There’s 3 core elements to successful Outreach:

1) Social
2) Intrigue / Curiosity
3) Value / Status

More on each below 👇🏼
1) Social

First thing the prospect is thinking who you are and where do you fall in THEIR social hierarchy

Are you a colleague of someone or a similar status to the prospect i.e VP / Director etc

Did you get a referral from a PA or from the prospects colleague or boss?
Did you used to go to college with the prospects spouse?

All of these things make a MASSIVE difference in cutting through the noise

One thing you can do is check Linkedin for mutual connections. Then reach out to those people for intros
You can either leverage a social connection OR show you are social by referencing a local event, meetup, tradeshow etc that your prospect is aware of

“Your name came up at Dreamforce”
2) Intrigue / Curiosity

A lot of salespeople try to lead with THEM being curious i.e “your company caught my eye” but that doesn’t work because salespeople are considered low status

If Mark Cuban said “your company caught my eye” the prospect would respond in 30 seconds
So what you need to do is intrigue the prospect by using curiosity to HOOK them

“John [your biggest competitor] just used our tool to get to market 7 months early which led them to raising $20M by XYZ VC.

Let’s discuss opps?”
Or

“We’re piloting a new accelerator for startups that raised at least $2M. You open minded enough to learn more?”

“We’re hand selecting Project Management SaaS companies to test out our leads. Equivalent to the quality of your current MQL’s. LMK”
3) Value / Status

You can sell anything 2 ways:

Using value: amazing tool that will improve OPEX by 26%

Using status: I’m a busy and competent professional that has a ton of insight because I’ve worked with many company including many of your competitors

Use both

• • •

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More from @BowTiedSalesGuy

28 Sep
Lots of new followers. For those that have recently followed me, it’s critical for you to learn the 3 traits that make a Chad Salesman:

1) Competence
2) Indifference
3) Empathy

More on each 👇🏼👇🏼👇🏼
1) Competence means you are a highly capable individual. In a sales context, it means you can get the job done successfully AND efficiently (due to your expertise)

Confidence is a byproduct of COMPETENCE

You become competent by completely owning your role and being the expert.
2) Indifference means Outcome Independence

Whether the prospect says yes or no it doesn’t phase you

You treat the prospect with respect but you are CASUAL

You’re not walking on eggshells.

You want the deal but you don’t need it

You are nonchalant in your interactions
Read 8 tweets
26 Sep
Validation Loops

The more you keep your prospect seeking your validation, the more you secure your higher status

It’s a sort of tension that whatever they say or do is “not exactly” correct or “enough”

It’s intriguing and will keep them on the Hamster Wheel
You have to subtle and pepper it in through multiple interactions

But in general resist the urge to always appease your prospect in a sales call and learn to keep them guessing

- They laugh you stay silent
- They say “It’s normal for XYZ” you say “Eh depends”
And then throw them the occasional bone by being in agreement

- Laugh when they laugh “Ha totally!”
- Overt agreements like “Completely agree”

Even toss in some genuine gestures of appreciation but ONLY when you have Frame Control
Read 4 tweets
26 Sep
There’s a lot of different theories in how to deal with “price” on a sales call

1) some say bring it up in the beginning

2) some say bring it up only at the end

I say it depends.

When i’m selling and the prospect is clearly qualified (company that has $$) then it’s not..
relevant to bring up price on the beginning.

If I have a feeling i’m dealing with a cheap prospect or a cash strapped startup i’ll bring it up in the beginning. Sometimes i’ll be as direct as “Look before we continue, our product starts at $40k a year. Is that affordable?”
If no - end the call

If yes - continue

If yes + objection - you say “Obviously i’m going to tell you why it’s worth that much on this call. We’re just really busy so I needed to make sure you guys can swing $40k before continuing”
Read 8 tweets
25 Sep
Some thoughts about Frame Control:

1) You don’t always need to SAY something as a response. Sometimes silence or ignoring the message is enough to reframe

2) Not everything your prospect says is worth addressing or even acknowledging. Don’t chase red herrings!
3) Sometimes prospects ask a lot of questions. Whether it’s intentional or not doesn’t matter. Your job as dealmaker is discerning the truly important from the noise

4) You can combat stupid questions with stupid questions to easily break their Frame
5) Trust your gut. Your gut will tell you when you’re losing control of the interaction. That’s when you zoom out and reset the Frame i.e “Guys we’re getting carried away here. You like what we do here right?”
Read 4 tweets
14 Sep
A young man was walking through a garden.

The soil looked good and he wanted to grow a fruit tree.

So the young man went to the store to buy seeds.

He walks in and sees two packages:

1) Basic seeds
2) Premium seeds

He reaches for the Basic seeds and then hears..
a deep voice from behind the counter.

It was the store owner.

“I wouldn’t choose that one” said the store owner

“Why not? It’s half the cost of the Premium seeds” said the young man
“That is correct. However, the Basic seeds take significantly longer to bear fruit and the fruit isn’t as tasty.” said the store owner

He then walks towards the young man and says “The Premium seeds bear fruit in a fraction of the time and are rich in nutrients.”
Read 15 tweets
13 Sep
On Outcome Independence:

When @BowTiedOx is lifting weights, he’s not overly concerned with how he will look afterwards.

He’s focused on the process (progressive overload) and knows the outcome will take care of itself..
When @BowTiedOctopod is making a delicious meal, he’s not overly concerned with how it will come out. He’s more concerned with following his because he knows the outcome (tasty dish) will take care of itself..
When @BowTiedTetra is doing SEO he’s not overly concerned with how quick his content will rank, he’s focused on the right process of making sure the SEO is optimized and there’s backlinks, then the outcome will take care of itself..
Read 5 tweets

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