It’s all too common for people to tell me "Once I’m in the room, I usually don’t have too much trouble landing a sale".
Problem is, "selling" doesn’t just happen once you’re in the room. If it were that easy, we’d all be getting into rooms with people, and creating clients, just like that.
But selling starts long before you have the meeting, and that begs the question: how actually do you get into the room?
How do you make yourself visible to strangers, how do you connect with them, and how do you get that meeting that allows you to sell?
If you look around the internet, the obvious and most frequent answer would appear to be ‘Use AI-enabled automation and message 5000 people per week to get meetings on autopilot!’.
Right. Burn dinosaurs bones, so that you can spam thousands of people at a time, and land your 10 meetings per week. Woo-hoo.
Maybe that stuff works, but spamming isn’t part of the Sales for Nice People methodology, and besides:
Even if it does work, how do you know you’re getting meetings with the right people?
It sucks to be on calls with unqualified leads, and that’s easily what you get when you go for volume, shooting in the dark.
Instead, why not start by getting clear, and specific, about exactly who should be in a meeting with you, and for what reason they would want to?
Why not first establish the fundamental elements of how to find strangers and turn them into customers?
In other words: doesn’t it make more sense to first know, with precision, why people should choose you and not someone else, and who those people are, and what hyper-specific set of problems they want solved and solved now, and how to communicate your message to them?
Succinctly: your USP, Avatar, their Problem-stack, and your Messaging.
If you don’t know exactly what those are, you can send as many broadcasts you want, and even get meetings, but you’ll ultimately find it hard to convert people – even when you get into the room with them, because you’ll be in the room with far too many people who just aren’t the right fit.
No, if you want to be smart about your work and you want your sales process to be efficient (and fun), then you take those four assets (USP, Avatar, Problem-stack, Messaging), and you leverage them, by creating precise definitions.
And that’s one of the things we can work on if you decide to get yourself a Wingman. More information here.