What’s taking your energy and mind lately?
Most people are sitting at home, relaxing and waiting for life to be normal again until they get back to hustling.
But not everyone.
Because right now, competitors could be getting the lion’s share of your target market…
…and that’s something you DON’T wait to happen.
So how do you prospect the right way during the Quarantine?
As many of you know, I currently work in a company named Solvvy, and we sell AI Machine-Learning powered software for Customer Experience departments. And lately, despite the quarantine, I’ve generated a decent number of meetings—because I’ve been going HAM on taking action.
In this post, I’ll share with you what’s working RIGHT NOW as far as prospecting goes.
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But before we get started, I’d like to preface by saying something important…
It doesn’t matter what method of prospecting you use if you’re not going to take MASSIVE action.
Sure, you can have a lot of skill, and even be pretty good at sales or prospecting.
But from what I’ve learned in my experience is this:
Unless you have a number of years in that niche or industry and know exactly how to pinpoint prime prospects…
… you’re going to have to hustle and grind.
(and bust your ass)
Because doing sales is NOT easy.
It’s not for the faint of heart.
Even if you’re good, you’re still going to have to HUSTLE to really build up a pipeline and crush it.
As my mentor Tony Robbins says…
“Massive action is a CURE ALL.”
Prospecting is a numbers game.
But while hustle is important, knowing what works is absolutely crucial (unless you want to work your ass off 24/7 without seeing any results)
Let’s start with the MOST effective:
LinkedIn is absolutely poppin’ for me right now as I’m currently getting most of my meetings there.
Again, this is what’s working RIGHT NOW.
As far as the specific tactics go…
This is what I’m doing:
STEP #1: SEND A CONNECTION REQUEST TO YOUR PROSPECT
I’ll send this connection request with no message on the request.
“What? Wouldn’t that waste the opportunity to make them want to really connect with me?”
Well, this has worked better for me.
I’m not sure exactly why. Maybe if you have a great/relevant message, you can include it in the request. That might convert for you, but personally I’ve just been sending the connection requests without a note on them.
I have a hunch as to why this works.
I think it’s because when you add someone on LinkedIn without a message and they accept…
It’s because they don’t care and willingly accepting anyone who adds them.
It’s because of some pre-selection where for some reason, at a glance, they decided to accept your request. Who knows, maybe you look like a friend they had in college and they accepted the request?
Now my guess is that because of the concept of “consistency” (go check out the book Influence by Cialdini by the way…)
In their subconscious minds they’re thinking, “well since I accepted their request, I might as well read their message or consider their message” when you message them!
Whereas I feel like if you add a message on the LinkedIn request unless it’s genuine and relevant, the prospect is gonna know you’re looking to sell them even before they connect with you, and they will see you as “just another salesman” — and you don’t want that!
So once they’ve connected with you…
That’s when you send them a message.
As an expert and practitioner of sales, THIS is what’s converting most for me right now.
(And it’s not some sales tactic some guru wrote 30 years ago, that hasn’t sold in 50 years…)
As far as formatting goes for how to structure the message, for initial outreach, I like to keep things as simple as possible.
Tony Robbins says…
“Complexity is the enemy of EXECUTION”
If it’s too complex, people will NOT do anything with it.
Because their brain will immediately think it requires too much energy and time.
Keep it simple.
This is the format I recommend:
STEP #2: SEND A MESSAGE
Line 1: Personalized Message
This can be anything you mention that’s relevant in their LinkedIn profile or something you discovered in the news, something that happened about their company.
But if you’re not able to find any relevant information to personalize, that’s okay.
Just say this:
I understand you’re the Director of ________ at (their company).”
The reason why this works, especially with Directors, or Managers, and even VP’s is that oftentimes…
It is THEIR JOB to evaluate resources like the ones your company is offering!
You are not only doing them a favor.
If they DON’T pay attention to new tools and resources out in the marketplace, their jobs might be at risk!
Remember, it’s oftentimes part of their job to stay up to date with new solutions that can help their business.
It’s their responsibility to evaluate new tools that can help their business drive more revenue, create more efficiency, reduce costs, improve experiences, etc.
Line 2: Benefit Statement
This can be a simple benefit statement as to how you help companies like theirs.
Notice how I didn’t advise you to tell them about your product.
Here’s the cold hard truth:
It’s NEVER about you nor your product.
It’s ALWAYS about them, the benefits they can get and the problems they want to be solved.
So in step 2, dive straight into the benefits and explain to them in a simple to understand the way how you help people (companies) just like them!
Why is this important?
It’s about how you’re helping people just like them.
Line 3: Customer Results
You can either go straight to the CTA (Call to Action), or you can provide a simple line with statistics and customer examples of how you’ve helped other companies (like theirs) achieve specific results.
Citing numbers and actual results here is incredibly helpful.
Again this provides credibility and social proof.
Line 4: Call to Action
Finally, this is your call to action.
Be specific in your ask of the prospect, and make sure you’re communicating it in terms of value that the prospect/customer would get.
See below for an example of an actual meeting I booked with a prospect:
Also, follow-ups are important.
Most people don’t have the time to read or respond to messages on LinkedIn—especially that they receive tons every day.
After messaging them, comb through them once again with a brief follow up.
You never know what result it could give you.
Remember, if you take massive action, you WILL get conversions.
This is pretty much the same as LinkedIn messaging.
It’s just obviously a different medium.
That’s another reason why LinkedIn is nice. There’s the element of seeing someone’s face and personal profile, as opposed to just text or the snippet of the first line of the email.
Regardless of the medium you choose…
Ask yourself this question:
“How can I cut through the noise?”
One of the most important things you can do here is to also personalize.
However, this isn’t just personalization for personalization’s sake. It’s best if it’s relevant to the topic at hand or the problem you’re looking to solve. It could even be a genuine connection like having graduated from the same university together.
Why would you want to do this?
- To make your email relevant—talking about subjects that your prospect CARES about greatly.
This goes back to the concept that typically it’s your prospect’s job to evaluate tools you’re offering (if you’re targeting the right customer profiles!)
- So that your prospect knows that you wrote this message FOR them.
…they’d only see your email as automated spam that was sent out to 10,000 people.
Cause, we all know when it’s a spam message versus a message thoughtfully meant for us.
Last effective method to prospect while in Quarantine is…
Right now, almost everyone is working from home.
So in order to be more effective at connecting with people, it’s ideal if you have their cell phone numbers.
People are more and more accustomed to receiving calls on their cell phones.
If you don’t already do so, leverage a tool like ZoomInfo (www.zoominfo.com) so you can get access to as many prospect cell phone numbers as possible!
In fact, if you do B2B Sales, zoominfo is an absolute necessity when it comes to effective prospecting and building a pipeline.
These are the EXACT things I’m doing right now to generate meetings and build my pipeline in this time.
I hope you got value out of this post.
If you have any questions or would like to me write on a particular topic, please email me at [email protected]!
P.S. I recently created a complete, battle-tested B2B Sales Course on how to sell effectively through EACH step of the sales cycle so you can massively increase your ROI…
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