100’s =

1 Yes Response

200:110,000 = 50 Yes!

200:110,000 = 50 Yes!

100:1

Third Party Email Service

List Vendors

Email to Prospects LinkedIn

Tele-call Conferences

Page 14: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

LinkedIn …

1992 1998 2004 2007 20152010

many 100’s =

1 Yes Response

many 100’s =

1 Yes Response

200:110,000 = 50 Yes!

200:110,000 = 50 Yes!

100:120:1

Third Party Email Service

List Vendors

Email to Prospects LinkedIn

Tele-call Conferences

Page 15: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

LinkedIn … ‘cos it’s EFFECTIVE

1992 1998 2004 2007 20152010

many 100’s =

1 Yes Response

many 100’s =

1 Yes Response

200:110,000 = 50 Yes!

200:110,000 = 50 Yes!

100:1

20:1

8:1

Third Party Email Service

List Vendors

Email to Prospects LinkedIn

Tele-call Conferences

Page 16: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

The Secret = LinkedIn’s Advanced Search

Page 17: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Each Criteria of Search improves Conversion Rates

New Criteria = Better Targeting

Page 18: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Why…?

Why = More Qualified Prospects…

Page 19: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Find and Connect better on

4 Tips

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Tip 1: Make Sure you are HYPER-CONNECTED

PROBLEM: Too many “LinkedIn Member” profiles?

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Tip 1: Make Sure you are HYPER-CONNECTED

PROBLEM: Too many “LinkedIn Member” profiles?

Solution 1: Connect to LIONs

Page 22: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Tip 1: Make Sure you are HYPER-CONNECTED

PROBLEM: Too many “LinkedIn Member” profiles?

Solution 1: Connect to LIONs Solution 2: Join LARGE Groups

Page 23: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Tip 2: Search LinkedIn through Google

PROBLEM: Hit Commercial Search Limit?

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Tip 2: Search LinkedIn through Google (Unlimited)

Solution: http://bit.ly/Search-LinkedIn

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Tip 3: Other ways around Commercial Search Limit

ALUMNI SEARCH https://www.linkedin.com/edu/alumni

Page 26: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Tip 3: Other ways around Commercial Search Limit

ALUMNI SEARCH https://www.linkedin.com/edu/fos

Page 27: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Tip 4: Unresponsive Prospects?

PROBLEM: Prospects not accepting LinkedIn Connections

Page 28: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Tip 4: Unresponsive Prospects?

PROBLEM: Prospects not accepting LinkedIn Connections

SOLUTION: Send email to Business Email inbox too

Page 29: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Tip 4: Unresponsive Prospects?

PROBLEM: Don’t have Business Email Address?SOLUTION: Try eGrabber eMail-Prospector

Page 30: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Tip 4: Unresponsive Prospects?

PROBLEM: Don’t have Business Email Address?SOLUTION: Try eGrabber eMail-Prospector

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B2B Prospecting Tool

Page 71: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

No Email Addresses?

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No Email Addresses?

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No Email Addresses?

Page 74: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.

BACK NEXTHOME

Find Email / Phoneof LinkedIn / others..

• How Append email &

Phone works?

• Account-Researcher

Pricing

Missing Email Missing Phone

NO 2nd chance at InMail / Connect

Will he ignore? Will he ‘I-Don't-Know’ my request?

Page 75: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.

BACK NEXTHOME

Find Email / Phoneof LinkedIn / others..

• How Append email &

Phone works?

• Account-Researcher

Pricing

Click eMail-Prospector

Page 76: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.

BACK NEXTHOME

Find Email / Phoneof LinkedIn / others..

• How Append email &

Phone works?

• Account-Researcher

Pricing

Page 77: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.

BACK NEXTHOME

Find Email / Phoneof LinkedIn / others..

• How Append email &

Phone works?

• Account-Researcher

Pricing

Page 78: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.

BACK NEXTHOME

Find Email / Phoneof LinkedIn / others..

• How Append email &

Phone works?

• Account-Researcher

Pricing

Page 79: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Internet

MembershipDirectories

FinancialDocuments

White Papers

CompanyWebsite

SearchEngines

Social Profile

Forums,Discussions,

Chats

Proprietary Database

News &

Press

Patents

Blogs

Social Networks

Sources Found Email Projected Email

Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.

BACK NEXTHOME

Find Email / Phoneof LinkedIn / others..

• How Append email &

Phone works?

• Account-Researcher

Pricing

Finde-mail & Phone

PatentAccuracy

Page 80: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

If Found on the Internet

95%+Hit Rate

Intelligent Statistical Projection

3xmore accurate than guessing

Find all Information on Public Internet

Sources Found Email Projected Email Accuracy

BACK NEXTHOME

• How Append email &

Phone works?

Find Email / Phoneof LinkedIn / others..

• Account-Researcher

Pricing

Patent

Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.

Page 81: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

We’ve patented this Email Append Process!

Disclaimer - This tool is not approved by LinkedIn, Google, Bing or Others. Tool only extracts data users can already copy-paste.

BACK NEXTHOME

• How Append email &

Phone works?

Find Email / Phoneof LinkedIn / others..

• Account-Researcher

Pricing

PatentSources Found Email Projected Email Accuracy

Page 82: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

$595

Page 83: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

15 minute demo?

Rich KumarCustomer Success Manager - eGrabber [email protected] # :- 408-516-4566

@eGrabber

Page 84: Stop Pitching, Start Solving -Helping Customers Discover What They Really Want!

Contact Tim

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Thank You !!!

#egrabberwebinar