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Prospecting with Impact and Adding Value
Delve into this episode's shownotes for
expert insights, actionable strategies,
and game-changing inspiration.
10 Episode Takeaways
- Treat prospects the same way you would treat a customer.
- Give away intellectual capital to prospects to separate yourself from the competition.
- Deliver new value with each message instead of repeating the same email.
- Remember that people remember how you make them feel.
- Add value in every interaction with prospects.
- Avoid sending generic and unengaging emails like "just checking in" or "circle back".
- Focus on creating enough interest to warrant a conversation, not just getting open rates and reply rates.
- Quality is more important than quantity in prospecting.
- Sales is about having conversations and earning the right to meet with prospects again.
- Visit thesaleshunter.com for more resources, including books, podcasts, and events.
Episode Recap
Mark emphasizes the importance of treating prospects the same way you would treat a customer. He shares an example of how he recently helped a prospect by providing them with valuable insights, treating them just as he would a customer. Mark highlights the significance of giving away intellectual capital and delivering new value in each interaction. He advises against using generic and repetitive emails, urging salespeople to do their homework and bring new perspectives and resources to the table. The key takeaway from this episode is that sales is about creating a conversation and earning the right to meet with prospects again.
Jump to Talking Points
- [02:23] - The importance of delivering new value with each message
- [02:52] - The significance of making prospects feel good and adding value in every interaction
- [03:28] - The idea that prospects may forget most of what is said, but remember how they were made to feel
- [04:00] - Discussing the problem with generic "checking in" emails
- [04:21] - Highlighting the ineffectiveness of emails that try to bounce to the top of the recipient's inbox
- [05:08] - The risk of calling attention to a previous unsuccessful email
- [05:20] - The importance of focusing on turning responses into customers, not just getting a response
- [06:20] - Emphasizing that open rates and reply rates are not enough to generate sales
- [07:04] - Noting the shift from quantity to quality in prospecting
- [08:11] - The message that sales is about earning the right to have future conversations with prospects
Guest Bio (Who is Mark Hunter?)
Mark Hunter is a renowned sales author and speaker. He has written several books, including "Mine for Sales" and "High Profit Prospecting," which have become go-to resources for sales professionals worldwide. Mark's expertise in sales has earned him a reputation as a thought leader in the industry. He shares his insights and strategies not only through his books but also through his own podcast, the Sales Hunter Podcast. Mark's podcast provides valuable advice and tips for sales professionals looking to improve their skills and achieve high-profit results. In addition to his writing and podcasting, Mark is actively involved in the SalesLogic Live event, where he shares his knowledge and expertise with a live audience. With his extensive experience and proven track record, Mark Hunter is a trusted authority in the field of sales, and his ethos and philosophy revolve around helping sales professionals achieve success through effective strategies and techniques.
Find Mark At His Website Or Connect With Him On LinkedIn!
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