Check out the topics covered in this article in this video!
TABLE OF CONTENTS
License to annoy
Business arguments
Content Marketing
In the previous chapter we discussed tools that are necessary to get to know your ideal prospect: the Fit Matrix, KPI tables, and lists and labels in CRM and Social Selling (among other things). Today we move on to the next level: CONTACTING OUR POTENTIAL CLIENTS. And you may be wondering, how? Well, keep reading.
1. LICENSE TO DISTURB
First of all, we need to be very clear about one thing: we need to know very well who we are going to “annoy”. This does not mean when they were born or how many years the company has been in the market. No. It means that we need to do prior research to find out what their weak points are.
We can find out these pain points by studying their market, their competition, reading information from forums or groups, or even having short conversations with them.
The trick is to get information from them and find out what their needs are. If we succeed in doing this, we are already more than halfway there.
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1.1. What to say
If we have the contact information and we know what they need, we have the basis for everything.
We have to think about what we want to say, think of attack strategies, highlight the points we definitely want to mention, think about how we are going to bring up the subject of their weak points to get their attention... that is, imagine a real conversation with the answers they could give us to know where to start.
We must follow a script, be clear about what we want to talk about (although obviously we can always improvise something). What is not necessary is to learn a dialogue by heart and then just say it, because after all, each client is different and, therefore, their needs are different. We must bear in mind that this will be the first “real” contact in order to start doing business, so we must not get ahead of ourselves on the next steps either. Each thing in its own time.
