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The conventional wisdom is to get prospects to know, like, and trust you, then they might choose to hire you and become a client, so know>like>trust>close.
I agree with this.
Another conventional way of thinking is that the aim of outreach is to get a response/call/meeting, then the aim of the call/meeting, etc. is to sell the service.
I agree with this too.
When I get an email from an unknown contact that's a full pitch, i.e. they're trying to sell me before any initial conversation (knowing and liking) I immediately label it as spam. And I think most of us react like that to most of those styles of emails, messages, calls etc.
So here is the idea for how we can get unlimited leads and the problem that stands in the way:
Step 1: To get a response/call/meeting with an ideal client where we can get to know each other and hopefully like each other
My ideas: An almost guaranteed way to get a response from a client/business etc is to show interest in the #1 thing they're interested in, i.e. their products/services. E.g. Are they selling water bottles? Ask about their water bottle. Are they dentists? Ask about their services. If I give this more thought, I can think up more and better ideas, but the point is, it's relatively easy to think up ways to get this initial response. Plus it's relatively easy to find ways to contact your ideal clients, so that's not the problem.
Step 2: THE PROBLEM - The trouble is in the transition
The question is, how do we transition from getting that response to having a conversation about how we can add value to their business?
An abrupt transition will certainly be perceived as if we duped them and might kill all hopes of trust. So please put on your creative thinking hats with me and let's figure out ways to transition from steps 1 to 3. This might require a better question at step 1 that is still likely to get a response but is less product-centric, so that they don't think we want to buy their product only to try to sell them something. But after step 1 is solved, how do we transition?
Step 3: To get them to trust our competence so that they can decide if they want to hire us (close)
My ideas: Nothing revolutionary here...this would be show how you add value to their business and help get the results they want...all backed up by your usual credibility markers (portfolio of past results, name dropping, etc.)
Please don't waste your time saying this is duping people etc...there are certainly ways this can turn into a duping process, but that's why I'm inviting us to put on our creative thinking hats...it's a plan in progress...so let's see if we can figure out a way to create a conversation flow from steps 1 to 3 that will work without making people feel like they were duped.
-Jon.
I agree with this.
Another conventional way of thinking is that the aim of outreach is to get a response/call/meeting, then the aim of the call/meeting, etc. is to sell the service.
I agree with this too.
When I get an email from an unknown contact that's a full pitch, i.e. they're trying to sell me before any initial conversation (knowing and liking) I immediately label it as spam. And I think most of us react like that to most of those styles of emails, messages, calls etc.
So here is the idea for how we can get unlimited leads and the problem that stands in the way:
Step 1: To get a response/call/meeting with an ideal client where we can get to know each other and hopefully like each other
My ideas: An almost guaranteed way to get a response from a client/business etc is to show interest in the #1 thing they're interested in, i.e. their products/services. E.g. Are they selling water bottles? Ask about their water bottle. Are they dentists? Ask about their services. If I give this more thought, I can think up more and better ideas, but the point is, it's relatively easy to think up ways to get this initial response. Plus it's relatively easy to find ways to contact your ideal clients, so that's not the problem.
Step 2: THE PROBLEM - The trouble is in the transition
The question is, how do we transition from getting that response to having a conversation about how we can add value to their business?
An abrupt transition will certainly be perceived as if we duped them and might kill all hopes of trust. So please put on your creative thinking hats with me and let's figure out ways to transition from steps 1 to 3. This might require a better question at step 1 that is still likely to get a response but is less product-centric, so that they don't think we want to buy their product only to try to sell them something. But after step 1 is solved, how do we transition?
Step 3: To get them to trust our competence so that they can decide if they want to hire us (close)
My ideas: Nothing revolutionary here...this would be show how you add value to their business and help get the results they want...all backed up by your usual credibility markers (portfolio of past results, name dropping, etc.)
Please don't waste your time saying this is duping people etc...there are certainly ways this can turn into a duping process, but that's why I'm inviting us to put on our creative thinking hats...it's a plan in progress...so let's see if we can figure out a way to create a conversation flow from steps 1 to 3 that will work without making people feel like they were duped.
-Jon.
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