Most sellers think their outreach struggles come from poor timing or weak messaging. In reality, the bigger issue is that many outreach attempts focus on surface level problems instead of the real challenge prospects are facing. A few small changes can make your outreach far more relevant and much more likely to get a response.
Stop Selling the Surface Problem
- A common example is when sellers lead with a generic benefit like saving time or increasing revenue. Those things sound good, but almost every competitor is saying the exact same thing.
- The real opportunity is identifying the deeper issue that is actually causing frustration for your prospect. For example, an HR leader may not simply want a better hiring tool. Their real challenge could be finding quality candidates who truly fit their organization.
- When your outreach taps into that deeper problem, your message immediately becomes more relevant and harder to ignore.
How to Find the Real Problem
- The key is doing the research before you send the message. One simple way to start is by using tools like ChatGPT to understand the common challenges your ideal customers face.
- You can also learn a lot by speaking with existing clients and asking what their biggest frustrations are. Often the first answer reveals the true problem that needs solving.
Why This Changes Your Results
- When your outreach focuses on the real problem instead of a generic pitch, everything becomes more effective.
- Your subject lines become more intriguing. Your emails feel more relevant. And prospects are much more likely to respond because the message speaks directly to what they are dealing with right now.
- In the end, better outreach starts with one simple shift. Focus less on your solution and more on the real problem your prospect is trying to solve.
“If the problem you’re presenting isn’t strong enough, your message will get ignored.” — Donald C. Kelly
Resources
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Sponsorship Offers
- This episode is brought to you in part by Hubspot.
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Credits
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The Sales Evangelist