Use Social Proof And Ditch The Script
– Ali Mirza on SAAS Sales.
Ali Mirza | November 3rd, 2016 | Category: Improve Sales Skills
“At your first point of contact, you should not be selling.” You read that right. Let me explain
Secure the meeting
At this early stage, your goal is to:
- Secure a meeting
- Get subsequent permission to have an exploratory call.
How do you get permission? Hook your prospect naturally.
Develop within them a genuine, solid interest in your solution. At least ask some questions and peak their interest. Too many SaaS providers cold call and come across as disingenuous and ‘salesy’.
I have experience in selling insurance door to door. Here’s what I took away from that experience: if I knocked on someone’s door and instantly inquired about their current insurance situation, I would still be in rural Manitoba. Rather than that insane approach, here’s what afforded me some success in those days: I took control of the conversation. I shook the home owner’s hand and introduced myself. I came through as a person with a genuine purpose in offering something of relevant value.
And I didn’t accomplish that by disturbing homeowners at their doorstep with a robotic, clearly scripted sales pitch.
At the end of the day, no matter what your political leanings, everyone can engage in this sort of small talk. As I saw firsthand, most people were happy to take a few minutes and complain or vent about the government. This was how I developed a natural transition into offering insurance.
If your medium is email and phone, these principles remain exactly the same.
Social proof and value
Some clients question the amount of risks I take.
I take them because if I lost it all tomorrow, I would work as an inside sales rep at any company and crush my quota.
Here’s how I would do that.
When cold calling my prospect, I would take control of the situation; offer something tangible and substantial, and provide social proof. In the door to door days, this was literally done by shaking hands. As in, when shaking their hand I wouldn’t let go; they had to listen to me. That approach is how you turn the call from cold to warm. And it applies to any medium!
Ensure that you have something that your prospect actually wants. If so, give it to them. That could be a
- Free trial
- Promo code
- A discount
In any case, make sure you position it in a way that’s not spammy.
Don’t be the automated voice that gives away a free cruise. Don’t be the scripted robot. Everyone knows that’s a scam. The phone will click, just as the door slams.
Starting to see the relevance? Offering social proof is the proven method for not appearing spammy.
For example, if you are cold calling logistics firms to sell your software, offer value right away. Let them know the numbers: how many other firms are currently using that free item. Right off the bat, you’ve demonstrated real, tangible value. Once they’ve given you some sort of permission to continue, that’s your time to shine.
If your exploratory call is under five minutes, do it on the spot. If it’s longer, let them know (this shows them that you value their time), and offer to set up a time that matches their convenience. From here on, it’s self explanatory. Here’s what it should look like:
Then, follow-up appointment to engage in a demo or see if it is possible to do the demo on the spot.
Track your results
There is a key to making the above work perfectly. Be sure that you have already emailed their access/promo code, free collateral, or follow their Socail Media @TheAliMirza This way, it’s more of a follow-up call than a cold call. That gets your foot in the door.
I would send out all my emails with email tracking, on Tuesday and Wednesday. This gives me the ability to see who has actually opened the emails. For anyone who has logged on and used the promo code – I’d call them ASAP. Don’t worry about looking too thirsty, you are fresh on their minds and they are actually using your service. Naturally, it’s the best time to speak with them. Alternatively, if they have not opened your email or used your promo code, I would follow up on Thursday (anytime other than between the hours of 11-1).
If you got something from this article but want to know how to stop your prospect from interrupting you midpitch, let me know. I have a few ‘interruption stoppers’ in my back pocket that even Mark Cuban and Kevin O’Leary would enjoy.