So you want to get more sales but you're not a social butterfly? Have no fear! In this video we share some of our top strategies to improve selling and get qualified referrals for the introverts…
Full Transcript of The Video
People are busy, so when you email people, they miss the first time, it's not because they hate you. Even if they open it, sometimes they forget. Sometimes people like to save it for later. I know I certainly like to save emails for later, so you have to make sure you're constantly following up. I wait until people say it's a firm no. That hardly ever happens. It could be, well, it could be, "Not interested at this time," right, or it could be, I guess a hard no is, "Stop contacting me." That's certainly one that you can expect when you're cold emailing people, "Stop contacting me," which in that case, you should probably stop contacting due to legality. You have to stop contacting them.
The fortune is in the follow-up. Most people are just not going to respond for a while, but eventually you might catch them, so you have to constantly make sure that you have a framework where maybe you're reaching out to them seven times. Some people like to do it, push it up to 14 times. Right? Just keep in mind, maybe the first month or so, you're hitting them every three business days or something like that, but after that, if they don't respond, maybe you hit them once a month, and you're constantly delivering value to them. The fortune is in the follow-up, but it doesn't just mean, "Hey, following up. Following up. Checking in. Checking in." You've got to make sure you're constantly delivering value so they remember you. You got to be memorable. "Every no brings me closer to a yes," so look for the noes. You know you're on the right track when you keep getting noes but you just keep persisting. Just got to keep following up. That's it.
Point number two. You got to find emails and contacts using tools like Dux-Soup and ZoomInfo. Dux-Soup and ZoomInfo are going to help you, because ZoomInfo will get you the phone numbers. It will get you the emails as well. Dux-Soup will get you the personal emails through LinkedIn, so Dux-Soup helps you visit profiles, and you can find different types of profiles in LinkedIn Sales Navigator, for example. You can use Sales Navigator to find certain titles or certain technologies sites are using.
Point number three, you got to use a tool like Outreach to reach out to your prospects, because Outreach will constantly reach out to people based on a sequence that you set up. Again, it could be every three business days, and then a transition into every month or so. That way, you don't have to keep sending out emails every single day. I like to say that when you add humans into things, there's more room for error, but when you have a machine do it for you, it makes your life a lot easier, and you can focus more on making phone calls, for example, and then let the email part take care of itself.
You got to, again, make sure you have a framework for all of this, but just to recap, fortune is in the follow-up. You got to find emails using certain tools, like Dux-Soup or ZoomInfo. Point number three is using a tool like Outreach to help you reach out to your prospect to make your life easier. If you enjoyed videos like this, we've got an entire playlist on how to do sales in a non-sleazy way, so click the link, and we'll see you in the next video.
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