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How to Get Prospects to Pay Attention to Your Outreach
cerebralselling.com
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Bring your customers “gifts” “reciprocity is even more powerful when what you offer is actually given in advance instead of afterward.” As Sales expert, Jeffrey Gitomer often says, “Don’t tell your customers something they don’t know about you. Tell them something they don’t know about them.” A great example of this came from an entrepreneur who prospected into me in my last VP Sales role. He was selling a solution that alerted companies when your key customer champions left their company and went to another one. Rather than talk about what his solution did, he did his homework and brought me a gift. A real example of a real champion of ours who in fact, left their company (unbeknownst to us) and went someplace else. The one-two punch of 1. reciprocity and 2. demonstrating the value of his solution in a bespoke way was very strong.
Bring your customers “gifts” “That’s why before you ask a prospect for their time and attention, ask yourself, what value or “gift” will accompany your request? (and no, information about “how awesome your company is” or a self-serving eBook doesn’t count.)” As Sales expert, Jeffrey Gitomer often says, “Don’t tell your customers something they don’t know about you. Tell them something they don’t know about them.” A great example of this came from an entrepreneur who prospected into me in my last VP Sales role. He was selling a solution that alerted companies when your key customer champions left their company and went to another one. Rather than talk about what his solution did, he did his homework and brought me a gift. A real example of a real champion of ours who in fact, left their company (unbeknownst to us) and went someplace else. The one-two punch of 1. reciprocity and 2. demonstrating the value of his solution in a bespoke way was very strong.