Attract Top International Clients and Scale Your Business

Premium Webinar Series
5th May 2016

May 2016
Attracting Top International Clients
and Scaling Your Business

Webinar Agenda
3
Payoneer Premium Webinars
Guest Speaker: Anand Kulkarni
Featured Expert: Jonny Steel
Welcome to Billing Service
Twitter - #PayoneerLive
Q&A & Chat Features

Featured experts speaking today
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Anand Kulkarni
Anand 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.
Tweet your thoughts #PayoneerLive

Introducing Anand Kulkarni
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 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

Leadgenius runs virtual outbound sales at scale for some of
Silicon Valley’s fastest-growing companies.
6Tweet your thoughts #PayoneerLive
 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:

An inside perspective…
 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:
 What works well when finding and pitching international clients
 Standing out from your competition
 How to nurture and benefit from long-term client relationships

Attracting the Best International Clients

Buying a list
You might have tried:
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Going to job boards
These are competitive!!

Help clients find you through these same methods
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Outbound Sales Inbound Marketing
Building relationships with
future clients before they
have a need.
Create online content to help
future clients find and trust
you online.

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Inbound Marketing
 Blog Posts
 Newsletters
 Landing Pages
 Facebook Ads
 LinkedIn Ads
 Conferences & Events

Examples: Writing Blog Posts

Examples: Keeping a Newsletter

Rules of Inbound Marketing
Your content should be helpful and
relevant 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.

This is easier than you think!
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Write about your business
People who hire freelancers and agencies
are interested in these topics.
Share your skills freely!

Inbound works, but…
 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 Sales
Finding Clients First

Outbound Sales

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Pitching new clients
Outbound Sales

The way “outbound sales” used to go was like this:
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 Buy a giant list of names,
emails and phone numbers
of people who might work
at big companies
Send the same email to
everybody asking
“do you want to hire me?”

The way “outbound sales” used to go was like this:
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 Buy a giant list of names,
emails and phone numbers
of people who might work
at big companies
Send the same email to
everybody asking
“do you want to hire me?”
Buying lists and spamming
people does not work!

What’s better: right people, right message, right time
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 Build targeted lists of leads
Find and rank potential
qualified customers by doing
your homework
 Learn their pain
Figure out relevant data about
every one of those customers
 Pitch at scale
Write each one of those
customers a targeted, personal
message from a salesperson

Let’s show you how to do it.
 Know your market
 Study your market
 Reach out to everyone in your market

Let’s show you how to do it.
 Know your market
 Study your market
 Reach out to everyone in your market
 Grabbing leads
 Enriching leads
 Nurturing leads

How many people should you contact each month?
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If you want to close 5 deals a month…
Do an experiment!
5 closed deals

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Do an experiment!
25 proposals (20% close rate)
5 closed deals

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Do an experiment!
50 opportunities (50% have actual work)
5 closed deals

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Do an experiment!
Contacting 5000 potential clients (1% response rate)
5 closed deals

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Do an experiment!
416 hours (at 5 min/pitch)
Contacting 5000 potential clients (1% response rate)
5 closed deals

Your first team
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
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

Setting up virtual SDRs
Outreach & QA
Lead Generation

Equip your new VSDRs
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Give prosapectorsGive researchers
 LinkedIn Premium
 Yesware, Outreach, or Tout
 Salesforce/CRM access
 LinkedIn Premium
 Google Spreadsheets
 Import.io
 Rapportive
 Toofr (verification)
 Datanyze or BuiltWith

You can find people to contact via the web!
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

Figuring out how to reach people: three tools
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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.

Nurturing Client Relationships
What to say, when?

Use Software for Emailing
This market’s exploding!
 Tout
 Yesware
 Outreach.io
 Cadence (Salesloft)
 Sendbloom
 Quickmail
 Intercom
 Mailchimp
 Sidekick (Hubspot)
 MailGenius
 Boomerang
 PersistIQ

Use Relevant Content
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LinkedIn connections
who do you know in common?
what history do you have in common?
Social media activity
have they complained about your competitors?
can you say something they wrote about?
Product usage
what are these folks using in their technology stack?
Coworkers
who else works there on their team?
Do you know anybody there?
Hiring patterns
are they hiring for roles that use your technology?
Use relevant content to help people know you’re not spamming them.

Pitching Leads
41
From: anand@leadgenius.com
To: sarah@hotlead.com
Subj: 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!”

Pitching Leads
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Hi Sarah,
Cheers!
AK
Make it a custom,
handwritten email
Don’t be salesy!
Be helpful.

Pitching Leads
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Hi Sarah,
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!

Mass Customization
44
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.
AK
Compelling event

Mass Customization
45
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.
Cheers!
AK
LinkedIn…
(obviously)

Mass Customization
46
Hi Sarah,
Cheers!
AK
Comparison through our
past clients to find
potential customers in
their sector

Mass Customization
47
Hi Sarah,
Cheers!
AK
Background
Research

One mail isn’t enough.

Try to create value over time with an ongoing conversation

For happy clients
check 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!

Standing Out from the
Competition

Send Good Emails (personal)!

Don’t send generic emails listing every service you offer!

Try Channels Besides Email!
54
Consider non-email channels
(InMail, Facebook, Twitter)
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.

Modernize your Website
Crowded, low-quality Clean, minimal

Match your Inbound to your Outbound!
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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

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
@Polybot
anand@leadgenius.com
Reaching out to Anand

Introducing Jonny Steel
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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.

Payoneer Overview

Payoneer Partners

Welcome to Billing Service
64
 Lower Fees
Save up to 90%
 Faster Payments
Quicker than international wire transfer
 More Flexibility
Credit Card, eCheck Local Bank Transfer
Billing Service

Two ways of working internationally:
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Billing ServiceGlobal Payment
Service
Directly with ClientsVia Marketplaces
Mass Payout Service
Connect immediately with Payoneer’s 2000+ partners
Via Marketplaces

The problem with working directly:
66
Global Payment
Service
Directly with Clients
Complexity
The international payments industry is
overwhelming for service providers &
clients
Cost
Current payment methods are not cost-
effective for both parties
Late Payments
58% of service providers have had or will
have issues receiving payment on time
Billing Service

Payoneer’s solution: Billing Service
67
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)

Billing Service: Features
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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

Benefits of the Billing Service
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Lower Fees
Users save up to 90% on transaction fees
Faster Payments
Quicker than international wire transfer
More Flexibility
Credit Card, eCheck Local Bank Transfer (via
the Global Payment Service)
Security/ Trust
Clients pay via a trusted global brand

Available payment methods:

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
Sign Up to Payoneer: Start Billing Clients
Already a Payoneer User: Starting Using Billing Service Now

linkedin.com/jsteel118
blog.payoneer.com/author/jonny/
Reaching out to Jonny
Get in touch with Jonny!

Q&A
73
Time for your Questions

Attract Top International Clients and Scale Your Business

Attract Top International Clients and Scale Your Business

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