Sales Hustle is now Sales Transformation
Nov. 10, 2021

#190 S2 Episode 59 - Tips on More Productive Prospecting

On this solo episode of the Sales Transformation Podcast with Collin Mitchell, you’ll learn a few tips on how to be more productive in your prospecting.

Knowing who amongst your prospects to prioritize first would give you the much-needed early wins and give you the confidence to close more. Relying on both technology and manual leg work creates a winning formula if you play your cards right. Here's how Collin and his team do exactly that.


Book Your Free Revenue First Podcast Strategy here!

Get Your Free Vidyard Account & State of Virtual Selling Report here!

Claim Your Free 200 Leads here!

HIGHLIGHTS

00:18 Prioritize your efforts in prospecting

02:00 Key aspects that salespeople struggle with

03:17 Put some manual tasks on top of the automated process

04:26 Follow your own version of a script 
 

QUOTES
 

00:23 "Prioritize your prospecting efforts. And what I mean by that is you wanna prioritize your prospecting with let's say your warmer prospects. These could be inbound leads, connected from Linkedin, these could be leads that opened your email multiple times. I would highly suggest that you prioritize those."

02:05 "You really wanna go into it with a mindset of really trying to add value. Have a good solid value proposition where you're trading something that's of value for their time so they're equally excited to have the conversation, to want to move forward."

03:51 "Something that shows that you really care and you do wanna help them, and it also positions you as an expert as the person to help them with that particular thing. So find a way that you can layer in some tasks into your sequences that are manual."

04:40 "Have a good solid talk track so that when they do pick up the phone, you know exactly what you're gonna say, how you're gonna say it, and how you're going to move that conversation forward. So be prepared when you are hammering the phone."

If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple. 

  • Learn more about Collin in the link below:

LinkedIn - https://www.linkedin.com/in/collin-saleshustle/

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:24] Welcome to another episode of sales transformation. Today's going to be a solo episode where I'm going to give you a few tips on how you can be more productive in your prospecting. All right. So here's one of the first things that I want to dive into, and this is a very important one. Uh, this is also one that a lot of cylinders can struggle with, but what you want to do is you want to prioritize.

[00:00:49] You're prospecting efforts. And what I mean by that is you want to prioritize your prospecting with say your warmer prospects. These could be inbound leads. These could be leads that have connected with you on LinkedIn. These could be leads that have opened your email multiple times. I would highly suggest that you prioritize those as your top priority when prospecting.

[00:01:13] So if you're trying to get a conversation going. The prospect to the first stage of the sales process, which is that discovery. Uh, you want to prioritize which prospects you are reaching out to. First, lot of times, many of your meetings are going to be booked over the phone and all of these other channels can work in your favor to make these prospects warmer.

[00:01:36] When you reach out to have that conversation, um, By prioritizing your leads to say your warmer, uh, higher priority prospects. You're going to see a lot more success rather than, um, just lumping them all together and reaching out to them in the same manner. So that's the first thing is have a process for, you know, maybe you have.

[00:01:59] Uh, a lead scoring system in place where it's easy to do this, but if you don't then a good rule of thumb is people who have connected you with on, uh, with you on LinkedIn. Uh, people have opened your emails or click links. Uh, multiple times those would be a good, those would be good buckets of prospects to prioritize when you're reaching out.

[00:02:20] Here's a key thing that a lot of sellers struggle with when you're reaching out. Yes. We all want to book the meeting. We want to get the discovery call, but you really want to go into it with a mindset of really trying to add value, have a good solid value proposition where you're trading something.

[00:02:37] That's a value in what you're trading them for. That is for their time. Right. So if they're equally. Excited to have the conversation to want to move forward because your offerings, maybe it's a key insight, maybe it's strategies that are working for other clients like them have something that's interesting enough to peak their interest of value to have a conversation.

[00:03:01] So the goal is to have more conversations, more high quality conversations with the right people and offer something of significant value. That would pique their interest to want to have that conversation. And so that's a good framework to follow rather than just, you know, spitting features, benefits, awards, logos, all these things that people really don't care.

[00:03:23] They want to know what's most relevant to them and how you might be able to help them. And if you have something of high value that will peak their interest to want to have that conversation with you. And I highly recommend if you're using any sort of sequencing tool, uh, which most people are these days really make sure that you're layering in some manual tasks.

[00:03:43] Right. So don't just be all social, all, um, email. You definitely should have phone steps in there, but you should also have some additional steps in there to have some, maybe you send them a handwritten note. Maybe you send them a customer. Maybe you send them a video on LinkedIn, uh, depending on what you do, maybe you do a review of their website.

[00:04:05] If you sell websites or for me, uh, we do podcasts. So I might check out their podcast, give them some feedback, some tips over a video, um, something that shows that you really care and that you do want to help them, and also positions you as an expert as the person to help them with that particular thing.

[00:04:23] So find a way that you can layer in some tasks into your sequence. And that are manual, um, non-automated tasks where you can do something a little bit extra, and you can also do this with your higher priority, warmer prospects. Um, you know, it, a good place to start with those, but I highly recommend layering those in, uh, for all of your sequences.

[00:04:45] Um, now the next thing is when you layer in the phone, make sure that you're following somewhat of a script. Now you want to use your own creativity to make the script your own with your own language, your own words and conversations are highly dynamic. So there's no silver bullet script, but have a good solid talk track so that when they do pick up the phone, you know exactly what you're going to say, how you're going to say it and how you're going to.

[00:05:15] Yeah, conversation forward. So be prepared when you are hammering the phone. Um, Highly recommend, you know, leveraging technology and automating some of these tasks, but also layering in things like phone calls, uh, video prospecting, social selling, things like that to really accelerate, um, how you're prospecting.

[00:05:36] So I hope that some of these things were helpful. These are things that I, you know, me and my team personally use. And if you enjoyed today's episode, please write us a review, share the show with your friends. It really does help. And then we're always listening for your feedback. You can go to sales, transformation.fm, and you can leave us a voice diem there, and we will get back to you.

[00:05:59] Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path. Head over to sales, cast.community and crush your numbers on your leaderboard. Yeah. It's free sales cast.community.

[00:06:16] Send me a DM with your best pitch and mentioned this ad. And I might even give you free access to our best templates.