“You have to lead with how you help your prospects and how your clients benefit and win from using your solution.” – Jason Bay in today’s Tip 346
What do you see the big sales, prospecting, and outbound trends for 2020?
Join the conversation below and help me thank Jason for all of his tips this year!
Jason Bay on LinkedIn
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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 to help us close out the year with some greatness. Pop that bottle of champagne and celebrate, here’s Jason Bay:
Jason Bay: So a lot of people have been asking me, What I see the big sales and prospecting and outbound trends are for 2020? and what I wanted to do in this podcast episode is share seven steps to outbound Badassery in 2020. So if you want to be a badass with your outbound efforts in 2020 or you want your sales team to be outbound badasses, this is what I believe are the big opportunities in 2020.
So number one is leveraging social. And specifically, it’s not just posting an update every now and then or reposting someone’s content or liking or commenting. It’s using LinkedIn as a prospecting tool and do what I consider social selling. And what that means is you post regularly on LinkedIn and you like and comment on people’s stuff. And as you start to build those relationships, you actually run prospecting cadences on the people interacting with your content and interacting with other people’s content, even competitor’s content that’s related to what you’re selling. And you can run those sequences straight from LinkedIn so you can open up LinkedIn, literally look for people that you want to call and respond to and that sort of thing. And then when they’re using Apollo, LeadIQ, whatever kind of tools you’re using, literally pull the person’s information and put them into a personalized sequence and open up with saw that you commented on or “Hey, appreciated your comment on my post about this..” et cetera. So leverage social as a prospect and tools, number one.
Number two is pick up the phone. The phone is the biggest opportunity. I’m not the only one saying this. You’ve got to pick up the phone. Just think of the executives at your company. Just ask them how many cold calls they get compared to cold emails. And it’s usually a 10 to 1 ratio of emails to phone calls. So don’t be afraid to pick up the phone. Even if all you have is a corporate office line and you have to work through an assistant. Your phone is the biggest opportunity right now. People are afraid of the phone. Pick it up. It works.
Number three is making the prospect the hero. What we’re going to start to see a really big transition into is the product-centric messaging is going to be less and less effective. You have to lead with how you help your prospects and how your clients benefit and win from using your solution.
Number four is become methodology agnostic. There’s a lot of really great says sales methodologies out there, but if you’ve ever listened to me on this podcast, you know that I really recommend being methodology agnostic and it’s not about the methodology because if I showed you a lineup right now of a thousand of the most successful salespeople in America, I bet what you would not find in common is their sales methodology. I bet it would be all over the place, so focus on the fundamentals and the habits needed for outbound success ditch the methodologies.
Number five, become more empathetic. So empathy is a skill that you can learn and practice in. One exercise that you can start doing is thinking about how will what I’m sending to this person or how will, what I’m saying to this person in this call makes them feel. And what you want to do is make sure to focus on some of those positive emotions of intrigue or potentially excitement or curiosity. You don’t want them to feel frustrated, right? You don’t want them to feel mad. So think about and ask yourself, how is what I’m going to send to this person or say to this person, how will that make them feel? It’s really great exercise you can do on your team.
Number six is relevance. So two areas here. What’s going to really stop working is saying, ”Hey, we’ve worked with Amazon and Google. When you’re reaching out to a company that’s 200 employees.” So it doesn’t matter like who you’ve worked with if it’s not relevant to the prospect. So you need success stories and results and case studies that are relevant to their industry, their challenges, the persona you’re reaching out to, something that you can point to that’s relevance. The second part of relevance is personalization. So we’re starting to move away from first name company named, merge tags and saying, “Hey, I saw you like you’re a fan of the Boston whatever sports team, the New England Patriots.” That’s going to be less and less effective. Really what you need to do is find something that you can connect to your solution that is showing that you did your research and I meant to send this outreach to you personally, not to this list.
And number seven last but not least is get to the point. So be laser-focused on your outreach. Ideally, your emails are three to five sentences or less. You can get your pitch out in that cold call in 15 or 20 seconds. Your voicemails are less than 30 seconds. Your personalized videos are less than 60 seconds and you get to the point.
So those are the seven steps to being an outbound bad-ass in 2020 and let us know if there’s anything else that you feel is important by heading to the link and leaving a quick comment.
Scott Ingram: To leave that comment just click over to DailySales.Tips/346 where you’ll also find links to Blissful Prospecting and Jason’s profile on LinkedIn as well. I hope you’ll also do me a giant favor and help me thank Jason for all of his tips this year. He’s been a weekly regular on most Tuesdays and has brought nonstop value. I’ve really appreciated all of his insights and I hope you have to. He’s not getting paid for this, so your thanks will go a really long way.
Then be sure to come back tomorrow, also known as next year, for another great sales tip. Thanks for listening!