Learn About Sales Prospecting Using Influencer Marketing
I share almost everything you need to know about sales prospecting using influencer marketing in this hilarious and yet very straight forward interview from the vault of features.
Posted on April 24, 2019 in Influencer Spotlight
Klyn Elsbury is a sought-after sales strategist and trainer, best-selling author, keynote sales speaker and Cystic Fibrosis warrior. Klyn’s story and daily work to thrive, rather than survive, has inspired thousands who have heard her speak and through her training programs. Klyn’s principles have been shared in over 100 publications and even lead to a prime-time slot on US Nightly News with Lester Holt, in part, because she has proven that with the right training, you can radically transform your company culture, your company, and thereby your life. You can learn more about her story here.
Can you tell us a little bit about your background and how you became a successful sales keynote speaker?
So yeah like overnight success takes a lot of nights right. I wrote a book in 2016 from my hospital bed as you guys may have saw I have cystic fibrosis so I am hospitalized anywhere from two to six months a year and I am one of the oldest people in the world with this condition. And so I wrote a book because I was freakin bored I had nothing else going on and I thought my mom would buy it right and she did which was nice of her “thanks mom” and everybody else bought it too.
And so it went viral on Amazon and then I may or may not have been having martinis one night on a beach and this really successful guy goes “hey do you want to speak at our event:” and I’m like “okay, why not” and what’s so funny is like there were major celebrities at the event like Jack R Willing, Chef Gordon, Bill Walton, and me. And it was my first real keynote and I was the highest rated speaker so I got signed to a bunch of agencies that day.
So yay, and that’s how it all like unfolded. And then I had to get off of disability because I was legally disabled so I couldn’t make any money which was fun and I decided like maybe there’s a business here. So I told myself I’m going to give myself six months, see what I can accomplish on social media and so far people keep tuning in, so It’s been more than six months.
At what point did you branch out into influencer marketing?
Gosh! Maybe literally lik e- I want to say it was only like six months ago which is weird. So here’s how it happened, this is so funny, I was at a networking event and I hate networking events I’m not good at them, I’m very socially awkward, and I was trying to tell like at the time I thought I was a really great sales critic because I got a couple contracts, I was walking around like really helping companies with closing percentages.
And I was trying to pitch myself at this networking event which by the way don’t do that at networking events, and the lady in charge goes “what are you doing in sales I’ve no doubt you’re great at it but social media is what you’re good at” and I’m like “no I’m not I suck at it I only have fifty thousand followers” and I said that and the guy next to me goes “can I hire you to run my socials” and I go “no, I’m not that good at it” and then another guy like everybody kept coming up to saying “will you teach me, will you teach me”. At one point, I had salespeople reaching out wanting to learn if influencer marketing can help them in prospecting. It clicked for me.
Yes, sales prospecting using influencer marketing can be incredibly effective.
What are some favorite influencers who have also written sales books?
In 2018, you read 39 books and listed them in an Instagram post. Can you share a few of your favorites that have had an impact on you?
I read everything by Jack Daly, Jeb Blount, and Alan Weiss.
And not many people know about him in the influencer space but in like Corporate America everybody knows Jack. So that was the first one and then I’m a huge fan , I’m looking at one of my stacks right now, I’m also a huge fan of The Compound Effect by Darren Hardy. It’s an old but true. It inspired me to write my book and it talks about how the tiny things we do everyday lead to the big things that happen ten years from now so do not lose sight of the small things. Because I think as an influencer we chase the likes, we chase the follows, we chase the engagement on one hand but on the other hand we are actually talking to humans on the other end and those tiny moments we can be of help to another human being that’s what creates an influencer space if you will. It’s all about loving everybody. It’s really cool. It’s not what you’re thinking it’s not like girls stop apologizing it’s like say hi to somebody and actually mean it and see what happens.
What is your favorite topic to discuss in your sales keynotes?
The first one is overcoming adversity, how to turn adversity into achievement right. There is actually a science to it so it’s always have fun science. but there’s actually four principles that if you’re having a tough time it’s called a crucible. Real quick so crucible is a life changing moment that is sudden, usually unplanned, and it can change the entire trajectory of your life. You know, getting hit by a car, losing your limbs, divorce, moving something like that so when you are in the heat of it what are the four strategies you can do to get out of that. And everything I relate back to cystic fibrosis and entrepreneurship which leads into the second one.
I get asked a lot about, you know, what are your views on entrepreneurship and that’s more of like a panel type discussion because I believe especially in the influencer space there’s never been a better time in the world to become entrepreneurs. We can make more money off this little device then our parents ever had the opportunity to do if they started a business, you know what I mean, and that to me is super exciting.
What has been your favorite partnership to-date with a brand?
So you guys see the movie Five Feet Apart it was just in theaters. Okay so she has cystic fibrosis same thing as I do and I coincidentally, it’s right there you can’t see it but, I have – yeah just come on over, right here’s my address us below, you guys are fun. No so there’s this product called, and this is totally unpaid plug for them because I love them so much, but it’s a product called AffloVest and what it is is it’s like this jacket I’m wearing but it’s got little motors inside it and so it shakes my lungs to force me to cough up the infection. And before AffloVest my machine that did that was like sixty pounds I kid you not.
It was the worst. I never did my treatments because it was so inconvenient and we partnered, I took a couple selfies, and then they flew me out to Austin to do a keynote for their global sales meetings. And just the company they’re passionate, they care about the CF population and then the product like it’s changed my life. I can do my treatments anytime I want now, I can do them at the gym it’s weird people make fun of me but I do it.
Where do you see sales prospecting using influencer marketing heading in 5 years?
So I mean for me I’ve had I don’t want to call it rapid success. But it was funny because I was flipping back through my Instagram last night paying attention to the analytics and I noticed a year ago on like one of the biggest keynotes of my life I had a photo of me on stage and it was a great photo it had drama, it was insane and the thing that was great about it, why am I telling you guys this, it got like thirty-two likes. I’m like “what nobody cared” because nobody knew who I was or what I was up to then and now if I post that I don’t even what to know what will happen. So my direction personally I think everybody needs to at least strive to be an influencer even if you have a big company like you need to be the face because people are so tired of “well we stand for safety” really like who are you, you know.
I want to buy from people now I don’t want to buy from brands and if the person is the brand it makes sense. Especially, millennials, as we stay in jobs for six months. If we don’t like our boss like we’re out, peace and we should be because we don’t have to settle for that life anymore because we are the brokest generation there ever was.
But like that’s kind of the beauty of it so five years from now if you’re not catching on now I feel bad for you, you know, you can change your entire life and I don’t think this is going anywhere. I think it’s going to get stronger for a relatively little ad spend if you’re a major brand you can reach thousands of people that your entire marketing department couldn’t figure out how to meet if you partner with an influencer. And I believe that micro influencers are where it’s at because the big ones you get like that hashtag ad and it’s all like kind of wordy and like the reach isn’t as big because the fans aren’t highly engaged, some of them they are but, you know, you can get a hundred thousand likes and still nobody’s buying from you. But these micro influencers like the engagement and the depth of the connections people buy and I think there’s a big play there. So if anyone’s even debating getting into this I think this is revolutionary. I think it’s stronger, deeper, and more monetizable.
Note: Influencer interviews are transcribed using editing software and may have errors. Regardless, please comment below if you have ever considered trying sales prospecting using influencer marketing