In the OpenDoor Lead2T Consultative Sales Process, the first stage is Research and Rapport. The focus is to create comfort – leading to the ability to have candid conversations that are part of every sales process. Those difficult ones about budget and other decision-makers. But, first things first. Build Rapport.
Take time to get to know your prospect. Don’t be in a hurry to get to your pain points - and proposal – you’ll get there. I’m not suggesting a slower timeframe – I know you want to move things along. My suggestion is that the time you spend in the very beginning should be focused on getting to know your prospect as a person - not a persona or buyer profile. Let that person know you, too.
Before you call or meet the person –
whether you’ve set up the conversation on your own or had a lead generation person do so in your behalf, do some research and identify some similarities. Check out Linkedin; look for posts; learn about the person’s company; read the latest, pertinent press releases, look for their academic background, or Instgram accounts. Get to know them and in your efforts to connect....
Don't overlook executive assistants - engage them or the admin that supports them. They are invaluable – not only to provide access to your prospect but also as someone who may facilitate your introduction, share helpful insight, or facilitate a meeting.
I’ve had multiple assistants pave the way for me – simply because I demonstrated my respect for them as a professional who likely knows quite a bit about what’s going on in the company. Once I’ve taken the time to share what I do and why I’m calling, they've informed me that the person they support is not the right person- and suggested someone else. And, then shared contact of the admin or executive assistant.
To be honest, that is not always the case. I’ll admit there are true gatekeepers out there. But when you’re targeting a particular prospect, broaden your view about how to make that connection, do your homework – and don’t forget those executive assistants.
Enjoy the time you take getting acquainted with your prospects.
