8/6/2019 Split Second Selling
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Split Second Selling
Whether you know me as a sales trainer or not doesn't matter,
what matters is whether you're
reading this to be entertained, to see how laughable the content
is or to scan read for a take-away
that you can implement into your daily routine.
As some of you know I write my own blog and articles for various
different other blogs and getcontinually asked to write for other
people. And if you already follow me then you'll know the
content I deliver is very niche and to the point and content
rich. This is going to be a little different.
In fact this article is going to nail one point directly and
very firmly on the head in a simple, easy to
grasp language that even a non english speaking tourist from
Mars could understand.
This little nugget is so highly effective for people who cold
call or who have to prospect for a
living. As some of you already know, I am a hardened prospector
and very much a relationship type
of sales guy and for those of you who sit on the same bench as
me, then you're in for a serious free
money making and kick-ass tip you're going to want to use. You'd
be hard pushed to actually find a
social media trainer who would know how to teach you this.
How to use Linkedin and get appointments so you can
exponentially close more business by using
reciprocity.
1. Target your contacts e.g. HR, FD, CEO, CIO, etc
2. Research your contacts perceived pain points and vertical
market trends
3. Grab a piece of paper and write out a quick two sentence
introduction that you can insert
into the friend request that is relevant to person and pain
point (hence the research)
4. Now think about what you can give to them that is relevant to
your research in order for
them to increase the likelihood of saying YES to your following
request.
5. Send friend request to each and every contact you wish to do
business with while ensuring
you insert your offer to gift in order to receive e.g.
Whitepaper, Invitation to a Breakfast
briefing but make sure the gift is relevant.
6. When your have identified your new contacts (the ones that
came back to you), repeat but
this time asking for their work email address, see examples
below of how I use this
effectively and tell them you have more important information to
share. By this time, this is
when I start receiving DDI and Cell numbers to have actual
selling conversations, but go to
the next step when this doesn't happen for you.
7. Once I have sent at least two emails to my target contacts, I
then proceed to call those
contacts that hadn't come back to me. I remind them on the call
that I am that person who
sent them valuable information that I thought pertinent to share
with them and ask them
straight out when they can book a time to either see me or
commit to a phone call. Before Iend the call, I repeat our next
appointment out loud and ask them for the last time if this is
definitely OK with them.
Just a quick note to point out that our objective is not to
increase our Linkedin network, although
this will happen anyway. Our objective is to get to the person
we want to sell to, either face to face
or via the phone. This little tip is a cold call killer. Now,
for those of you people that are very lucky
to be in the B2C space, this same principle works even better
and without the need for Linkedin.
Whenever you make a cold call, frame your call so that you are
there to help the other person,
recognise their voice patterns if they are harassed or busy, and
tell them you can give them a couple
of days to think about how they can help you either by referring
you or by finding out if theyactually need to buy from you because
you know what it's like to be frazzled and hassled and that
you can call back in two days time in order to help them
out.
