“If you’re changing the messaging and the prospect, you’re messing with too many variables. You need to give yourself an opportunity to succeed.” – Jeff Bajorek in today’s Tip 404
Do you have too many variables?
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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 like he is every Thursday because the guy just doesn’t stop providing great insights and smart thinking. Here he is with this weeks tip:
Jeff Bajorek: I’ve got a background in science. One of the things that I learned in college and really in high school all the way back down when they teach you the scientific method, is that you reduce the amount of variables that you test at any given time so you know which one works. Too many variables and you’ve got too many things to measure and it really doesn’t help you narrow anything down. Listen, you read anything online today and there’s a lot of talks, particularly when it comes to account-based marketing about AB testing, right? Which works better Category A? Category B? Which message is going to resonate the most? Which attempt or which method to reach people is going to be the best way? How do we move forward, right? Eliminate the variables. Well, here’s a key concept that you’re probably missing, particularly if you’re an SDR or if you’re doing any initial outbound prospecting, your prospect is a variable. Give your messaging a chance to work. I’ve talked to dozens of salespeople who are in these outbound roles who are saying; Oh, just I got to think with the messaging. This didn’t work, so I’m going to try it differently with this prospect and that didn’t work. So I’m gonna try differently with that prospect. If you’re changing the messaging and the prospect, you’re messing with too many variables. You need to give yourself an opportunity to succeed. You need to have faith in the work that you’ve done in the talking points that you’ve created in the messaging that you are designing to give those messages, those talking points and opportunity to resonate. Look, you can’t be all things to all people. And I think this fear comes out of this idea that there is one message, one set of words, that if you reach the right person at the right time with the right message, you’re going to win all of those deals. It’s just not true. So remember your prospect is a variable your prospect is and the one that you’re trying to call at that particular time is the variable that is switching. So make sure that you commit to a talking point. Make sure you commit to a message, give those talking points and those messages and opportunity to be tested over a variety of variables, your prospects. So maybe that messaging is tested for a week, maybe it’s tested for a hundred calls or a hundred emails, whatever it is. Make sure you’re not changing too many things at once and I think you’re going to see a lot more patterns that emerge. You’re going to see what works, you’re going to see what doesn’t, and you’ll be able to use that data to be much more successful going forward.
Scott Ingram: Hopefully you’ve already done it, but if you still haven’t connected with Jeff on LinkedIn and jumped over to his website to get on his newsletter list then today’s the day. Click over to DailySales.Tips/404 a page that won’t result in an error, and we’ll have links to everything there.
Once that’s done. Be sure to come back tomorrow for another great sales tip. Thanks for listening!