Let us not disagree to agree on the fact that we all have been stuck one or more times during our sales career in order to strike up a conversation with our clients or prospects and to let them know about the services we sell to see if our services would be something they are interested in. But do we really just moonwalk ourselves into their profiles and get them to say, “Hey! How can I really buy your services?” No! Of course, not.
Why is that so?
Because it is natural for us sales representatives to get nervous before hitting their personal messages. We reps analyze their profiles, research a lot about them, the work they do just to let them know that we are not here on social networking sites or apps for a sale or to close a lead but to build a connection that has a good probability of being a constant source of reliability and income. This creates a win-win situation for both, you/your team and your customer.
The sales reps who don’t follow the practice I just mentioned above, this blog is specifically for you. Through this resource, I will walk you through the tradition that everyone into sales should follow in order to strike up a healthy conversation with your prospect that will definitely lead you to a conclusion of pitching your services, good or bad.
1. Check if they are active on social networking platforms, preferably LinkedIn.
If you are a sales rep who doesn’t have automated leads generated through a software, who generates leads through LinkedIn sales navigator or organically through networking, you should note that there is no other way to talk with your prospects other than connecting with them on LinkedIn. Okay, then you might ask, “What if my prospects aren’t on LinkedIn?” My answer would be that God shall bless your sales numbers. Ok, Sorry :D On a serious note, you should try connecting them through their email addresses if you have them and if you have their number, keep it safe with you but never ever add them randomly to your WhatsApp and ping them right away unless that’s the only option you are left with.
Usually, every other business professional is present on LinkedIn, being the largest business networking platform. So most of the time you won’t face any difficulties while connecting with your targeted prospects.
2. Find something common between you and your prospect
Don’t just check their profile out the moment you find them on LinkedIn. (Of course, you can check if they are the right person you wanted to connect to) Why? Some of you might be aware of the feature which LinkedIn has in order to keep one’s profile private. You can only see limited details like their current job role and skills. Sometimes not even that. So, you have to wait until your prospects accept your request. When they do, make sure you spend at least 5–8 minutes on their profile to understand and know every smallest of the small details like what they do? Where were they working before this job role? What are their skills? What are their posts all about? What interests them? Remember and make note of this: You don’t have to stalk, you just have to study them. You need to know what’s common between you and them so that you can excel in initiating the conversation ahead.
3. Initiate a conversation by appreciating their work or achievements
Now it’s time, it’s time to hit their personal messages. It’s time to utilize your skills, your efforts that you put down in order to analyze their profiles. Start the conversation by complimenting them about their latest achievements that they might’ve posted, their job role if it’s new, if they are business owners — check their website and appreciate the things their company might have achieved or appreciate them on the hard work that they have put in, in order to run their business. These small compliments and appreciation would lead you to climb one more step towards your goal and your customer to climb their first step towards building trust.
4. Give a human touch to your conversations
This is the most important part of building a successful relationship with your customers/prospects. Once you have initiated your conversation with them, if they have started to build trust, you can’t risk this bond by following your monologue or sales script. You can’t just directly jump to, “Hey, I have a product that can help benefit your business, would you like to try and buy it?” It takes time to build a trusting relationship. Speak formally and casually to make them feel comfortable, confident about your profile and that you are not just another scam. Avoid sounding like a salesperson, and let them know that you are just like them, you are no different. Don’t make them feel that you want something out of this conversation. But then don’t be too casual that they take you lightly. You have to maintain the mixture of being bold, casual, formal and a stunner!
As in the end, the act of genuineness wins all the hearts and the monthly sales targets 😋
