I had a conversation with a VP of Sales last week, and he asked me, what’s one major thing, his reps could do, that would help them prospect more effectively.

While the money whore side of me wanted to say “Attend my online course“, I decided to go the helpful route instead.

Without hesitation, I said “They need to map their communication” and here’s why;

The problem with most reps, is that they typically decide on what they’re going to say as they are either reaching for the phone or reaching for their keyboard.

So even if the rep is brilliant in those instances (and most aren’t), it pales in comparison, to communication that was “mapped” and premeditated.

When we map our communication, we do a few things . . .

1) We consider ALL the types of outreach available to us in our tool shed. Hint: There’s a whole world of “touches” besides  phone and email.

2) We consider all the types of messages within the various forms of touches. Hint: Not every touch needs to reek of “I want to sell you something”.

3) We think a few moves at a time (I teach my clients to think 3 moves ahead). We also think about how much time will transpire between each move. Doing so, allows you to think out ways where each form of outreach supports another.

Example: I might leave you a message telling you to watch for a cool FedEx I have coming your way this Tuesday. Inside that FedEx I could have a DVD with a really short video with me addressing you by name.  At the end of that video, I tell you a specific day and time I’m going to attempt to reach you again.

That’s one of an infinite amount of possibilities with my mapping process.

The results my clients are seeing are off the charts! Why?

• Because the quality of their communication is better than that “seat of your pants” stuff they were doing prior.
• Their “courtship” with potential clients is more interesting because they aren’t saying the same sh*tty message via the same form of outreach.
• They aren’t boring, predictable and positioning themselves as just another “me too” sales rep!
• They’re enjoy their prospecting at a much higher level now since they can mix up their touches vs making 7,000 calls in a row. When they enjoy it, and they see the results, they stop avoiding the hunting portion of their job.

I would expect you would too, no?

You’re welcome!

There’s all types of ways you can use my process of mapping and there’s really a lot more to it.

If you like this idea and would like to learn the rest of the technique, you’re going to have to invest in yourself and either join us for our December 9th Prospect Like A Pro online course or our January 20th How To Hunt More Effectively course (the $150 early registration promo is about to go away)

If you’d like to learn more about our December 9th Prospect Like A Pro Course Click HERE

If you’d like to learn more about our January 20th How To Sell More Effectively course Click HERE

Or you can just keep doing the same old stuff you’ve been doing.