Podcast episode
Hall of Fame: Lylle Ryals
30 Minutes to President's Club21 Oct 202430 min
Description
TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, saving detailed information for follow-ups. Structure emails to expand on voicemail content, addressing specific pain points or presenting case studies to encourage engagement. LYLLE'S PATH TO PRESIDENTS CLUB Senior Manager, Business Development @ RocketReach Manager, Business Development - Enterprise @ Shopify Manager, Business Development - Enterprise @ Angi SMB Account Executive @ Angi RESOURCES DISCUSSED 8 Ways to Triple Your Phone Connects and Email Opens Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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What's number three? And the number three, ask for positives instead of negatives. So you want to you want your prospect to give you the pain. So don't self-diagnose someone or assume something's wrong before you sit down with the patient. So for example, I would say, Hey, Nick, how are you guys going about finding contact out of today? Nick says, Hey, we're using Lucia. I would say, sweet, awesome platform. “What are you loving about it?” Instead of saying, Hey, are you having any issues today? Are you having problems doing X, Y, and Z? Alrighty, Lyle. I want to start with the way that you're opening. And the reason for that is we've had a lot of people come on the podcast and say, you should never validate who you're talking to. You should look it up on LinkedIn and assume that you have the right person and then they will correct you if you're wrong.
But I'm assuming there are some times that you get hit with an objection. Let's go back to that cost one. And you haven't pulled out all of that information qualifying the extent of the pain. Someone says RocketBeach is too expensive. I've looked before, but you don't know how much time their team is wasting. How do you even think about approaching a situation like that? “I want to understand how they quantify success with a data provider” or whatever tool for that matter. So something, asking something like, okay, totally understand. How do you quantify success with a data provider? What does that even look like? Your first inclination is to ask a question to understand more about that objection. And Armand, I think you have a similar approach.
stuff like gifts or Venn diagrams in your prospecting. Email can be a really powerful visual tool to get your prospects' attention. Number two, when your prospect shares that they're on a competing solution to yours, “find out how long they've been on it and what prompted them to make that move to the solution” in the first place. That should uncover the problem that they were looking to solve or the outcome they were looking to accomplish to make that move. Now you can ask, has it been solved? And if that problem has not been solved, now you have an opening to reroute to how you solve the
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