Chad Johnson’s Post

Your prospecting fails when it doesn't lead a client to these 5 internal conclusions. Getting a potential client to respond to you is about leading them through a series of internal conclusions. Contrary to popular belief, they are not about your company or its products or services. They are actually about you. Here are the 5 most essential conclusions they must reach: 1️⃣ I've asked myself the same question. This could be in exact or general terms. Have you defined what you can solve for people? 2️⃣ This person understands me and/or my situation. Discuss what it feels like to be in this position, how someone gets there, and the frustrations around dealing with and trying to correct it. 3️⃣ That's what I need help with. Demonstrate that you have worked with many problems like theirs and have provided successful solutions and outcomes. 4️⃣ I believe I could trust this person. It's important here to have an apparent yet low-pressure call to action. This allows your prospect to feel in control of the decision to reach out to you rather than feel pressured to have a meeting. 5️⃣ This is someone I want to see about working with. Everything you've done to this point has brought them to the conclusion that you could be the person they have been looking for to help them solve their issue. Many companies sell solutions similar to yours, and many sales representatives reach out to your prospects. Top salespeople ensure that their messages lead prospects to these 5 conclusions that get more responses and close more deals. Make prospecting suck less. ✅ Subscribe to my newsletter 🔔 Ring the bell on my profile to follow me. ➡ Connect with me or DM me. #sales #makeprospectingsuckless

Your prospecting fails when it doesn't lead a client to these 5 internal conclusions. To get a potential client to respond to you, it's about leading them through a series of internal conclusions. Contrary to popular belief, they are not about your company or its products or services. They are actually about you. Here are the 5 most essential conclusions they must reach: 1️⃣ That's what I need help with. This could be in exact or general terms. Have you defined what you can solve for people? 2️⃣ This person understands me and/or my situation. Discuss what it feels like to be in this position, how someone gets there, and the frustrations around dealing with and trying to correct it. 3️⃣ This person can help me. Demonstrate that you have worked with many problems like this and have provided successful solutions and outcomes. 4️⃣ I believe I might be able to trust this person. It's important here to have an apparent yet low-pressure call to action. This allows your prospect to feel in control of the decision to reach out to you rather than feel pressured to have a meeting. 5️⃣ This is someone I want to see about working with. Everything you've done to this point has brought them to the conclusion that you could be the person they have been looking for to help them solve their issue. Many companies sell solutions similar to yours, and many sales representatives reach out to your prospects. Top salespeople ensure that their messages lead prospects to these 5 conclusions that get more responses and close more deals. Make prospecting suck less. ✅ Subscribe to my newsletter 🔔 Ring the bell on my profile to follow me. ➡ Connect with me or DM me. #sales #leadership #innovation #b2b #makeprospectingsuckless

Following this framework will help get you to trusted partner status faster. When a prospect comes to you through referral from a friend or colleague, you already have borrowed trust as a result of the referral which leverages this process and the result is the sales cycle speeds up even faster...

🚨 "You don't have to like prospecting; you just have to do it." 🚨 In sales, prospecting is often the least loved activity. But it's also the most critical. Success in sales doesn't come from waiting for the perfect moment or motivation—it comes from consistent action. 🔑 Attitude: Find Your WHY! It all starts with your mindset. Shift your perspective from seeing prospecting as a chore to viewing it as an opportunity to fulfill your personal goals. Let your personal goals be your driver! 🎯 Behaviors: Consistency is key. Build prospecting into your daily routine. Set aside dedicated time each day, create a system, and stick to it. Prospecting activity should be focused on Keeping, Attaining, Expanding and Recapturing accounts. 🛠️ Techniques: Sharpen your skills! PreCall Planning, for example, allows you to tailor your approach for each prospect. Focus on asking the right questions, building rapport, and identifying pain points. It's not just about the quantity of outreach—it's about quality. You don’t have to love prospecting, but by cultivating the right attitude, adopting consistent behaviors, and refining your techniques, you can turn it into a powerful tool in your sales arsenal. Let’s make prospecting a strength, not a struggle. Cody Harris Eric Zeder Jason Phillips Jeff Warren Jenni Richardson James Zolty Joe Roddey Mike Bailiff Brody McCuiston Erik Abston Paul Kaper Christopher Sood Hector Rodriguez Jr. Sophia DeJong @dakotajayne #CISChallenge

Prospecting: Embrace It, Learn It, Master It Prospecting - the lifeblood of sales! It can feel daunting at first, but let me tell you, conquering prospecting is the key to building a thriving sales pipeline. Here's why: Confidence Through Competence: The more you prospect, the better you get at it. Each interaction hones your skills, builds your knowledge base, and ultimately breeds confidence. You become a prospecting pro! Uncover Hidden Gems: You never know where your next big deal might come from. Consistent prospecting exposes you to a wider range of potential clients, leading to exciting new opportunities. Control Your Destiny: Don't wait for leads to come to you. Prospecting empowers you to take charge of your sales pipeline and build it the way you want. Ready to Master Prospecting? Here are some resources to get you started: Sales Prospecting Techniques https://lnkd.in/dTuy9J65 - A comprehensive guide on various prospecting techniques. Books on Sales Prospecting https://lnkd.in/d7atnNaw Find a book that resonates with your learning style. Remember, everyone struggles with prospecting at some point. But by embracing the process, continuously learning, and putting in the practice, you'll become a prospecting master. What are your favorite prospecting tips? Share them in the comments! #sales #prospecting #confidence #skills #pipeline

W𝗶𝘁𝗵𝗼𝘂𝘁 𝘀𝗮𝗹𝗲𝘀, 𝘁𝗵𝗲𝗿𝗲 𝗶𝘀 𝗻𝗼 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀; 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴, 𝘁𝗵𝗲𝗿𝗲 𝗮𝗿𝗲 𝗻𝗼 𝘀𝗮𝗹𝗲𝘀. 👉Think about the title of this article for a moment: what does it mean to you? Prospecting is the foundation upon which sales are built, and sales are the foundation upon which business is built. Our economy is driven by sales. When sales accelerate, so does the economy. 👉Do you believe in prospecting? Does your company not only have a sales culture but also a prospecting culture? Early in my sales career, I struggled with prospecting because I saw it as a wicked activity. Over the years, that negativity has faded and been replaced by passion—a passion for helping others through what I’m selling. 👉Prospecting cannot be an afterthought. Prospecting cannot be done only when necessary. Prospecting must be done regularly. Only when you move from seeing sales as a job to seeing it as a lifestyle will you begin to fully understand what prospecting is all about. Prospecting drives sales, drives business, and drives the economy. 👉I challenge you to see prospecting for all that it can be—not only in your own life but in the lives of the clients you sell to. Regardless of what you sell, whether B2B or B2C, it all comes down to impacting others. 🔷In the weeks, months, quarters, and years to come, your goal should be to make prospecting your mission. Prospecting is your tool to positively influence others, and it is a powerful tool. Count every prospecting opportunity as your mission. If you accept sales, and particularly prospecting, as something more than a job, I guarantee that everything will change… for the better. #Sales #Prospecting #BusinessGrowth #SalesCulture #Impact #PassionInSales Read an excerpt from the book 👉https://lnkd.in/dC__u5BU

How many excuses does your sales team have for not prospecting?   Prospecting for new business is a critical requirement to maintaining your business and growing your sales. But prospecting is also something most sales reps dislike more than any other function of their job.   The only proven way to maintain strong ongoing prospecting is when it becomes an ongoing expectation of management. Three ideas that can help increase your team’s prospecting efforts.   1st idea - Prospecting tends to work best when it’s an ongoing job requirement defined by specific prospecting times or minimum number of prospecting efforts expected every week. Some companies hold “Prospecting Thursdays” each week when the sales team is expected to only be working on new business opportunities. Others define a specific hour each day to be outbound calling for new opportunities.   2nd idea – You need to track new business prospecting efforts and results. There’s an old saying “Continuous tracking produces continuous results.”   3rd and final idea - Make sure your reps do research before attempting to contact a new prospect. You need to make sure they can sound competent and can offer ideas or applications to any new company they try to reach.   Prospecting is such a critical aspect of selling today. What can you do to help increase your team's prospecting efforts?   Today’s video talks about these three ideas to help increase the prospecting efforts of your team…so they can sell even more!   Want an even easier way to follow my three-a-week videos…all aimed at helping you and your team to sell even more? Subscribe to my weekly LinkedIn newsletter to stay updated on last week’s video posts.   https://lnkd.in/gTR2E-ey   #PanceroVids #SalesManagement #SalesLeadership #UID

Top 5 Mistakes Salespeople Make When Prospecting Prospecting is the lifeblood of sales. It's the crucial first step in building relationships with potential customers. However, even experienced salespeople can stumble when it comes to prospecting. Here are five common mistakes to avoid: 1. Neglecting Research Mistake: Failing to research prospects before reaching out can lead to missed opportunities. Without understanding your prospect's business, you risk wasting their time or pitching irrelevant solutions. Solution: Always do your homework. Investigate the prospect's industry, pain points, and goals. Enter each call with at least one assumption based on research. 2. Ignoring Buyer Personas Mistake: Not all leads are created equal. If you're not checking leads against your buyer personas, you might end up chasing dead ends. Solution: Qualify prospects over the phone. Ensure they fit your ideal customer profile. Consider factors like industry, seniority level, and company size. 3. Using Generic Outreach Mistake: Sending canned emails or following voicemail scripts can make you sound robotic. Prospects can spot generic communication from a mile away. Solution: Customize your outreach. Address specific pain points, mention recent news about their company, or highlight how your solution can benefit them. 4. Ignoring Conversion Points Mistake: Inbound leads are valuable, but not all are ready to buy. Not understanding their conversion point can lead to frustration. Solution: Ask where they are in their buying journey. Tailor your approach accordingly. Are they researching? Evaluating options? Be relevant. 5. Trying to Do Too Much at Once Mistake: Overwhelming prospects with multiple objectives in a single interaction can backfire. Focus on a clear goal for each contact. Solution: Whether it's gathering information, setting an appointment, or providing value, be intentional. Avoid spreading yourself too thin. Remember, effective prospecting requires preparation, empathy, and adaptability. Avoid these pitfalls, and you'll be on your way to building stronger connections with potential clients! Learn how statement based cold calling works with a free trial at Kossie. Link to myself is in my LinkedIn profile. #kossie #coldcalling #statements #prospecting

Are You Balancing Your Prospecting Effectively? I was reminded when talking with Michal Reznik and Petya Doncheva this afternoon that one of my little phrases should be protected and it is now a staple phrase in the Balkans That phrase is "Suspect Never Buy". My view is this, the aim of prospecting is to build a holding pattern of suspects that can become prospects. But have you got the prospecting side of your sales job in balance? Here are key questions to ask yourself: 🙋🏽♂️ Where does prospecting fall in my daily priorities? Prospecting is the foundation of your sales pipeline. If it’s not a priority, you risk gaps in your funnel and missed opportunities. 🙋🏽♂️ How many highly-qualified prospects am I working with? Focus on quality, not quantity. The more qualified your prospects, the greater your chance of closing deals. 🙋🏽♂️ Is the time to close a prospect decreasing? A shorter close time suggests you’re refining your process and delivering value more efficiently. 🙋🏽♂️ What percentage of deals require discounts? Regular discounting may indicate a value proposition or prospecting issue. 🙋🏽♂️ What is my lifetime value of a customer? LTV helps you focus on high-value leads and optimising the customer journey. 🙋🏽♂️ What part of my prospecting is most effective? What am I improving? Identifying strengths and weaknesses helps you refine your approach. 🙋🏽♂️ Do I see prospecting as an activity or a habit? Prospecting should be a habit, not a one-off task. Make it part of your routine. If you’re not consistently building a pipeline, you’re at risk of missing future opportunities. Have you got your prospecting strategy in balance?

What's the trick to prospecting? David Manske believes it's a simple equation. 𝐀𝐜𝐭𝐢𝐯𝐢𝐭𝐲 + 𝐂𝐮𝐫𝐢𝐨𝐬𝐢𝐭𝐲 I would have to agree. The main things are the plain things! At the end of this clip, David even prescribes a simple framework: "Ask enough questions...𝐚𝐧𝐝 𝐩𝐨𝐬𝐬𝐢𝐛𝐥𝐲 𝐨𝐧𝐞 𝐦𝐨𝐫𝐞." As a Producer, this felt like a cheat code for me. Once I learned to ask enough questions and eliminated the fear of asking "possibly one more", it made the hunt all the more fruitful. It's also what the Producers I coach get drilled into their heads from day one. The quality AND quantity of your questions will dictate the success of your sales. Doing so will help you: - Qualify faster so you spend less time with tire-kickers - Uncover the real reasons someone will buy (or not buy) from you - Handle objections before the prospect even raises them - Create contrast between you and the agency down the street Having a list of "signature questions" that you ask every time goes a long way in systematizing your process and creating predictable outcomes. ----- Be sure to check out David Manske's profile for more prospecting insights. He's generous enough to post them almost every single day.