If your prospecting efforts aren’t working, stop trying to sell the product or service. Instead, sell the value of the meeting itself.
When you sell, no one wants to hear your capability pitch or your company’s history right off the bat.
They’re looking to find out how their lives can be enriched by working with you. When you think about providing value, don’t just think about the value you will eventually provide when they buy from you.
Think about the value they’ll get just from speaking with you. Eventually you’ll sell your company, your offering, and yourself. At first, sell the idea that the prospects’ time will be well-spent if they elect to speak with you.
In this video, John Doerr shares:
- How top performers succeed at prospecting
- 2 questions they answer before reaching out to a prospect
- An example of how he helped a seller change their approach