If A Lead Calls You In Response To A Voicemail You Left, What Should You Do? Ask questions about their budget and authority to make sure they’re a qualified lead. Skip the connect call and transition immediately into an explore call. Run the connect call as you would have if they had answered the phone when you initially… Read More »
Fill In The Blank: If A Prospect Says, “If I Can Find A Way To Fix This, I Think We’ll Be Able To Open A Second Location Next Year,” That’s An Example Of A __________. goal consequence implication timeline
Fill In The Blank: If A Prospect Says, “If I Don’t Find A Way To Solve This Problem, I’m Going To Have To Start Laying Off Employees,” That’s An Example Of A __________. goal consequence implication timeline
How Can You Make Sure The Content You Share Is Relevant To Your Prospects? Make a list of the problems you help your customers solve and map your content to those problems –– then share relevant content. Have physical copies of your company’s content on your desk so you can flip through them during phone calls and find what you’re… Read More »
Fill In The Blank: If A Prospect Says, “I’m Hoping To Get This Figured Out Before The End Of The Quarter,” That’s An Example Of A __________. goal consequence implication timeline
What Does It Mean To Make Your Outreach “Holistic”? Working with as many different kinds of people as possible. Trying to solve as many problems as you can for each prospect. Sharing all of the relevant information at the same time instead of sharing a little at a time. Providing the same level of human, helpful service to… Read More »
Fill In The Blank: If A Prospect Says, “I’m Thinking About Moving Into A Larger Facility,” That’s An Example Of A __________. goal challenge plan timeline
What Does It Mean To Make Your Outreach “Helpful”? Telling people how to solve their problems. Telling people what problems they should focus on. Providing people the insight and guidance they need at each step of the buyer’s journey. Explaining things to your prospects as simply as possible.
What Does It Mean To Make Your Outreach “Human”? Avoiding automated processes and technology. Making sure your approach is empathetic and personable. Making sure your first meeting with a new prospect happens in-person. Involving as many different people from your company as possible in your relationship with every prospect.
When Should You Transition To The Explore Phase? After you’ve confirmed the buyer’s budget and authority When the buyer answers one of your calls or emails When the buyer confirms they’re interested in discussing a goal or challenge with you As soon as you begin researching the buyer’s context and needs