Podcast episode
Club Playbook: Do the opposite (ft. Nick Cegelski)
30 Minutes to President's Club4 Sept 202321 min
Description
ACTIONABLE TAKEAWAYS Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response. Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate. At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill. It’s okay to sometimes lose a negotiation in favor of getting the deal done. Whenever possible, you should opt for a live conversation with your prospects. Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes. PATH TO PRESIDENT’S CLUB Founder @ 30 Minutes to President’s Club Sr. Account Executive @ Time by Ping Enterprise Account Executive @ SurePoint Technologies Account Executive @ Aderant RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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one. It's the people who work at your company, and it's your customers. And so my recommendation here is instead of posting on LinkedIn a couple times a week with that news article about digital transformation, instead ditch that and reallocate your time into doing what I “call a referral blitz once a week. And what you're going to do is you're going to contact” former customers, you're going to contact former prospects that didn't buy, and you're going to contact your wonderful friends in customer success. And you are going to ask them to make direct introductions to the people that you want to speak with. You're not going to send them this lame message. Oh, do you know anybody who's looking for a solution
In Referrals
me before, even if I'm talking to a random person that I'm connected with on LinkedIn that I don't even really know, they say yes, and they make the freaking introduction. And seven times out of 10, getting a yes and getting an introduction is a heck of a lot better than me trying to optimize my personalized email or even breakthrough on a cold call. “And that is what social selling looks like. It's actually leaning on your network and” your community and just directly asking people, not expecting them to come to you because you're occasionally posting on the internet. Okay, I'll take a breath and we will move on to working deals. And so the first one under working deals is the idea and the beliefs
a deal isn't there, you should not be fighting to get a next step on the calendar. You're going to one, come across as sort of desperate and annoying. And two, even if you get a placeholder invite on the calendar in six weeks that they sort of ambivalently agree to, they're going “to push. And when you get to that meeting, they're going to no show you, or they're going” to reschedule last minute. And now you're going to have to deal with a bunch of annoying calendar management, which is going to muck up your day. And so instead of always getting a next step before you get to a next step, you've got to do the first part of what Armand calls the five minute drill, which is at the end of a meeting in those last five minutes.
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