“If you put the right message with it, you’re fun but you’re also serious and what it is that you want to inside of the experience you’re building, they’ll call you every single time.” – Dale Dupree in today’s Tip 162
What efforts do you do to follow up?
Join the conversation below and send me your own follow-up question for Dale!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today, I’ve another clip from my latest interview with Dale Dupree, actually, this is two short clips in one where you can get a sense of the mindset, approach, and strategies that Dale deploys in his prospecting efforts:
Dale Dupree: And so I would head back to the office and do all my follow up for the rest of the day. And essentially what I was following up on, where my drops, you know, imagine being an account executive searching after net new business and instead of just trying to coldly and blindly get an appointment that you’re very purposeful and you’re very authentic on top of that, inside of this purpose that you’re trying to fulfill for yourself, but more so that you’re intentional about the interaction that you’re having. The intentionality, I think is the most important parts of this because I can call the front desk and say, “Hey, it’s The Copier Warrior from earlier. Were you able to get that picture of me and Chuck to Dennis and can I speak with him?” And I’m telling you right now that when you make that call, the front desk, 90% of the time, it’s just like “I gave it to him, he laughed.” They give you all kinds of info, they become your alliance instead of the organization in those moments. And they’ll say one of two things like he’s not interested, but he said to keep in touch like it’s the softest know you’ve ever gotten. Or they’ll say something along the lines he said to call them tomorrow at three right? Or yeah, he’s in, you know, so like either you get to them or you get the softest. No ever. But, but one way or another, I always kept people in my pipeline. I should mention that even if they told me they weren’t interested, I kept them in a bucket where I was respectful but pleasantly persistent with them over time and I won their business. So about five o’clock people go home, right? It’s got like they straight up just clock out and go home. But like I was telling you, like I’d go back into the field, I called it decompressing and at one point I was doing it wrong, but I’ll tell you the right way to do it is that you go back into the field, but you go with this attitude and mentality of serving. And so you had to a community event or you do or you had to a hotel, but, but go change your clothes first, like head in with some jeans and tennis shoes, like be less intrusive and, and be more meaningful and what it is that you’re trying to accomplish with these business owners and these people that you’re trying to serve.
I’m telling you, if you do this a right way, you never even have to cold call again in the first place. But I loved my outreach methodology so much because again, like when you walk in and you hand somebody a cardboard cutout of yourself that’s six feet tall and you say, “Hey, Eric has been ignoring my phone calls and I just want to meet him. And so I figured this would probably be the best way if you’ll put this in his office and just tell him that, you know, I said “Gotcha”. You know like the front desk loses their mind right, and they love it more than anything and then you know, if you’re intentional enough and if you put the right message with it, you’re fun but you’re also serious and what it is that you want to inside of the experience you’re building, they’ll call you every single time and again they’ll become something bigger than how it started.
Scott Ingram: There’s so much more in this interview and we’re not done yet. The full nearly 85-minute conversation is waiting for you over on the Sales Success Stories podcast and that’s just part 1. Dale and I are scheduled to talk again on July 3rd for round 2 and that episode will release on July 23rd. If you listen to these right as they come out you’ve still got a couple of days if you want to send me your own follow-up question for Dale that I can include in that interview, or better yet just come join us at the Sales Success Summit and ask him yourself. As always links to everything are available at DailySales.Tips/162.
Thanks for listening and come back tomorrow for another great sales tip.