{"id":1510,"date":"2019-03-12T04:30:10","date_gmt":"2019-03-12T09:30:10","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=1510"},"modified":"2019-03-12T02:06:17","modified_gmt":"2019-03-12T07:06:17","slug":"sales-tip-52-authentic-prospecting-jason-cahill","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-52-authentic-prospecting-jason-cahill\/","title":{"rendered":"Sales Tip 52: Authentic Prospecting &#8211; Jason Cahill"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/03\/Jason-Cahill-Headshot.jpg?resize=150%2C150&#038;ssl=1\" alt=\"\" width=\"150\" height=\"150\" class=\"alignright size-thumbnail wp-image-1582\" srcset=\"https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/03\/Jason-Cahill-Headshot.jpg?resize=150%2C150&amp;ssl=1 150w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/03\/Jason-Cahill-Headshot.jpg?resize=300%2C300&amp;ssl=1 300w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/03\/Jason-Cahill-Headshot.jpg?resize=100%2C100&amp;ssl=1 100w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/03\/Jason-Cahill-Headshot.jpg?resize=250%2C250&amp;ssl=1 250w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/03\/Jason-Cahill-Headshot.jpg?resize=200%2C200&amp;ssl=1 200w, https:\/\/i0.wp.com\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2019\/03\/Jason-Cahill-Headshot.jpg?w=500&amp;ssl=1 500w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/><\/p>\n<p>\u201cDon&#8217;t ask to get something back, just give and then you will get a lot more in return\u201d \u2013 Jason Cahill in today\u2019s Tip 52.<\/p>\n<p><strong>How do you go about prospecting in a way that&#8217;s authentic to you?<\/strong><\/p>\n<p><a href=\"http:\/\/dailysales.tips\/52\/#disqus_thread\">Join the conversation below<\/a> and find out more about Jason.<\/p>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/jasondcahill\/\">Jason&#8217;s LinkedIn<\/a><\/p>\n<p><iframe loading=\"lazy\" width=\"560\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/ptc8nr2qV_A\" frameborder=\"0\" allow=\"accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<h3>Transcript<\/h3>\n<p>Scott Ingram: Welcome back to the Daily Sales Tips Podcast. I&#8217;m your host, Scott Ingram. Today&#8217;s tip comes from Jason Cahill. Jason works in commercial sales at Ceridian and is responsible for their southwestern Ontario territory in Canada.<\/p>\n<p>Jason Cahill: So I like to do what I call authentic prospecting. And the way I do this is by starting off our relationship with our prospects by using reciprocity. So I&#8217;ll rewind a little bit, give you some context. So, imagine you&#8217;re walking down the street and some guy jumps out of an alley and says, \u201chey, you look like you like great jeans. I sell great jeans. You should come down this alley and I&#8217;ll sell you some great jeans. Come on, don&#8217;t worry about where I came from. Let&#8217;s go. Let&#8217;s go down the side of Lee. Why? Or maybe, you know what? Maybe I&#8217;ll come to your house. Can I come to your house?\u201d That is the creepiness that a lot of salespeople are using in prospecting. \u201cHey, I&#8217;m blah, blah, blah. Can I come to your office for a meeting? Can we set up a call? Can we do this? Don&#8217;t worry about what I&#8217;m asking for or what I represent. Just say yes\u201d. It&#8217;s creepy. And there&#8217;s a big alarm bell that goes off in the back of your lizard brain that says, \u201cstranger danger\u201d. Don\u2019t do that. So what I&#8217;ve found that works a lot better is starting off the relationship with reciprocity, giving something to my prospects and how I do this is this: So I go on their LinkedIn profile and I see their posts in there and what kinds of things they&#8217;re interested in, obviously they\u2019re prospect so we have something in common and I started liking and commenting on their posts. It&#8217;s kind of a mini-ABM strategy. And then I call them, I know, I still use a phone, I call them in and I say, \u201clisten, I like really liked your last post on XYZ and we&#8217;re having a webinar at the end of the month that I thought you might be interested in, it&#8217;s about XYZ. And I thought I&#8217;d give you an invite and just need your email or you know what, I&#8217;ll send it to you in LinkedIn. On that link, you can register and maybe a few weeks after the event we&#8217;ll sync up\u201d, and that&#8217;s it. I don&#8217;t ask for anything. I don&#8217;t ask for a commitment. It doesn&#8217;t matter if they come to the event or not. The point is that I&#8217;m breaking the whole mold of \u201cgive me something right away\u201d. I&#8217;m giving them something that I think has value to them. And because I&#8217;ve done my homework, from their LinkedIn, their business, whatever, our CRM history, it doesn&#8217;t matter. I&#8217;m starting the relationship off by giving them something. I feel like a lot more salespeople recognize the fact that you&#8217;re not calling someone to get a commission and you&#8217;re not calling someone to get a meeting. It&#8217;ll just happen if they&#8217;re ready and they&#8217;ll tell you, \u201cyeah, love to come to this meeting\u201d. And then you know what, in two weeks you just follow up. You don&#8217;t ask for permission. You just said, maybe we&#8217;ll sync up. You just do it. Just call them. Or you know what they may say no. They may say, \u201cno, we&#8217;re good because we use ABC Company, which is a competitor to you, and you know we&#8217;re happy because we&#8217;ve been using it for three years. We have them for one, two and three solutions, but we don&#8217;t have it for the fourth one and if you have something like that, maybe were interested\u201d. Brilliant! You just got a ton of information without even asking. Basically what I&#8217;m saying is take yes or no off the table. Okay? Don&#8217;t ask for a meeting, don&#8217;t ask to get something back, just give and then you will get a lot more in return.<\/p>\n<p>Scott Ingram: I love tips like this from real practitioners. If you&#8217;re listening to this and carrying a quota and managing a territory yourself, send me your own tip and I would be glad to feature it. For today&#8217;s conversation, let&#8217;s talk about how do you go about prospecting in a way that&#8217;s authentic to you? That&#8217;s happening at <a href=\"http:\/\/dailysales.tips\/52\/#disqus_thread\">DailySales.Tips\/52<\/a>. On that page, you&#8217;ll also find links to connect directly with Jason. He also provided a video version of this tip as well. So you can find all of that at <a href=\"http:\/\/dailysales.tips\/52\/#disqus_thread\">DailySales.Tips\/52<\/a> then come back tomorrow for another tip from Jeff Bajorek on checking your ego.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cDon&#8217;t ask to get something back, just give and then you will get a lot more in return\u201d \u2013 Jason Cahill in today\u2019s Tip 52. How do you go about prospecting in a way that&#8217;s authentic to you? Join the conversation below and find out more about Jason. Jason&#8217;s LinkedIn Transcript Scott Ingram: Welcome back&#8230;<\/p>\n","protected":false},"author":2,"featured_media":1582,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-1510","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Tip 52: Authentic Prospecting - Jason Cahill - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-52-authentic-prospecting-jason-cahill\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 52: Authentic Prospecting - Jason Cahill - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"\u201cDon&#8217;t ask to get something back, just give and then you will get a lot more in return\u201d \u2013 Jason Cahill in today\u2019s Tip 52. 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