☠️ How to actually stand out
+ live cold calling tomorrow at 12pm Eastern
You may recall getting graded on a curve in school. I definitely do, as I did the IB program in high school and loved the idea that I only had to beat everyone else instead of be perfect. It’s the same exact thing in sales. Essentially, you don’t have to be the greatest seller. You just have to be slightly better than everyone else hounding your buyers trying to get their attention and money.
And the good news is, the curve is extremely forgiving in sales…
Mostly because most sellers are not good. They send out generic content and use boring, product focused pitches hoping that with enough volume they’ll catch a few folks that are starting to look for solutions.
So what do you need to actually do to stand out? Here’s just a few of the things that cut through the noise:
Acknowledge the way buyers are getting the job done today without your product or service. Are they using a competitor? State that. Are they doing it manually? Acknowledge it. And don’t be dismissive. It might not be the fastest, easiest, best way, but whatever they’re doing now works enough for them to be a successful business that’s worth your time to prospect. So start there.
Be extremely informed about their problems. Credibility is your number one asset in sales, especially in the early stages of the process with a buyer. You earn instant credibility without even having trust by just being an expert on a buyer’s current situation. What is their current workflow? How does the process work? What steps are involved? Why is that a problem? What’s the issue if they keep doing it the way they have been? Answer those questions and showcase that knowledge in your emails, cold calls, discovery meetings, etc.
Mention their current customers using W.I.N., which we talked about in a prior edition. People are floored by the basic research of just looking at their website and seeing who they work with.
Be provocative. Messagings has to be emotionally charged. It’s not “We can save you time and money by optimizing your workflow so that…” Please never talk like this. Instead, it should be “We’ve put 4G on the moon so I can watch TikTok videos in outerspace but they got you filing reciepts by hand in 2023? That’s a hard no.” Watch how people laugh and light up to that kind of limbic brain messaging.
I could go on but I think you’re getting my point. Bottom line, the bar is very, very low folks. You don’t need to be outstanding, just slightly better than the rest.
Events & Updates
People are loving this series, so we’re back at it again. Join me and Omar for another Thursday live cold calling session. Last week Nasir booked 2 meetings live and almost had a 3rd.
I made some changes to the beloved Mic Drop Method cold call worksheet, but way more importantly I made a free 7 day mini-course on how to make master the phone. I candidly should charge for it but #deathtofluff. Check it out and please share it with fellow sellers that are doing outbound prospecting!