“I’m using social proof in a way that makes the client that we help the hero versus our solution. And we’re doing that by telling a story that relates to the prospect through a challenge.” – Jason Bay in today’s Tip 263
Do you name dropping your clients you’ve worked with?
Join the conversation below and let us know how you use social proof in your cold outreach!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today is Jason Bay day. Jason from Blissful Prospecting is back like he is every week with another great prospecting tip for you. Here he is:
Jason Bay: So one of the things that we’ve been doing a lot of testing with is how we utilize social proof. And one of the things that we can do as salespeople is really tempted to share the slide in our sales deck with a prospect to show all the awesome logos we’ve worked with or we’ll say; Hey, we’ve worked with Amazon and Google and all these other companies. And what I wanted to do is give you some tactics that you can use that are much more effective than. Because a lot of the science around selling based on emotion or our logic and sort of how people buy based on emotion or logic. We’ll show you that if you’re too logical, sometimes you get the prospect into a very logical mode and they look for ways to shoot down why they’re not like those companies that you’ve worked with or why you’re not going to have time for them because you’re working with all these other people and it just go down this logical rabbit hole. So what I wanted to share with you is two methods here that you can use instead of just saying; Hey, we’ve worked with the Amazon, Google, or whatever other companies you’ve worked with.
So tactic number one that you can use, and it isn’t only gonna work if your solution helps your clients find more clients. So if you’re a marketing type of solution, SAAS, you’re selling marketing solutions or sales solutions. And let’s say that you’re, one of the verticals that you help your clients with is getting into the automotive industry. So let’s say some of your clients have connected with Ford and Toyota. You can share those companies in your cold outreach. So instead of saying; Hey, we’ve worked with Ford and Toyota, in this case you could say; Hey, you’re very similar to a client we helped here and you put the client name in, connect with Ford and Toyota using our method, our solution, our platform, whatever and else it might be. So you can share companies that the prospect would also want to work with.
The second one that you can do is tell a story. So avoid the ROI altogether because the ROI is very relative. When you think about it, the percentage is very relative to probably the stage at which the company is and percentages and dollar amounts are just so subjective like all across the board. And it might not be as relatable as telling the story of how you help them. So let’s say that you have worked with a big company like a Ford or an Amazon and maybe you feel like it might not be relatable to the company and reaching out to you. And that’s like maybe the only company you have in your Rolodex of clients that you’ve worked with. Well, you can relate through a challenge too. So this is something that this is someone I’m prospecting to right now. So I’m just using it as an example. They have performance management software. It’s a SAAS solution for HR professionals to help measure employee performance. So instead of talking about the percentage increase in engagement, what we say is; Hey, you know, not sure if you’re having challenges with performance management, but we recently helped Ford with this type of challenge where their employees engaging with the employee performance management software and now their HR team loves using our solution because it’s eliminated the drudgery of spreadsheets, word documents, and manual tracking. And it wasn’t sure if that’s a challenge you might be having with manual tracking and having to do this outside of your guys’ performance management system. So something like that, you’d probably refine that and get a little tighter. But again, I’m using social proof in a way that makes the client that we help the hero versus our solution. And we’re doing that by telling a story that relates to the prospect through a challenge. So what I’m curious is how you utilize social proof in your cold outreach. So check out the comments. Those are all linked back on the show notes and let us know how you use social proof.
Scott Ingram: If you’ll click over to DailySales.Tips/263 we’d love it if you’d comment on this tip and let us know how you use social proof in your cold outreach.
Once you’ve done that, make sure you’re subscribed to the podcast and come back tomorrow for another great sales tip from Jeff Bajorek!