Lawrence

Last week I mentioned Lawrence, aka LJ, who I’ve been working with for the last 7 years.

He’s been working in sales for 30+ years.

So he has a lot of wisdom that I’ve learned from.

Here are my 2 favourite phrases of his I repeat a lot in training

1) “Some will, some won’t. So what. Next!”

Before I met LJ, I used to overthink sales and tell myself:

“What if I’m being too pushy?”

“What if they hate cold calls?”

But then I’d see LJ contacting people 15 times. I was expecting buyers to message him “unsubscribe.” But most of his responses were:

“Sorry for not responding sooner. Let’s set up some time to chat.”

And for the few that were rude, I saw he was detached from their response and preached his “Some will, some won’t. So what. Next!”

So I switched from doing 5-10 touches per contact to 20-30 and saw my response rates dramatically go up.

2) “Build curiosity but never satisfy it”

The goal of outreach is not to book a meeting or to sell anything. The goal is to build curiosity.

I used to over-explain in my emails and calls. But it’s impossible to explain everything you do in a 5 minute call or an 100 word email.

Further down the funnel, you can explain everything your product does on a 30 minute demo.

VS dumping features for 20 minutes, I now focus on providing 2 or 3 bits of value, and leave curiosity to see more on a follow up call.

A sales process should be more like a 10 episode series than a short film.

Hook your audience and get them excited to speak with you again.

Connect with Lawrence here