Extend the emotional altitude with better follow-up
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- We can't delete fast enough
- Emails are horrible
- Differentiate yourself
- Have the desire to be just a little bit better
- Your CRM spitting out form emails won't save you
- Authenticity goes a long way
You have to extend the emotional altitude with better follow up."
- You don't have to hire a marching band
- Emotions are key
- Extend the "emotional altitude"
- "I'm just following up...(to see if I'm going to get paid on this deal!)"
- Preparing better follow-up will help you on the front end
- Chapter 6: "Speed: Your Secret Superpower"
- Time kills deals
- The emotional altitude is lost over time
- You, as the salesperson, must own the next step
- Don't leave it up to the CRM to do all the generic follow-up
- Ask how you can add value and serve your customer
- Give value ahead of time
- Identify the "most-sold" buyer
- How do you add value to each of the stakeholders?
- 50% of our brains are wired for sight, i.e., video
- Zoom went from 10 million accounts in February 2020 to 300 million in June 2020
- Video email is powerful. He uses BombBomb, too.
- Personalize your content
- Your customers can smell generic content
- It's not just about the numbers now
- Have some fun
- Do what doesn't scale
- Follow-up should be fun
- Take some chances
- Add value upfront. Tell the prospect you'll do some homework to prepare for the meeting.
- Have a key swipe file to add value with efficiency
- Make the decision to stand out and stand apart
Links Mentioned In The Sales Podcast