I want you to think about how you hunt for new business. Think about the message you typically communicate and the various forms of outreach you embrace.
Do you make any of these mistakes?
1) Always Communicating A Message That Says “I want to sell you something” or “I’d like to set an appointment with you so I can sell you something”. Your messaging needs to have other flavors like useful information and resources. Invites to events, webinars, seminars. Questions that make them think and even guide them on a journey of self discovery. There’s much more to this one but I’d rather teach you how to fish instead of doing the fishing for you so,what else could you add to this list? How can YOU change up your messaging?
2) Using The Same Form Of Outreach. For most sales reps, it’s the phone, email and if they consider themselves super creative, a combination of both. This really limits you as a sales professional because every prospect/client has THEIR preferred form of outreach. Also, when you deliver the same message, on the same platform, you become predictable and boring and you condition the recipient to disregard and delete you. Quite selfishly, you’re even boring yourself! Sales reps are not wired to do 1 thing for an extended amount of time. We like to mix things up. Are you?
3) Prospecting Inconsistently. Since most sales reps hunt for new business when time allows, their appearances are sporadic. Imagine someone in your personal life attempting to create a relationship with you where they’re here for a few days then they are gone for 7 weeks. They’re back for a week, then they’re gone for 3 months. Would this help you get to know them well enough to truly “know, like and trust” them? It’s no different with prospects.
Note: There are people right now, in your industry, who are taking your opportunities. They aren’t taking your opportunities because they’re better than you or have a better widget or better company. They are taking your opportunities simply because they show up consistently and you don’t. When you get done saying “Ouch!” feel free to begin scheduling your hunting activities. Otherwise, keep saying “AMEN” because anything else is a prayer at best!
4) Doing Predictable Things. Like calling at the same day and time. Calling (without blocking your number) and never leaving a voice mail message. Leaving a message and then immediately emailing. Calling/Emailing with the same messaging.
I’m cutting this list short intentionally because I’d like for you to leave a comment and add to this list.
What else can we add to it or . . .
Simply weigh in with your thoughts on the 4 mistakes I shared!
Perhaps A Change Is In Order?
On May 6th, I’m going to be sharing over 100 tactics to help you change up your messaging while complementing those phone calls you’re making with other forms of outreach!
Click HERE for details or the handy dandy banner below!
