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The Value of Good Prospecting

Good prospecting is a rarity. If you prospect well, you can stand out in a way your competitors won't. You'll shorten your sales cycle. You'll get to the point faster with more prospective customers than you have before, and faster than your competitors do. Your ideal customers will be saying, "How can we work together?" rather than, "So what's your price?"

Image by Arek Socha from Pixabay

I've covered what's wrong with prospecting before. And I've also provided a FREE solution. But I have to tell you, the records show that you folks don't click over and follow that free course from someone else who's not associated with me, ie. I have nothing in the game in sending you over there. It's simply great stuff.

The Effective Prospecting Course I Share For Free That No One Gets

Yet almost nobody hits that link.

Why?

Is the idea that you're going to have to learn something, do some work, actually go through a course to be able to prospect well too much? Or did you not see the link because it's at the end of the article? Curious.

Anyway, I signed up for a free accountability program from another sales trainer who I respect. It offers to accelerate your results through the rest of 2022, the final three months of this year. I wasn't struggling, but I do always want to be better. It's been about a week and I've already:

1 - made a new series of videos on effective prospecting, as my daily video content creation per the program

2 - hit a personal best in closing six five figure sales in one day.

And my prospecting & qualifying method, as outlined in this video series, is responsible for a lot of that result.

Here is the playlist. Keep coming back to it because I'll be adding more videos, sharing more prospecting tips. As people have pointed out many times over the years, my stuff isn't some idea, some unproven concept: it's based on trial and error and real results in the sales world over the past two decades. (Man, when I think back to the late 1990s, after I got out of college and was in my first bizdev job, just how little I knew about selling...and that nobody trained me on anything beyond technical features of the products!)

Good Prospecting Training Videos Playlist

 

The first video alone will show you the difference between the spam-a-lot outbound leadgen machine, "throw spaghetti against the wall and hope something sticks" method almost everyone has adopted and something that looks, sounds, smells and is treated differently by the prospect.

Why Is Bad LeadGen So Rampant?

Why do you think it is the automated spamming outreach method is used so often? Is it because "that's what everyone else is doing" and so that must be the way you do it? Is it because people are afraid to be human beings, and want to hide behind that automation? Then you have something to blame, right? Must be the email deliverability. Must be that headline. Must be the message content—too long, or too short. Must be anything but YOU, the person ultimately responsible for your performance.

What if, instead of (Option 1) spamming 1000 attempted connections with automated tools over an afternoon...

...using the same bland and personality-less outreach message aimed at all those undifferentiated people you probably know next to nothing about other than "They are in X industry"...

...you (Option 2) focused on 30 leads you personally pre-qualified, who are likely to be receptive to your message because of where they're at and what situation they find themselves in...

...and your intention was to start a genuine dialogue with them as individuals, not immediately whip your offer out and shove it in their face?

I can tell you from personal experience that the second option, applied consistently and not as a one hit wonder, gets you much better results over time. Just like the results I experienced, closing six high ticket offers in a single afternoon.

It is not because I am such a great salesperson. Or that I always know exactly what to say. It is because I chose my prospects and hence where to put my effort carefully.

You Can Have An Effective Outbound Lead Generation Method In Place Today

Get started on that playlist! Apply what you learn, apply it consistently, and watch what happens.

What if your employer uses the automated mass outreach approach to generate leads for you?

No problem! Use the same methods on the leads that you're given. Filter them quickly. Qualify for those indicators I teach you in the videos to look for that show you this is likely to be a good lead. Follow up using the process I demonstrate.

Just about everyone in the online marketing world whines that "If only I had more leads" they would be so much better off.

This is a lie. A falsehood. Generating increasing quantities of poor quality prospects that lead to no engagement will only waste the time and energy of the front line salesperson.

You don't need more leads.

You need good prosecting in place to bring you a manageable number of better leads you can personally engage with.

This isn't something I've made up. I've been talking about it and building my process for many years.

>> If you're ready for the full version of what is explained here, including Challenger Sale instruction, how you should think as a founder beginning to operate your business, what to give your new hires to train them up quickly on effective selling, then get Sales On Fire <<

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Your LinkedIn Outreach Is Terrible (and what you can do about it)

Your LinkedIn outreach is terrible.

I don’t know exactly where people are getting “advice” for how to do outreach on social media...but what they’re being told is really bad.

Every day I receive dozens of LinkedIn connection requests that look the same, sound the same, and even smell the same (yep, they smell like you-know-what).

I’ve been in the online marketing industry a very long time--I had hair when I started--and was networking long before these platforms even existed.

“Hey, man. Saw you were in the same restaurant as I am, so I figured I’d sit my ass down at your group's table. How ‘bout it?”

This is the level of LinkedIn outreach message today.

Is that how you want to present yourself?

Is this the level of dialogue you wish to imply is available?

“Hey, man. We haven’t even met yet but why don’t we just get this crap over with and you buy my stuff / we get married / have a baby with me already?”

That’s what you sound like.

connection network linkedin join outreach

Photo by Darrel Und from Pexels

Clues To Effective LinkedIn Outreach

You may have noticed that I do like to provide solutions where I see problems. So here are some genuine recommendations you’ll find to be effective.

First, Niche Down.

Goodness! When someone sends me an out-of-the-blue connection request, and they aren’t even in my industry… can you guess what my automatic response will be?

Bye-bye.

And--get this--the reaction is even clearer, stronger and more deeply emotional (for that split-second of attention it gets) if you have dumped one of those inane copy-paste “I just thought we should” messages into the request.

It is better for you to have used NO message. If you’re coming from outside the person’s industry, it is better for you to not have said anything at all.

Let your profile do the talking instead.

That headline. It’s copywriting. A field I’ve been involved in for over a quarter-century and made a lot of money for both myself and my clients in. Your LinkedIn headline: that’s where you should be spending all of that careful crafting effort. It was true offline in traditional printed advertising and it remains true today in online platforms. Human nature has not changed.

Spamming outreach is not prospecting.

Churn-based activity is not effective work.

Can I be clearer?

Focus for Outreach Effectiveness

If you are sending “X” number of connection requests a day because somebody told you to--without any other attendant strategy--then you are wasting your time.

Pick a freakin’ niche first.

Let me tell you about my own experience. Some of you know that I work in the space industry. The moment I changed my profile and my headline to reflect that and only that, and started outreaching to space industry people, my results got much better.

They saw I was “one of them”. And after a few weeks the Network Effect really caught on: people wouldn’t even look at my profile before they hit “Accept”.

I am connected to generals, senior officials and other high level people because of this focus.

Beyond that, though, and where nearly all of you fall down is this: my intention is to develop some kind of relationship with every connection I make.

Are You a Superconnector?

It needn’t be a deep relationship. In fact, the Superconnector books (and I am a superconnector, my friends tell me) say that you probably shouldn’t focus on developing those. Just a favor, a kind word, an introduction here and there, once or twice a year: that’s enough for people to remember you.

But I do create deep relationships, and quickly. It’s how I got all my advisors for my firm in less than 12 months.

That is my intention. Not to simply have you as a hanger-on, a never-noticed network blip...but to actually know you a little.

Can you say the same?

In my experience, probably not. You’ve probably adopted that dumb old sales “maxim” about “some will, some won’t, so what, next!”. The lack of qualification screams from that line. It’s a business model for idiots.

Niche down. Pick a target. Get some discernment. Engage that Network Effect to start acting on your behalf.

When a new USAF general sees that they and I have 122 shared connections, what do you think their next move is? “Accept”. They don’t even read my profile. The mutual connections, the headline, and that’s it. Plus my intention behind the scenes.

Remember The Number One Rule of Marketing and Stand Out, will ya?

Second, adopt a more formal tone.

That’s the way business introductions used to be. Formal. Now I’m not saying “Do it this way because it was better in the olden time.” I’m saying so because it is in direct contrast to the sloppy, casual, “flop down next to you in your restaurant booth seat like I’m your neighbor” approach so disastrously common today.

Rule Number One in marketing is Stand Out.

If you must send a connection message, make it formal. Have a good reason why you’re connecting: not this “I just figured” or “If you’re open to” nonsense.

I’m open to any space industry colleague wanting to connect through LinkedIn outreach. I don’t even look any further than the headline. I know that's helping my network effect power.

I am NOT open to you, Skippy, with your “I help overtired executives recover their life and times with energetic healing” me-me-me nonsense that I’ve received one hundred and fifteen nearly identical requests about over the past 30 days.

Qualification.

Third, why not use the affiliate model?

We use it in the online marketing world all the time. Have a well-known industry professional in the niche you want to be in introduce you to their existing list of contacts.

Yes, it’s going to be work. But you’re already doing at least half of that work now--and your way, alone, is ineffective.

And there’s going to have to be something in it for the industry pro. Hopefully you have one as a friend already. You can get creative, can’t you?

I do this, and it has made an amazing difference.

The language is formal. My kingpin contact recommends me in a three-person message. Like a tennis match, I hit the ball back over the net with my own formalized response. Perhaps the third party, who is in the same industry and at the same level as us, remember, has said something in response during this time. Then I can send the connection request, again with some super formal language reminding them of why I’m connecting and on whose behest, in case a few days or a week has gone by since the original exchange. Sometimes the new contact sends me the connection request themselves.

Do you see how different and how much more effective this kind of process is than your sad, lonely, disconnected-to-anything outreach?

Free Course for Effective LinkedIn Outreach (and it's not even mine!)

I’m not going to spill all my secrets--those are for paying clients--but I will leave you with a final gift. It’s a big one. Remember me in your will. This is a free course from a friend of a contact who got ahold of me for a consultation. He mentioned this site and I took a look around. Then I watched this free course on LinkedIn outreach. I hope you understand I’ve seen a lot of things and so when I say this free course is better than many paid ones I’ve seen, that’ll matter to you. Go check it out. It’s A to Z, how to prospect effectively on LinkedIn.

Hell, you don’t even need me. What you do need is a change of mind.

>> FINALLY ready for effective, proven positioning, mindset, outreach and sales methods? Then you're ready for SALES ON FIRE <<