The Sales Evangelist TSE 1292: How Do I Stand Out From All The Competition?
How Do I Stand Out From The Competition?
Are there still ways salespeople can stand out from the competition? This is an age-old question that was posed by a recent college graduate. If so, how? In this episode, Donald will share four ways he’s learned, through his personal and professional experience, to stand out from your competition:
- Be persistent
- Personalize
- Use your CRM and bring value
- Have energy and drive
Be persistent
Studies have shown that many sales reps give up making contact after one or two attempts. In reality, it takes 8 - 12 points of contact before a potential prospect may respond. If you want to stand out from your competition, be consistent and persistent. Of course, this doesn’t mean sitting and calling eight times in a row within a day. You have to ensure you have an organizational flow process. This is the process that moves through the buyer’s journey to get to the interest and awareness phase within the organization.
Use an omni channel approach when strategically making multiple contacts with prospects. The buyers are not camping out in one location. Many salespeople think the only way you can get in touch with a prospect is through phone calls and emails. With this digital world there are multiple platforms to utilize, like LinkedIn. Don’t just hop from profile to profile but truly invest your time engaging with people you’re already connecting with. Some suggested steps include the following:
- Call
- Send an email
- Reach out on LinkedIn and connect
- Follow them on LinkedIn
- Follow their company
- Give them a second phone call
- Send a gift through physical mail
- Send them a gift through digital mail,like a gift card
You can modify these steps based on how you choose to reach out to your prospects. The important thing is getting beyond the first two tries.
Always Personalize
Donald uses some important strategies when it comes to personalizing a message. One of the most important elements in a message is to use their name. No one wants a generic message. Make use of a personalized message and let them know you’ve looked at the problems their company is facing. Address these issues in your message and bring some value that ties to their concerns. Provide a solution specific to their challenges.
A great way to personalize a message is by sending a video. This way, a potential client can see your personality before they ever get to meet you in person.
Personalize your message! Your first impression is not the time to be lazy. #SalesImpression
Bring in value and use your CRM
Another way to bring value is to go back to your CRM. If your company doesn’t have a CRM, you can visit Crmble. It’s an awesome tool that companies can use for free but upgrades are available. If you already have CRM already, go back to the very beginning and see what problems you were addressing then. Check out if it was a decent sale and read through a thread that might give you some current insight. While it may take some work, you'll be armed with the knowledge of the issues these customers were facing and be able to apply current solutions now and into their future.
Energy and the drive
Whether you are a seasoned salesperson or a new graduate, another way to stand out from the competition is to know that you are awesome! Your clients have the chance to get YOU - your passion, your desire, your work ethic … only you can bring that. Know that you are your own best asset.
“How Do I Stand Out From All The Competition?” episode resources
Donald is currently working on his new book, Sell it Like a Mango. In the book, Donald has written about his experience in Jamaica, seeing people sell the same exact product and seeing some have greater success than others. You’ll learn what made them stand out in Sell it Like a Mango.
If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.
This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble for free now at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.
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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Mentioned in this episode:
HubSpot and bluëmago | STUDIOS
HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com