Ah, prospecting. I attended a sales training for the insurance industry earlier this week and with a fresh, new year upon us, the focus is all about how to get more sales than last year. Sales is the lifeblood of any business, and yet, we dread it.
As humans, we love to procrastinate when it comes to making sales calls, whether you do them in-person, on the phone, email, through Facebook groups, direct messaging, or on virtual coffee chats on Zoom or other video conferencing programs.
It can feel painful, annoying, humiliating, etc. I totally get it. When I spent a year working in accounting and finance recruiting, I spent hours each day making sales calls…and thinking of ways to avoid it. Pinterest and Instagram, anyone?
Let’s make it fun or at least interesting. Try out this approach next week and let me know how it works for you.
Step #1
Write a comment about something specific on one of your prospect’s recent social media posts or blogs that looks interesting to you. If you only click on the like button, that’s not enough to stand out to them. Also, if you’re not yet following them on social media, you should be. You don’t need to get all cyber stalker about it, keep it casual, but it’s a great way to stay in the front of their mind.
Step #2
Reach out to them directly (phone, email, or direct message) and use the post as a conversation starter. Mention specifically why it resonated with you or ask something specific about it. Specificity is the key. Otherwise, it may come across as though you didn’t take the time to read it.
Step #3
Then, be specific about why you’re reaching out to them. Here's an example:
“I recently helped (describe company like theirs, specifying how it is similar to them) with (problem your prospect likely faces) and helped them achieve (result). I think you can achieve a similar result.
If you’re interested in learning more, click here to schedule a time on my calendar that works best for you (insert scheduling link if you have one) or please let me know if you’re available to talk on Tuesday between 10am-2pm or on Wednesday after 3pm. I appreciate your time and look forward to talking with you soon.”
…
Give this approach your own personal touch but start commenting on your prospect’s social media and blogs to open them up to engaging with you when you reach out for a sales conversation. Those small efforts go a long way in making them feel extra special and appreciated, exactly the way you want your prospects and clients to feel.
Let me know how this works for you in the comments below.
