“So the idea of having an attitude of radically educating those that you’re conversing with will help you to have the mindset and the mentality in order to change the game.” – Dale Dupree in today’s Tip 61
Have you found your own way to open new doors like Dale has?
Join the conversation below and tell us about your unique first touch piece!
Scott Ingram: You’re listening to the Daily Sales Tips podcast, and I’m your host, Scott Ingram. Today’s tip is the first in a series that will be released once per week over the next few weeks from Dale Dupree. Some of you may know Dale as the Copier Warrior. He is also the leader of the Sales Rebellion, a sales trainer and the host of the Selling Local Podcast. Here he is:
Dale Dupree: What’s up everybody? This is going to be tip one of the five tips series here on the show. Going to be talking about my reason theory, which is to radically educate and share one’s narrative. It’s all the secret sauce behind the Copier Warrior’s cold outreach. We’re I’ll share the method behind my madness. Tip one is all about the R E stage of my reason theory, which is to Radically Educate. The idea of my cold outreach is that most people all do it the same. So the idea of having an attitude of radically educating those that you’re conversing with will help you to have the mindset and the mentality in order to change the game. The other piece of the puzzle is that my radically educate portion typically involves a first touch piece. Unless you’re an SDR or someone that’s just on the phone at all times, it’s pretty easy to create and execute on a first touch piece before calling to set the appointment with your prospect. When I talk about a first touch piece, I mean a couple of different things. It can be a written document, something that’s printed, something that’s manufactured as a marketing piece. It can be video, so a lot of different ways to do this, but the idea and the mindset behind it is that it’s simple, there’s humor, there’s energy, and we’re treating curiosity with his touch piece.
A good example of this will be my crumpled letter. It’s a letter that’s pre crumpled for the customer and the content inside literally tells the customer that we both know that 90% of the sales garbage you get is just that. So I pre-crumbled this letter to make it easier for you to throw it away. When you’re reaching out to a prospect, put it a little bit more extra effort and energy and love behind that first touch it causes them to think differently about you and so creates that cause and effect. Think of meeting your best friend for the first time or connecting with a kindred spirit. The idea here is to be yourself and to wear it on your sleeve proudly so remember that within the first touch portion of my reason theory that interim marketing pieces are important, whether it’s the crumbled letter or just the premise of your phone call is different than anybody else. The idea here is to change the game and causer prospect to have an awakening and to think that maybe just maybe this salesperson is the one that I want to buy from.
Scott Ingram: Have you found your own way to open new doors as Dale has? I’d love to hear about your unique first touch piece. Join the conversation at DailySales.Tips/61 there you’ll also find links to all things Dale Dupree, and because Dale is all about creating curiosity I thought I’d try to keep you a little curious and slowly release his series over time. So be sure you’re subscribed to the podcast so you don’t miss a tip.
Then come back tomorrow for another conference related tip.