Don't Waste Time Prospecting

Updated: Apr 11

“Attention all sales reps. The last thing I have for you right now is time to listen to what you would love to tell me about. Tell me how you are going to help my business, my employees, or me. Get to the point.” – Anonymous C-Suite executive on LinkedIn.

So often in sales, I have tried to say or send a message the way I would want it said to me. But guess what? I am not reaching out to myself. Executives I am targeting do not have time for the “Hey, how are you” fluff that I would welcome. And they certainly don’t have time to listen to a talking brochure. They are moving at 100 miles an hour trying to run their company. To reference the quote above, they want me to get to the point quickly – and the point has to be how I can help them. Throw in the fact that they are called upon 25-30x a week by other sales reps… I’d better be memorable.

It’s not an easy task to prospect these days. And, if you don’t know how to effectively and confidently convey the value you bring, your chances of connecting are greatly diminished.

Here are some tips to help you “get to the point” when prospecting:

Value Statements

Any sort of targeted messaging needs to have a strong value statement. The challenge is, it can be difficult to craft. A strong value statement should captivate your targeted persona’s attention. It should differentiate from your competition, and it should validate your business. Oh yeah, and all of that should be within 20-25 words. Take time to create strong value statements. Challenge yourself to create value statements that no one else could use. In our trainings, one game we like to play is to switch out your company’s name with a competitor and see if the value statement works for them. If so, your value statement will probably get lost in the noise. Your voicemail or email will sound just like the others. A strong value statement should be unique to only your company and/or you.

Voicemails & Role Practice

Hypothetically, let us say it takes you 20x to master a voicemail you create. Would you rather get to that 20 by leaving live voicemails with prospects and possibly lose opportunities, trust, and credibility OR get to the 20 by simply role practicing and recording your voicemail on your phone to play back? Hopefully, you chose option B. One of the biggest missed opportunities I see in sales today is role practicing. Role practice your voicemails. Before I leave any prospecting voicemail, I will script it out and record it on my phone at least 10x before making a live call. I check my tone, value statement, length, etc., all before I go live. Do you think any professional athlete or musician goes out in front of a crowd and wings it? Absolutely not. When it comes to prospecting, why do we do it? This is our income. Our quota. Our career. Do we want to leave that up to chance? Role practice.