Podcast episode
Playbook: Everything prospecting that isn't email or phone
30 Minutes to President's Club17 Aug 202237 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Create an event-specific sequence for expos/tradeshows w/ the CTA being “open to stopping by the booth?”. Use highly tailored gifting for your top-tier accounts instead of just sending out dozens of Starbucks gift cards. Seek out referrals by finding tangential partners to trade leads with. Don't treat LinkedIn like email: use connects, content engagement, and DM's strategically. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And you also should not let not having a meeting booked be your blocker to going and having meaningful interactions at the event. So you should be breaking up your list into a few different buckets. The first is, one, pull everyone into a spreadsheet or whatever you're using to keep track of this stuff. “Then make sure you look at the folks in your territory and go start outreaching.” For everyone you book a meeting with, mark that in your sheet and that's on your calendar now. But for everyone else, we're going to talk about this in the live event. They should be on your floor hunting list.
we get every HR person, every recruiter, and every executive at our company into a room. And then we tear through our top 100 accounts. And there are literally eight columns, one for each person we've brought into the room. And it's just a checkbox. It's like, do you know someone there? And so operationalize this “and make your team go to work for you.” I've never seen a CEO who's connected to a company who doesn't want to help, especially at an early stage company. Figure out whatever level of the organization is appropriate for you and go put together these, what we call shark week prospecting blitzes across the company. Make every other executive in the company your SDR.
In Referrals
which is how I should be operationalizing this. Similar to the gifting, similar to video messaging, most salespeople, the bane of hitting quotas existence. for most salespeople is they don't operationalize things, and they do these one-off, oh, I'm gonna social sell this one person, or I'm gonna LinkedIn prospect this one person. “So you have to bake it into your workflow.” The way that I think about this is I use a sequence when I am prospecting an individual. And what I have baked into that sequence is on day one, I have a reminder to connect with them on LinkedIn. On day seven, I have a note to engage with something that they've put out on LinkedIn. A couple days later, I have a note to engage again.
engage with their stuff, leave a thoughtful comment on something that they've posted. Well, one thing that's really important to note, folks, is in Nick's sequence, his fourth social interaction is probably a DM. First, it's a profile view. Then it's a connection. Then it's a comment or a like on their post. “And so we're warming them into it.” If I showed you guys my LinkedIn inbox, you would vomit. What usually happens is I literally got a connection that said, hello, sir, I am building my LinkedIn following. Would you please write me a review? And then they followed up four times. Sir, are you willing to comply? Sir, are you still there? Sir, is this the end of us?
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