“When you can establish yourself as someone worth talking to, with something worth talking about, you’re going to get those meetings, focus on that instead of worrying about how you can’t do it the way you did it, six months ago.” – Jeff Bajorek in today’s Tip 539
What’s more important, the message or the medium?
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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. Jeff is all about rethinking the way you sell. He’s also the co-host of The Why And The Buy Podcast with Christie Walters, and now here he is with today’s tip:
Jeff Bajorek: I’m hearing a lot of people lament the fact that they cannot meet with prospects in person right now. And hey, this may be a shocker, but not everybody sells software as a service over zoom. Okay? So bear with me here. There’s a message here that will benefit even those who do, but think about those salespeople who are on the ground, who are still outside sales reps, who are out there meeting with customers. They can’t do that right now. And you’ve heard me say this for months.
Look, your prospects are not looking for new friends, and the value of those outside meetings, the value of those dinner meetings and drinks after work and rounds of golf and other forms of entertainment. The value of those goes down as your prospects put more value in time, spent away from work, and with their families.
So there’s gotta be a reason that those people were going to meet with you anyway. And it can’t just be because you were going to buy him stuff. So what does that mean as a salesperson? Well, it means you got to give them a really good reason to take your call.
Now, in some ways, the phone works better than it ever has before even voicemail. I don’t care if they’re not in the office. If you’re not used to leaving voicemails, if you’re not giving people good reasons to return your call and you got bigger problems than whether or not you can meet them in person.
What is your messaging? The reasons that they should meet with you should still be valid. The reasons that you can help them or the ways that you can help them have to still be valid. And if you didn’t know those reasons, then that’s your fault as a salesperson, it is not the fault of this global pandemic that is changing the way that we have to do things.
We need to be better.
So what’s more important, the message or the medium? If you can have an intriguing conversation about solving problems with someone in person, I guarantee you can have it over the phone. And if you know that that exchange is going to be valuable, then you can convey that value in an initial prospecting call or an email or a LinkedIn message or a direct message on Twitter or some other platform. The medium doesn’t matter as much as the message. And if your message is tied to the value you provide and the problems you solve and the way you solve those problems, you shouldn’t have that much of an issue.
Look, I know things are different and I know that people are scrambling trying to figure out how to adapt, but hold on a second, pause for a minute and think about the way you solve problems, the reasons you solve them, and the results you create. When you can put together messaging that you can convey to someone along those lines. It doesn’t matter if you can meet with them in person or not. They’re going to want to take your call. When you can establish yourself as someone worth talking to, with something worth talking about, you’re going to get those meetings, focus on that instead of worrying about how you can’t do it the way you did it, six months ago.
Scott Ingram: For more about Jeff, The Why And The Buy Podcast and his latest book: “Rethink The Way You Sell: When It Goes Sideways” just click over to DailySales.Tips/539
Then be sure to come back tomorrow for another great sales tip. Thanks for listening!