“So the next time you approach a call and you don’t know who to ask for, remember to ask for help, that’s the person’s job. Let them know why you’re reaching out, so personalize the outreach. Let them know about challenges you can help with and where you add value” – Jason Bay in today’s Tip 290
Do you know who to ask for?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jason Bay from Blissful Prospecting is back with another tip, and I think after listening to this you’ll understand why I bring him back onto the show every week:
Jason Bay: Do you ever run into a situation where you’re doing research on a company and you’ve just cannot figure out who exactly to reach out to? I run into this quite a bit actually in our clients run into it quite a bit where there’s not enough information on LinkedIn and we know that you know, let’s say I’m working with a commercial real estate company right now and they really want to talk to people in operations roles. Primarily new chief level and VP of operations if the company is big enough. But a lot of the companies that are calling on are in industries where a lot of people don’t use LinkedIn, so they’re having to call through the main corporate line and they don’t even know who to ask for. And I thought that you might be running into a situation like that where there isn’t all this information online to research.
So what do you do? So I just recorded one on how to work with gatekeepers. So I suggest you check that one out if you haven’t yet. And the goal here really is that we want to work with the person that we’re calling because we don’t even know who to even ask for. So when you approach this, you want to go into a mindset of, I’m going to show this person that I did the best job that I could be researching and then I’m not just some random person smiling and dialing and I’m going to ask them for help. So when you get an assistant that answers the phone, you might just say, “Hey, you know, this is Jason of Blissful Prospecting. I was hoping you might be able to help me out.” And the tonality, and again, I talked about this and the other are reps. So it is really important that you want to treat this person like they are a worker at a grocery store or any other type of store where you might be asking someone for help. Their job is to help you. So don’t be afraid to ask them for help. And that’s the type of tone that you want to use too. As I was wondering if you might be able to help me out and then they’re going to say, “Yeah, what’s up?” Or “Hey, would it be happy to help you” depending on how friendly the person is.
Now you want to let them know you did your research. What we like to use is the REPLY method framework, and we’re going to open with Personalization, which is the P In REPLY. We’re going to continue with Empathy, which is the E in REPLY. And then we’re going to talk about Results, which is the R of REPLY. So I’m just gonna do an example for like this commercial real estate company that we’re working for. I’m working with, excuse me right now. So “Hey, you know, I was reaching out. I noticed that you guys have six locations spread out across Oregon and Washington and one of the big challenges that we hear with companies like yours is they’re looking to consolidate locations so they can be more efficient with the real estate spend. And one of the ways that we’ve worked with similar companies is by helping with that process, helping make sure that you guys make smart decisions around where you choose to stay, but also saving money in the process.” And the next part here you want to do is let them know that you did your research; “Hey, you know I was doing a bunch of digging around on LinkedIn and your guys’ and I to the best of my ability, I tried to make sure I knew who the person was to talk to and it looks like Adam is the closest fit, but I wasn’t sure is that I thought that might be something you might be able to help me out with. Do you know if Adam is the right person to talk with or do you think I should be talking to someone else?” And you’d be surprised how helpful people are. In a lot of cases, they’re gonna be like, well no, actually so-and-so is in charge of that. Let me see if they’re in. And another way that you can approach this too is; “Hey, have you heard anything about this? Or do you know anything about who might be managing in this case, its real estate you anything about who might be in charge of that? And you’re like I said, I did the best that I could to research this. And, and for life, we couldn’t really figure out who would be best to talk to. And I want to make sure I’m not wasting anyone’s time and able to bring as much value to that conversation as I can. Any idea who might be the right person to talk to.” And again, that tonality is very important. And then showing that you did your research and how you can offer value in coming from a place of wanting to help them is the way to go. So the next time you approach a call and you don’t know who to ask for, remember to ask for help, that’s the person’s job. Let them know why you’re reaching out, so personalize the outreach. Let them know about the challenges you can help with and where you add value, and then let them know that you did the best of your ability to research and ask them who they think would be the best person to talk with.
Scott Ingram: For more about Jason Bay and Blissful Prospecting, just click over to DailySales.Tips/290. We’ll also have a link to Jason Bay on LinkedIn so you can connect with him directly because he doesn’t just share great tips here.
Once you’ve done that, come on back tomorrow for another great sales tip. Thanks for listening!