“So if you’re looking to try a new technique, try to set the right frame of reference.” – Jack Wilson in today’s Tip 1189
Are you experimenting or are you running an experiment?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from your favorite Friday regular, Jack Wilson. Here he is:
Jack Wilson: What’s going on Daily Sales Tips Community, Jack Wilson back with another tip. This week I want to talk about the difference between experimenting and experimenting. Yes, you heard that right. There is a distinct difference between experimenting and experimenting. On the one hand, experimenting can be just trying something new. And for all intents and purposes, it really means just kind of winging it, going out on a limb, doing something you haven’t done before, see how it feels, see how it works, see if it’s something you want to try again. That’s one kind of experimenting.
The other kind of experimenting is akin to the scientific method, where you’re measuring the current control environment, getting what success factors looks like, measuring the outcomes, and then making a decision based on facts and data on whether or not the new experiment was more or less successful than what you were doing before.
The reason I bring up the difference between the two is because in sales, I see a lot of people doing the first type of experimenting where they hear something cool or new, like, let’s do video prospecting, and then they throw it out in a handful of emails. They do it in an Adhoc type of way, in one’s and two’s, and then they don’t get the type of response that they were expecting and they quit on it, not giving enough time to be successful, more importantly, not measuring why it might or might not have been successful.
So if you’re looking to try a new technique, like in this example, video prospecting, try to set the right frame of reference. What kind of success are you having with your prospecting today? How many overall leads do you reach out to? What’s the overall response rate? Other types of success factors, then insert video into your new process. Give it a long enough period of time across a broad enough sample size for you to get a true measurement of its success. And then before you set out on the experiment, try setting a framework around what good looks like. What type of increase in results would you like to see to consider it a successful experiment, once you experiment in this more structured kind of way, has a more meaningful impact, not only on the way that you’re trying it, but on the results you’re trying to achieve. So next time you think about trying something new, ask yourself, am I experimenting, or am I running an experiment?
Scott Ingram: Since Jack is already an active $SALES coin holder. Let’s try a little experiment on that front. If you’ll go to SalesCoin.co/experiment you can claim 10 coins for yourself. For every listener who makes that claim for themselves, I’m also going to give 10 coins to Jack. So if you enjoy and appreciate Jack’s tips. Do yourself and Jack a favor and hop over to SalesCoin.co/experiment to grab those coins for both of you. Of course, we’ll also have that link and the transcript of this tip at DailySales.Tips/1189. Once you’ve claimed your coins, be sure to come back tomorrow for another great sales tip. Thanks for listening!