I see it (and experience it) time and time again.
A sales rep calls a prospect, they don’t answer so they either leave a message or they simply call back.
Some will immediately email after they left a voice mail (which I think is dickish but to each their own) and the cycle repeats itself over and over again.
There Are Several Things Wrong With This Approach
1) It’s typical, it’s boring, it’s predictable and there’s nothing about it that makes you stand out since you and everyone else is doing it. I also believe that because everyone else is doing it, there is nothing about it that breaks the recipient’s pattern of blowing it off.
2) When you approach a prospect in the same way, over and over again, you are conditioning a “non response”. Think about it, after a while, a prospect sees your name on an email and if you’ve basically sent the same lame message forever, why would they open it? The same holds true for voicemails. They hear your name, they start to hear the same message you’ve left forever and they delete your ass.
What’s An Aspiring Sales Rock Star To Do?
Mix it up with a “Sales Mix”!
Think about everything you can do besides the phone and email.
There’s snail mail, Fed Ex, drop offs, drop ins, traditional networking, social networking, creative things, etc.
Once you get done with your list, I want you to imagine a drop down menu for each category where you think of several options within that category.
Let’s take email. There are different types of emails you can send. Right?
There are intro emails.
Emails where you are sending along something useful (an article, resource, study etc)
Daniel Pink and Guy Kowasaki talk about brief emails with no more than 3-5 sentences. That could be one of the types of emails you send.
So Imagine This . . .
You come up with at least 10 different types of “touches” for your sales mix.
Then you create an imaginary drop down menu with at least 3 different touches within that category.
That’s at least 30 different things and . . .
30 different ways for you to become less predictable!
Want To Get Better At Hunting For New Business?
Then you might want join us for our new online program How To Hunt More Effectively!
We’re going to be talking about everything from better places to hunt to how you can mix up your “touches” with things like email, snail mail, networking, social networking, creative door openers, Fed Ex, video, and of course, the phone.
The best part is that we’re also going to talk about how to marry ALL of these things into an effective communication plan!
Actually that isn’t the best part . . .
The best part is that you can participate in this program right from your office or home and if you want to miss a session, I got you covered because we always send out a recording after each session. Go at your own pace!
If you ‘d like to learn more about this program, click here or the handy dandy button below. But you better do it soon because we launch on September 17th!
Sales managers, email me for special pricing on 2 or more or if you’d like to discuss customizing this program for your team! firstname.lastname@example.org