Episode 87: The Five Steps to Digital Selling – Mario Martinez Jr.

Predictable Prospecting
Episode 87: The Five Steps to Digital Selling - Mario Martinez Jr.
00:00 / 00:00
1x

Mario Martinez Jr. is the CEO and founder of a fantastic company called Vengreso. They are a B2B digital sales transformation company and they do their magic through content marketing, social selling, and a variety of things. Mario spent 82 consecutive quarters in B2B sales and leadership roles growing hundreds of millions of dollars in revenue annually.

Mario is one of 19 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” to be launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018’s Top 10 Sales Influencers by The Modern Sales Magazine, and in 2017 he was named the Top 25 Inside Sales Professional and the 6th Most Influential Social Selling Leader globally.

As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., the Examiner.com and is a contributor to the Huffington Post. He’s a highly sought-after Keynote Speaker with brands such as LinkedIn, SAP, and Cisco. He is also known to open a keynote with a Salsa dance.

Episode Highlights:

  • Social versus digital and how social selling to engage, build relationships, and create conversations will just become selling.
  • Digital is just using your online presence to establish and create a personal and professional presence.
  • It’s about discovering a platform to engage with your clients.
  • After engaging with clients, we need to connect with them to sell to them.
  • Feeding your network isn’t just putting content in your feed, it is also providing customized information to individual prospects and clients.
  • It’s also a good idea to automate what you can.
  • The sales job is to prospect one-on-one. Marketing is one to many.
  • The five steps to digital selling. Have the right brand. Correctly initiate, engage, and maintain a relationship. Do the research and use tools to effectively connect with buyers. Feed your network regularly. Measure your prospecting success through the number of conversations you have.
  • The two, three, and four-week meeting request rule: “Here are three dates and times that work for me.” Also look for when in the day the buyer likes to meet.
  • Asking for a 30 minute as opposed to a 15 minute appointment.
  • The sole purpose of identifying whether a prospect has a problem that you can solve.
  • Three by three rule. Research the person, the company, and get to know the prospect a bit before the meeting. Find three things in three minutes to incorporate into the conversation that show that you did your homework.

Resources:

Transcript:

Marylou: Hi, everybody. It’s Marylou Tyler. This week’s guest is Mario Martinez Jr.. He’s the CEO and founder of a fantastic company called Vengreso. They are a B2B Digital Sales Transformation Company and they do their magic through content marketing, social selling, a variety of things. Welcome, Mario, to the podcast today.

Mario: Marylou, thank you so much for having me. I appreciate it.

Marylou: Great. You know my first question is gonna be…

Mario: What is it? I don’t know what it is, now you got me worried.

Marylou: What is this social versus digital? Why do we care about it? How does it not over consume our day? Where do we start?

Mario: Okay. That was three questions in one so let me try that. Let me try to get one of them which I think the overarching answer is what is it and how do I use it.

Marylou: Exactly. Well, what is it, how do I use it, and how does it not consume my day?

Mario: Gotcha. Well, first of all, I like to say first the term social selling, in my opinion, will be dead in less than two years. It is essentially the whole idea of using social networks to be able to engage, and build relationships, and create conversations with prospective buyers. At the end of the day, the technique, the methodology, what you do will never die, it will just be part of what’s called selling today.

Our sales prospecting, our sales or client building relationship methodologies, this will just be ingrained as part of everyday activities and that’s why I said it’ll be dead in two years. Social selling in itself won’t be dead, it will just be called sales. But if you look at social selling and you take it up a level, and the upper level is, let’s think of analog versus digital.

What is this digital thing? Digital is utilizing your online presence to be able to establish and create a personal and professional presence online. This is what will be used to help drive your prospective buyers to [inaudible 00:02:34].

This is what we use to engage with your prospective buyers to get them to engage with you. That’s step number one is part of digital selling. Digital selling is discovering the platform so that you can engage with your buyers to initiate or maintain a relationship. This means that you’re gonna use social. This means that you may use text. This means that you might use email. This means that you might use LinkedIn messaging or InMail, as an example.

There’s any number of ways that you can really engage and this is really where that digital selling concept comes into play. It’s not social but it’s digital. Digital is all that methodologies that are digital except for in-person, networking meetings, and phone conversations that you may be having. Again, step number two is learning how to engage with these different platforms where your buyers are.

Step number three of digital selling is learning how to connect with these buyers after you’ve engaged with them. If you’re at a networking meeting, Marylou, when you shake someone’s hand, you get to know them, I bet there’s a way for you to help them.

The next step for you to do is to set-up some time to connect with them afterward. That’s the whole idea is if I wanna engage with you online, which think of it as one big giant networking event that we’re standing at all in one room, if I’m gonna engage with you and there’s something there or there’s an opportunity to be able to bring you into my network, I’m gonna try to connect with you. We teach people in step number three how to actually properly connect, how to actually bring you into my network and create a value proposition that allows you to see that there’s a way that I could help you if you are in the market to be helped.

Before digital selling is what’s called feeding your network regularly with content. This can come in any number of ways, not just through social. I just sent an email with a video attached to the email that has its own sales landing page last night, early in the morning, to a particular prospect. I created a customized piece of content. That on that customized piece of content in that landing page had five different thumbnails. They were short videos all related to the questions that they ask me. I created this custom piece of content for my particular buyer.

Feeding your network doesn’t just mean that I’m constantly sharing into my social feed but feeding your network means that you’re providing the content to an individual based on your conversations, things that they’ve engaged with, things that they’re posting, special interest. You’re providing content to be able to help influence the next steps with the buyer’s journey.

In addition to that, a big portion of nurturing or feeding your network comes from sharing content on your social networks. You may engage with somebody, you may have the right brands, step number one, to attract them, step number two you may engage with them, step number three, you may connect with them but just because you have the right branding, then you engage, then you connect, doesn’t mean that you’re gonna actually have a meeting.

If you connect your it into a meeting, then what you’re gonna do is you’re going to feed that network, if you would, drip them content regularly through social networks because many people are passively scrolling through content and you’re gonna drip them content regularly. I cannot tell you how many times someone comes to me and says, “Hey, I’ve been watching what you’re doing for the last whatever might be, x number of months, years. I’m ready to have a conversation with you. Your content is fabulous and I love it. Blah blah blah,” whatever it might be. That’s step number four, feeding or nurturing your network.

Finally, step number five is whether you go, connect the conversation or feed the conversation. At the end of the day, you need to measure your success with digital selling through how many conversations are you actually creating. That’s really the five steps of digital selling and that’s why I say, social selling is a component of digital, as you can see, it’s like a subcategory, a big one but it’s a subcategory. Does that answer your question?

Marylou: Yes, it does. Except I was hearing a lot of you saying custom content and immediately, the antenna for me goes up saying, “Wow, that sounds like a lot of personalization, hyper-personalization.” Is that the case or are you able, with this process of yours, to create content almost like vignette or very simple kind of templates that you can mix and match and mash together to create what is initially a custom page or are you actually crafting custom content for all of your buyers that are at least higher above in the awareness ladder and wanting to have business with you at some point or attend a meeting.

Mario: Great question. I’m gonna answer it in two ways. One as myself, as a sales influencer and thought leader. Two, what should a sales rep do. As a sales influencer and thought leader, yes. Yes to everything you just asked because people are looking for us to be able to produce content and help guide them on their path and their journey to be able to be a better salesperson or better marketer or better content marketer, wherever it might be.

But on the practical sales side, look, at the end of the day, this is 21 years in sales that I’ve spent, and I spent 19 of those years carrying a bag and my last stop was the VP of sales. This was just two years ago that I went on my own. Literally, actually two years come February 2018. The answer is we live in an information overload environment. I’ll give you a case in point. Case in point, if you look at the last seven years alone, Google’s number of indexed pages has grown from 1 trillion to more than 30 trillion just in the last seven years. We’re in information overload.

When you ask is it really possible to do digital personalization and is that a sustainable model? You better believe it is and you better believe that you need to. However, I’m also of the opinion that you also need to make sure that you automate certain things. Some of the automation that you wanna do is, as an example, the feed in your network, if you’re pushing out content into your network then you’re gonna want to use tools.

If people are listening, they can record it’s, http://bit.ly/VengresoContentSharing. You can put that in the show notes if you want, Marylou. A tool like that will allow you to actually, free by the way, free tool, will allow you to actually create buckets of content. Let’s just say you sell to, I don’t know, IT, you wanna be able to pull in content related to the IT industry, related to the challenges that the IT organization is facing. We have a much more focused buyer, let’s say, the network administrator. Well then you should have digitalization happening and personalized content happening in your feed that is relevant to the network administrator instead of the CIO. Does that make sense?

Marylou: Perfect sense, yes.

Mario: Yes and yes. You should be engaging with hyper-focused digital content and especially when you’re engaging one-on-one. As a sales person, our job, our primary job is to prospect one-to-one, not to do marketing’s job which is one-to-many. On a one-to-one basis, you better believe that when I’m sending out personalized content, they may enter to the email drip, but I’m absolutely implementing some of my rules that I practice which is the new lead assigned to your role.

That new lead assigned to your role basically says any lead that comes in the door, I don’t care if it’s cold, warm, or hot, I am reaching out, and I am connecting on LinkedIn, and I am following them on Twitter. Those are the first two things that I do before I even place a phone call or an email. There’s a strategic reason behind that. We can talk about that a little bit later. Those are some of the things that I’m doing and when they see that, they see that I’m personalizing my message directly to them, on Twitter, no, but on LinkedIn, yes.

You can personalize and say, “Hey, Suzy. Hey, Billy, Hey, Barbie. Thanks so much for downloading the, whatever it is that you downloaded, or subscribing to whatever it is you subscribed to. I saw that we weren’t connected. I thought that we should connect. I’m your actual account executive here at wherever it might be.” A personalized message, when you’re prospecting and you’re sending individual messages back and forth to a prospect, you better believe that you should personalize that and provide specific content.

It is marketing’s job however, on the corporate side, marketing’s job to give the sales team content that is mapped to the buyer’s journey, and the buyer’s persona. If they’re not doing that, I would go march the marketing’s VP or the CMO’s door right now, and I would say, “Help me understand all the different content that we’ve got that I can use at the different stages of the funnel, as well as with the different buyers that we might have.”

Marylou: I think that is very sound advice when you do have the luxury of having more working parts of your company, but a lot of times, I know these listeners are all thinking right now, “I am the marketing department. I am the sales partner for it because we’re in build mode, we got necessary other personnel, we’re wearing multiple hats.

But there’s still, as Mario said, within the function of marketing, when you have the marketing hat on, then this is something you know you could consider that the one to many conversation falls under the marketing umbrella, if you will, and you can leverage data-driven SMARTs in your database if you have it to send out emails that are more mass-oriented but, and it’s a big but, they are focused on the buyer persona, they’re focused on the prospect persona as it moves further into the pipeline, but there has to be a way for you to separate out those different roles even if you are wearing multiple hats.

Mario, go over again those five steps, boom, boom, boom because, that sounds like a great checklist for folks.

Mario: The five steps of digital selling, the five building blocks we call it to digital selling, is number one, you have to have the right brand. That’s number one. You have to be taught how to engage correctly, to initiate or maintain a relationship, that’s number two. Number three, you have to be taught and/or learn how to connect with flyers utilizing the effective tools that are out there to do research, to do searches, and to pull up the types of buyers that you’re looking for, and the right messaging to be able to connect with them.

Number four is learn how to feed your network regularly with content that helps and influences them on the next step through the buyer’s journey. Finally, number five, if you do not get to number five, that means everything you did was just a bunch of waste of time and you just got a bunch of likes, and you built up the network for no purpose. You need to measure your digital prospecting and relationship building success through the number of conversations you are hosting. Those are the five building blocks of digital selling.

Marylou: I will put all the links that we talked about today in the show notes. Not to worry about  trying to find a pen or if you’re driving somewhere. Everything will be there for you including the five steps will be reiterated in the show notes.

Now, Mario, I heard you say rules, and you mentioned lead assignments. Do you have rules for various things that you can share with our audience today on getting meetings, on what you should be doing on an everyday basis, workflow kind of related. Could you share those with us now?

Mario: Yeah, sure. This is an interesting topic because I’m on a kick right now. I’m creating rules for the 2018 year. I got a couple of them that are near and dear to my heart when it comes to just more or less just general selling but things that I see happening that are just incorrect on the digital side. One of the rules that I have is the two, three, and four-week meeting request rule.

The two, three, and four-week meeting request rule. Here’s what we normally see for most account executives. They create outreach whether it’s on social, whether it’s on LinkedIn message, or whether it’s through a video message, or on email. They create outreach and they say something to the effect of, “Hey, Marylou. Love to connect with you. Can you please let me know when your next available time is for 15 minutes?”

The reality is if you’re actually trying to get the attention of any type of executive or any type of managing leader in an organization, I’m not going to look at my calendar unless I’ve got a dying business meeting, you’ve caught me at the exact moment that I am looking for to solve a business problem that I know your company can solve. I am not gonna go sifting through my calendar to find the needle in the haystack, I’ll give you time, I’m gonna say, “Well, this works for me.” Then you write back, “Well, that doesn’t work for me.” We’re gonna end up playing email volleyball.

The two, three, and four-week meeting request rule is if you were going to ask for a meeting, the best arrangement is to say, “Here are three dates and times that work for me.” The first thing that you give them is two weeks out from the date that you’re sending that particular message. The second date that you give is three weeks out. The third date you give is four weeks out. Why? Because most leaders have their schedules booked out around two weeks at the minimum, maximum four. Does that make sense?

Marylou: Makes perfect sense.

Mario: Next, what you need to say is, it’s not just, “How about February 12th, February 17th, and then how about February 28th?” You don’t just say that. What you do is in two, three, and four-week, you start out with morning, noon, and evening, because what you’re trying to figure out is when do they like to meet? Two weeks out is 9AM, three weeks out is 1PM, four weeks out is 4PM. You’re looking for a trend.

When does this buyer like to meet? Early in the morning? Late in the evening? Middle of the afternoon? You give that different time so that it actually allows them to be able to look at their schedule and have different options. Will it be a trend? Maybe. Maybe not. Should you start recording that to know when they generally like to have meetings? Yes. If they say, “I’m available three weeks from now at mid-afternoon.” Well, guess what, maybe your next request is, “Let’s schedule a meeting out,” and you start out at two or three meetings away from the time.

That’s the two, three, and four-week meeting request rule. I always, always, always, always, part of the digital program is I’ll put those three dates and times, two, three, and four weeks out, 9, 1, and 4, and then I say, “If none of those dates actually work for you, attached is my calendar link,” and that we use Calendly, “attached is my calendar link so that you could find the time that works for the both of us by simply clicking on this link.”

That will eliminate all of the email volleyball back and forth. My point is that you’re no longer having to find the needle in the haystack and just pick random dates. You’re giving them targets to look at their calendar, “Am I available, yes or no?” If no on all three, then at least they have a default to go look at your calendar and simply book when you guys are both available.

Marylou: That’s exactly right. What you’re talking about isn’t exactly the dark ages when I had a call center is we used to check best time to call and used to do that by role, and over the course of the year we started seeing trends. We would even know the days of the week to send mail. We would use that same indicator to send mail, to make phone calls, and as the internet came online, then we would take that and track when they email.

There’s a lot of steps out now about email, about calling, and mailing, and all of the other types of the letters we use to initiate conversation. We try to track that within the body of the CRM possible so that marketing knows when to send their stuff, we know how to schedule our workflows around the buyer. It really maximizes our return on effort which is really what we’re trying to do.

Mario: Yeah, great point. Exactly. Similar scenario and because we’ve gone to a field-base model, mobile environment, work anywhere, generally we’re not tracking a sales rep’s phone conversation. In fact, most phone conversations are even happening over at corporate phone system, also on the mobile device. Right?

Marylou: Right.

Mario: We don’t have a lot of that data potentially anymore, but just the generalities like you alluded to. This is a way for you to start providing, again, personalization. You start working at trends and every sales person, if they’re effective, they’re gonna understand what the trends are that are taking place inside their accounts and with what their general prospect is looking for. No one size fits all but it is a trend and a rule and they do help considerably.

Marylou: The two, three, and four meeting request rule is a really great rule. You have five of these things that you’re talking about these days.

Mario: I have what?

Marylou: You have five of these rules that you said that you wanna spend time talking about in the next month or so after closing things that you’re working on.

Mario: Yeah, if you’re following me on LinkedIn, I’ve already launched the 15-minute Request Rule, is what I’ve launched and the couple other rules that I’ve done as well on there. There are five. Feel free to call me. You can call me I guess, if you want. Follow me on LinkedIn and you’ll see a lot of this content that’s out there. I did recently publish one and it’s gotten a lot of good, interesting traction both for and against. I have a general policy and I call them my 15-minute Request Rule. I think it’s the dumbest thing ever.

Marylou: [inaudible 00:36:57] the dumb rule you called it.

Mario: The dumb rule. It’s dumb. Literally, that’s what I say, it’s dumb. There’s a lot of reasons why people use a 15-minute meeting request, primarily because you may know the infamous TED Talks that talk about the research that we only have an 18 minute attention span and after 18 minutes we’re tuned out. There’s obviously a science behind that, clearly, no doubt.

The reality is if you’re engaged in a conversation, you’re not gonna lose the attention span of somebody within 15 minutes. But here’s the bigger issue, the bigger issue that I contend with, there is no possible way that as a sales person, that you can begin the relationship building rapport that you need to have in order to be able to differentiate you because at the end of the day, no matter what, at the end of the day, you are still differentiating you as the main difference between you and your competitor.

Our job is to make things unequal. If we are doing the 15-minute rule like everybody else is doing, then you’re just the same as everybody else, and you’re not setting yourself apart. My perspective is don’t ask for the 15-minute meeting request upfront. If they throttle you back and say, “I only have 15.” Fine, take that but always ask for 30 minutes because that’s how you start relationship building. That’s how you start rapport building.

You have to remember the only thing that truly sets you apart is you. You cannot differentiate yourself or make things unequal if all are setting up 15 minute appointments.

Marylou: Which is what, in alignment to what we talked before about the value prop, if you have a compelling value proposition for the prospect, I don’t think time is ever gonna even matter. Yes, you can throw time out there, but if they’re that interested in getting to know you, your product or service, why you, why now? If that’s all communicated as part of this connection process that you’re talking about, then they’re gonna take this meeting, and take as long as needed to make sure they understand more about how you can help them.

Mario: Generally speaking, I would agree with you. Of course people are listening to this saying, “Well, there’s always exceptions.” If they’re a very busy executive who only wants to give you 15 minutes, here’s what I would say, if you’re trying to get to see X something, the question you have to ask yourself is if they’re only willing to spend 15 minutes with you, did you actually spend the time that you needed to be prepared with all the folks at the VP, director, manager, and individual contributor level, before you walk into that CXO’s office?

This is an interesting discussion because it is happening on LinkedIn right now. There’s a peer of mine who we are engaged in a very healthy debate on this and that’s my contention is, “Look, don’t be a slam bam. Thank you ma’am.” Sorry for alluding to that but you’ve got to be different and you’ve got to be smarter about how you engage. Everybody wants to go to the C level, of course you do.

But I remember one of my most trusted executive friends and buyers was the global CIO, a direct report to the CEO of a Fortune 6 company, Randy Spratt, the global CIO of McKesson Corporation, and he said,”By the time that you get to me, if I allow you in my office for 15 minutes, it is not so that I can make a buying decision. You better come to me and tell me how you’re going to make my life better or you’re going to make me more competitive than my nearest competitors.

If you have not met with the lower folks at the lower levels, then it’s going to be a worthless meeting and my recommendation is thumbs down on you.” That’s super important. I think a lot of folks will get into this rut of we’re just trying to book a meeting for the sake of booking a meeting. I’d rather have 10 conversations with the right 10 prospects than 100 conversations with all the wrong.

Marylou: I agree. I think that the ability to go in and around that bullseye of direct and indirect influencers of the people who are gonna be users of, working on, installing, implementing, or improving whatever project it is that you have, the more conversations you have, the better equipped you are to have those conversations at a strategic level with the c-level people in the first place. I’m rooting on that one.

Mario: But the challenge is many sales people feel like if they go at these lower levels they’d get stuck because of course the manager doesn’t want you to go to the director, the director doesn’t want you to go to the VP, and so on. That is why digital is such an amazing tool because it allows you to be able to engage with all facets of the business with a multithreading approach to selling, and you don’t get stuck at one level.

You end up allowing yourself to think through who are all the players that need to be involved and you start socially and digitally engaging and surrounding yourself with all the key buyers. If you’re not doing that, that’s one of the things I hope you takeaway from this podcast. It’s multi thread and use digital to do that.

Marylou: The other thing is too that there’s this feeling that you have to sell everybody on the next call to action which there are kind of petite call to actions and then there’s the big call to action. I think a lot of yes, we want every conversation we have to be meaningful in some way where we’re moving forward into the pipeline, or out if we’re disqualifying them, but they don’t have to be these huge, gigantic leaps in order to get to the next conversation.

That’s why I think people get stuck at certain levels it’s because they don’t have a plan that says, “Okay, what’s the next logical place we should go with people as a team as we march down this journey together?” There’s a little bit of planning that needs to be involved at the lower levels to get unstuck that people are not really thinking about.

Mario: Actually, this conversation that is going on online, what a fellow peer influencer who I respect, by the way, I just want to make note of this, who I respect, he has this commentary once, “Your sole purpose of your first meeting is to book the second meeting.” I said, “Are you freaking kidding me?” No. That’s not your sole purpose.

Your sole purpose is to identify whether or not they have a problem that you can solve. Once you understand that they have problem you can solve, your secondary purpose now is to help them understand that you actually can solve them and they could potentially trust you through the process, evaluate whether or not you can solve that problem, and then your third step is to book that meeting or then to refer you to the right person.

I never walk into a meeting saying that my whole entire purpose is to book another meeting. Are you kidding me? No. I walk with those three things that I just identified, if I’ve identified that there’s a mutual opportunity for us to work together, then I’m going to go and get the next meeting. You never leave a meeting without booking the next meeting, if there’s mutual interest, and if there’s an opportunity.

I do agree with him on that part but your sole purpose in sales and leveraging digital is not just book meetings. My god, why would you wanna book another meeting with somebody who’s not even the right person to book the meeting? It’s crazy to me.

Marylou: We’ve all been there where we’ve had people book meetings for us in the models where the SDR, that’s all they do, book meetings. We’ve allocated the time, we’ve brought in the right people, we’ve dedicated resources to the next call, only to find out that they weren’t qualified in the first place. That happens enough, you you just get burnt by it.

Mario: All you got is a warm body who says, “Yeah, I’ll take a meeting.”

Marylou: Exactly. We talked about the 15-minute meeting request, the dumb rule. We’ve talked about the two, three, and four-week meeting request rule. What other rules do you have for us, Mario?

Mario: Oh, man. If we have enough time, I’d go through at least one more rule, that is what we have is the three by three rule.

Marylou: Let’s do that one.

Mario: Okay. The three by three rule is really very specific to before walking into a meeting, we’ve all been there, we’ve all done it, before we click on our virtual meeting, before we click on our video, before we get on a conference call, before we walk into a meeting, if you have not done your research on your prospect before walking in, as well as that company, shame on you.

I always tell clients and sales folks, “Take the 15, minimum 15, maximum 30 minutes to do some research about the company, who they are, the information about the individual that you’re meeting with, what their background is, what people say about them, get to know that person before walking into that meeting.”

But we’ve all been there where we’re running from one meeting to a next, and somehow, somewhere a conference call got booked on our calendar, so you gotta implement the three by three. This is your fallback, not default, your fallback. That is three things in three minutes. Open someone’s LinkedIn profile, open up the company LinkedIn page, open up the company website, go to their Twitter handle, find them on Facebook, Google search their name.

Three things in three minutes, find something of pertinent nature that you can incorporate to the conversation, either a passion, either an interest, either a problem a company is having, a big award that the company may have received, that you can incorporate into the conversation so that people know, “Oh, you did your homework.” If you can get that comment out of a sales meeting, “Oh, you did your homework. Good. Yeah, that’s actually what we’re really proud of,” whatever blah blah blah might be.

That’s the small thing that can set you apart. I remember, I said earlier, the commentary that our job is to make things unequal. All things being equal, relationships still win. Our job is to make things unequal through the relationship at a minimum. That’s the only connection that truly sets us apart is make sure you implement three by three.

Three things in three minutes, you read over through that information, you’re looking for something that is of pertinent value that you can incorporate in a relationship building technique or in an information sharing way where it’ll allow you to be able to showcase you did your homework. That’s the three by three rule.

Marylou: For those folks who are listening, what we talked about getting ready for your personalized email engine that you’re gonna be sending out to your buyers. This is a perfect rule to actually apply when you have those templates that marketing gave you with all the wonderful marketing words on it, you need to customize that first paragraph, this is a perfect rule to use. It shouldn’t take 10, 15, 30 minutes per email. You just heard Mario say, it can be done in three to five, what you say, Mario, three minutes?

Mario: Yeah, absolutely.

Marylou: Which means you could do 20-25 hyper personalized emails each and everyday into those contacts with whom you’ve already started a conversation, with follow-up sequences. Here you heard it through Mario. Remember that. Mario, we do need to wrap up. I totally enjoyed our conversations today, thank you so much. How can people get ahold of you?

Mario: I’m very socially active, so connect with me and send me a personalized connection request message, and say you heard me on Marylou Tyler’s podcast as a personalized connection request. I’m happy to engage with you or feel free to follow me LinkedIn, and my Twitter handle is @m_3jr. That’s my Twitter handle and absolutely visit vengreso.com if you need help with the branding effort, if you need help with your beginner’s course to social selling. We’ve got all those things online. We run courses every quarter so feel free to join us and I look forward to hearing from you.

Marylou: They do have a great team over there. A bunch of really, really smart people, very passionate about what they’re doing, probably [inaudible 00:34:41] space that they represent. I’ll put everything on the show notes, Mario. Thank you again for your time, really enjoyed.

Mario: Thank you for having me, my friend.