“You need to pay 2 conversations or 2 activities forward before you do anything for yourself.” – Jack Wilson in today’s Tip 1140
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s Friday and Jack Wilson is back. Here he is:
Jack Wilson: What’s going on Daily Sales Tips Community, Jack Wilson back with another tip for you. So if you’re on LinkedIn and you’re pretty active and you have been for quite some time, then you’ll probably see a lot of people complaining about the classic pitch slap. It’s when somebody sends you a connection request and then immediately they hit you with your pitch and they start trying to sell you something. Or maybe they don’t even wait. Sometimes they just put it right into the body of the connection request itself.
So obviously anyone who seasoned in sales and seasoned in social selling has been trying to get away from this forever. But the question begs “Jack, how? What else do I do? How do I drive a conversation that I know has the intent of a sale or booking a meeting?” To that eventual means without getting a little too eager, without being disingenuous. So what I want to introduce to you is a rule that I’ve been following that I call The ‘1, 2, Me’ Rule.
So what that simply means is that you need to pay 2 conversations or 2 activities forward before you do anything for yourself. So, for example, when I first connect with someone, the first touch should be about them. It should be about something they shared or commented about, or something that you researched about them online or in their profile, and asking a question or offering up some resource around that. So that’s your first touch, make it valuable.
Your second touch. Again, don’t go back in and have a conversation about the same thing you already talked about. And don’t you dare pitch slap them yet. Reconnect and just say, “Hey, haven’t chatted in a while.” Ask them about how their day is going. Ask them about what sort of goals or objectives they’re working toward. Maybe even ask them how you can help. “What kind of folks are you looking to get connected with in your network that maybe I can help you network with?”
1, 2, and now finally, it’s time for me. Now I feel like I’ve put enough out there, I’ve built enough goodwill. Hopefully, had enough good conversations where I can finally ask for something for me. So that’s the methodology of the rule that I follow when social selling. Again, it’s the ‘1, 2, Me.’ After this tip, feel free to reach out to me, and don’t you dare pitch slap me.
Scott Ingram: To connect with Jack on LinkedIn where you can tell him you enjoy listening to him on this show, that would be one, just click over DailySales.Tips/1140 for a link. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!