“You have to be prepared to hear no or at least get no response that many times before you can even consider that you’ve done your job, you’ve done enough.” – Jeff Bajorek in today’s Tip 1256
Are your expectations set at a dozen outreach attempts?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jeff Bajorek is back and he’s put together an 8 part series on why your team isn’t creating more opportunities, and we’re going to share 2 parts each weekend over the next for weeks. So here’s Jeff and part 1 of the series:
Jeff Bajorek: 8 Reasons Your Team Isn’t Creating More Opportunities.
Reason #1: They don’t have the right expectations.
I see too many salespeople who believe that prospecting is about saying the perfect thing at the perfect time to the perfect person. And that’s just not how it goes. You need to realize that it’s going to take you upwards of a dozen attempts to reach somebody. You have to be prepared to hear no or at least get no response that many times before you can even consider that you’ve done your job, you’ve done enough.
Are your expectations set there?
Think about this. The first couple of times you reach out, you’re just like every other salesperson. And then after three, most people will give up. So here’s an opportunity to separate yourself a little bit, then over attempts 3, 4, 5, 6. Especially if you use a multichannel approach and you reach them through social media, you get them through email, you have their phone number, maybe you even text them if you’re so bold. Now they know that you have them surrounded in a professional, non-creepy way, but they are taking you seriously. Well, now it’s the 8th outreach attempt before they are finally taking you seriously. That’s where you were hoping they were at outreach number one.
Now you’re going to give up? No. Now you’re going to demonstrate why you’ve been trying to get a hold of them. So if you have your expectations set appropriately, you can make the sales, you can create the opportunities, you can build the relationships, and make the connections that you need to make in order to hit your number.
So are your expectations set at a dozen outreach attempts? Are you ready to make that kind of a commitment? Got to think about that.
And while we’re talking about multichannel approaches, while we’re talking about expectations, can we talk a little bit about the phone? I’ve heard so many people say, “Well, Jeff, no one picks up the phone. Why would I use the phone if nobody picked it up?” Well, because it’s not about them picking up the phone. You know, that’s literally why voicemail was invented, right? But they don’t listen to voicemail. Who listens to voicemail? I just delete voicemail. Not everybody deletes voicemail. As a matter of fact, since so few people are using voicemail, it’s a way to stand out. I don’t know about you, but if I look at my inbox and I’ve got 100 emails there that are unread from salespeople that I have to triage and work through and I see four voicemail. Well, my brain says, why don’t I knock this voicemail thing out? And if there are only four of them. I may pay a little bit more attention to them.
Think about what you can do to stand out from the rest of your colleagues, the rest of your competitors, in terms of getting your prospects attention. A multi-channel approach, longer than you think, providing more value than you are, right now too, and we’ll get to that. Don’t just ask them if they’re ready to buy twelve times. That’s not the same thing. But are you reaching out in a way that demonstrates that you’re someone worth talking to? You’ve got something worth talking about, and you’re not going to go away quickly. That’s the bar you need to clear. And when you set your sights a little higher, you’re going to get results that are a lot better.
Scott Ingram: For links to connect with Jeff and ultimately, links to the rest of this series, just click over to DailySales.Tips/1256. Once you’ve done that, be sure to come back tomorrow for part 2 of this series. Thanks for listening!