TSE 1292: How Do I Stand Out From All The Competition?

How Do I Stand Out From The Competition?   Are there still ways salespeople can stand out from the competition? This is an age-old question that was posed by a recent college graduate. If so, how?  In this episode, Donald will share four ways he’s learned, through his personal and professional experience, to stand out from your competition:    Be persistent Personalize Use your CRM and bring value Have energy and drive   Be persistent Studies have shown that many sales reps give up making contact after one or two attempts. In reality, it takes 8 - 12 points of contact before a potential prospect may respond. If you want to stand out from your competition, be consistent and persistent. Of course, this doesn’t mean sitting and calling eight times in a row within a day. You have to ensure you have an organizational flow process. This is the process that moves through the buyer’s journey to get to the interest and awareness phase within the organization.    Use an omni channel approach when strategically making multiple contacts with prospects. The buyers are not camping out in one location. Many salespeople think  the only way you can get in touch with a prospect is through phone calls and emails. With this digital world there are multiple platforms to utilize, like LinkedIn. Don’t just hop from profile to profile but truly invest your time engaging with people you’re already connecting with. Some suggested steps include the following:   Call Send an email  Reach out on LinkedIn and connect Follow them on LinkedIn  Follow their company  Give them a second phone call Send a gift through physical mail Send them a gift through digital mail,like a gift card You can modify these steps based on how you choose to reach out to your prospects. The important thing is getting beyond the first two tries.    Always Personalize Donald uses some important strategies when it comes to personalizing a message.  One of the most important elements in a message is to use their name. No one wants a generic message. Make use of a personalized message and let them know you’ve looked at the problems their company is facing. Address these issues in your message and bring some value that ties to their concerns. Provide a solution specific to their challenges.    A great way to personalize a message is by sending a video.  This way, a potential client can see your personality before they ever get to meet you in person.   Personalize your message! Your first impression is not the time to be lazy. #SalesImpression   Bring in value and use your CRM Another way to bring value is to go back to your CRM. If your company doesn’t have a CRM, you can visit Crmble. It’s an awesome tool that companies can use for free but upgrades are available. If you already have CRM already, go back to the very beginning and see what problems you were addressing then. Check out if it was a decent sale and read through a thread that might give you some current insight. While it may take some work, you'll be armed with the knowledge of the issues these customers were facing and be able to apply current solutions now and into their future.    Energy and the drive  Whether you are a seasoned salesperson or a new graduate, another way to stand out from the competition is to know that you are awesome! Your clients have the chance to get...