15-25 sales emails per day.
7-10 LinkedIn sales DMs per day
3-5 sales phone calls per day.
It's a crowded space. Chances are, I am not responding to you.
It's not personal, I likely did not even fully read your message.
It's simply not possible nor is it a good use of my time to dive into all the messages I receive. The realty is 80-90% of them are not even 'fits' for us but these organizations are playing a 'numbers game'.
My inbound sales contact volume is not unique, this is the case for most decision makers.
As a sales professional, you need to be aware that you have massive competition on the prospecting front. If you are not positioning your outreach in a unique manner, your conversion rate to meetings is going to be horrible. The days are long gone of buying a lead list and dumping it in an automation email campaign tool. You must seperate yourself.
Through the years, I have highlighted some ways in which sales professionals are 'doing it wrong'. I added some links at the bottom of this to those articles.
Let's talk about how you can do it right.
The right sales approach
Enter Eric King. A sales professional that understands the game.
Eric had been reaching out to me for a few months. I did not realize this until I decided to do this write up and I searched my inbox.
Now, I am going to assume this was email campaign automation.
I did not read these, they were part of my daily sales emails that get ignored because I get so many.
Let's move onto LinkedIn. 99% of sales professionals on LinkedIn are doing it wrong. They send a connection request and then send you a DM every couple of days with unoriginal generalized pitches. My LinkedIn inbox is similar to my email inbox, filled with noise. Yesterday, however, I had a rather long back and forth with Eric King. Why?
Eric sent me a video and it was not a video he sent anyone else.
It was a video to me. He referenced some recent content I had put out and also identified that we both wear hats a lot. This 'right under 2 minute' video is IT ladies and gentlemen.
This is how you seperate yourself from the pack.
This is how you get the attention of a prospect.
After watching it, I had to respond. As a human being, having any level of decency and respect for others, a response was warranted.
Sales Professionals - BE MORE LIKE ERIC
I promise you, the quicker you learn to seperate yourself from the crowd, the quicker your metrics (appointment ratios and close ratios) are going to spike in the right direction.
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Other Articles:
You're doing it wrong...Part 1
You're doing it wrong...Part 2
You're doing it wrong...Part 3 (Right Edition)
You're doing it wrong...Part 4
You're doing it wrong...Part 5
You're doing it wrong...Part 6
You're doing it wrong...Referencing Your CEO or Boss in Sales Outreach
