Sales Freak Episode - 6; How prospecting changed between 2010-2020 and we can do to be successful in 2021


Hello, sales freaks and welcome to today's episode the first episode of 2000 and 21. So i'm really looking forward to talking this year about sales tactics, sales ideas, sales concepts to help you grow.

If you don't know on tuesdays. 12 p. M. Pacific we have clean freak dedicated to cleaning ideas, concepts, practices, processes on tuesdays.

Wednesdays is sales freak 12 pm and thursdays is marking freak. Now, today I wanna talk to you, kind about what? Did we really notice about sales or what did I notice? I should say, and and perhaps you did, too, in the last decade from 2010 to 2000 and 20 you know, how did it change now? It was definitely changing in the decade before, but not to the level that it changed the last 10 years and where it goes in the next 10 years, up to from 2021 to 2030.

Uh, is going to be interesting as well. So what I want to talk to you today about is, uh, the customer and how the customer has changed from a sales perspective for us out in the sales world trying to grow our sales business. Now, before I get into that, want to talk to you and show you, ah, little, uh, program that i've that has just been launched and it starts on the beginning of every month. So it's closed right now, but you can you can join it will launch on february 1st starts, uh, every month.

And its growth freak and growth freak is a program monthly program that's geared towards all the concept ideas that we need to use to grow our business. So you're interested you go to growth freak dot ceo.

Right now we're offering all the programs right away. So you're gonna get lead freak sales freak and clean freak included over $700 worth of material. You're gonna get that right away.

And then in the beginning of each month, the program starts on. We start looking at customer journeys and things like that in month one, which is going to be a new concept for many of you. So what I wanted to talk to you today about was we're going to look at customer two point.

Oh, okay. So how has the customer changed in the last decade. Well, they really became, ah, lot more focused on the, you know, on the digital aspect on the smartphone. As an example, um, you know, even our grandparent's or, you know, many of them that air slow adopters.

They changed my dad change from 2010. He still had an industrial foot phone, and he, you know, went to his smartphone. Hey, still uses it.

Uh, not to his full capability, but he has it right. He could go on facebook. He go on, he he has access to his emails right away, those type of things.

So the customer has focused. But the question is, how should our sales process change or how? How could it have changed? What should we be doing that maybe we weren't doing in 2000 and 10?

So the way I see that, it changes that the customer became very, um, information driven on their phone right? 2000. You know, in the two thousands, the smartphone came out 2007, but 2000, up until 2010, people were slowly getting, uh, into the smartphone, getting away from their blackberrys, the crack berries into the smartphone, the iphone whatever. Waas. So over the last 10 years, information became something that's readily available, right? They could get it right away.

Uh, up until 2000 and 10, many of us, we got her information. We went to our desktop or maybe maybe our laptop, but we went and we went in and search for the information.

Uh, you know, that worked great. But now, since 2010, we all get our information right now, right? The amount of times that you get an idea.

You know, I don't know who won the super bowl in 2000 and whatever right away you get that information, right? So that is leads me into how has prospecting how sales changed.

And it's a combination between sales and marketing. We start talking about prospecting, but from a sales perspective, why don't you put yourself into your shoes, right?

If you really want something like that as an example, let's say I i think of a book I want. I can quickly go look on amazon, find the book, and I can either do one or two things.

I can either sit back and say, you know what? It's going to come to me in one day, two days by it now. Or I can stop what i'm doing or make a plan later and drive to the bookstore and get the book if they have it in stock, right? So the customer, the prospect we can get what we want right away, right? We don't have toe weight, or we can at least make that purchasing decision.

And we'll get that that book or whatever it is we're buying in the next day or day or so. So we don't need to leave our our habitat where we are to make that purchasing decision.

Well, in sales, we need to get away from the concept of looking for a customer with a need. Because if they have the need, if they want the book, they get right away, right, they can get it probably fast, and you could get it cheaper than you can get it.

I mean, just yesterday I wanted a book. I looked on amazon and I thought to myself, you know, I might want to support um ah local bookstore instead, for many reasons, and I phoned. Of course, they don't have the book now.

I chose to wait and order the book, and i'm gonna wait a week or so, but I can order it on amazon and see, that's coming in three days where I could order a kindle and get it right away. Right, so I could get that satisfaction right away. And i've chosen for a few reasons not to, but I could have so your customer could do the same thing if they want to find out who's cleaning or where they could get cleaning supplies or where they get that disinfectant or what have you?

Um, they can get it right away, right? They do a search. So we don't want the person that wants to buy right now because if they want to buy right now, oh, I need that right now.

There going to go, and if you're gonna get it, it's probably gonna be based on convenience is gonna be a price driven sale. What we want to do because we want to add value and create a need, not find a need.

We want to create a need. We want to meet the customer where they are from here and take them here. And that's a journey and that could be a journey of one day.

It's usually a journey of a few days, a few weeks, a few months, but in some cases even a few years. But it's a journey so prospecting can no longer be.

Go in and go in and she says, go in and trying to get the little thing here. Go in. It can no longer be. Go in and close the customer, go in and and close them.

What it needs to be is we need to recognize they're on a journey. And what's that journey look like? Well, in the old days, right, prospecting was like being a hunter, right?

You knew you're going to go hunting. You had your your weapon, your sales spiel, your product and you went off and you said, boom, i'm gonna go try to sell someone this product or this service.

And you it was like a one shot, right? You went. You did it. They bought, they didn't buy.

And you just keep trying. Thio keep him as a customer after that. But it was kind of more like hunting. Now it's really more like fishing, and i'm not much of a hunter, and i'm not much of a fisherman.

But what I do know is that with fishing you have all different types of bait, and you have different types of bait based on the type of fish you're going after. So you have different bait. If you're going salmon fishing, you have different bait. If you're going to in a fishing, you have different bait.

If you're going steelhead, whatever it is, you have different bait. We have different. Uh huh, different lead capture ways to catch the fishes attention based on the fish.

And you might be going that day and and recognize that. Hey, you know what? There's no biting today. I need to put more weights and go down lower. So you're adjusting all the time when you're fishing, right? You're you're changing the colors of the types of bait you have. You're changing the way your adjusting your content. You're adjusting your bait to the particular type of fish that you're going after, but as well as the type of day, the morning, the afternoon. Where are they?

Right? And it's the same thing now when we're when we're prospecting and so we have to recognize that it's a journey. The prospects here and we're trying to get them here and there.

The information, the content, the conversations that we have when we first meet them to the conversation we have on the 2nd and 3rd and the fourth and the fifth and the sixth, all the different attempts attempts.

The conversation needs to be different. If we keep trying to fish with the same bait on day one as we are on day two, we might get the odd bite, but we're not gonna be full and have a boat full of fish.

We're just we're not. We have to have different bait on day one to day to to day three. And so in 2000 and 2021 if you haven't adapted to this type of prospecting, I really encourage you to do it or have someone do it for you.

It's not. It's easy, but it's not simple, right? So you want to put yourself in the mind of the prospect on day one day, two day, three day, if you where are they, right? So day one, they don't know that you even exist.

They don't know that they even might have a need. They're just living their life. Now. You come in front of you, interrupt them, they may say no.

But for the first time, they're saying no to something they've never thought of. The next time they know they said no. But they've had time to think about why they said no. Why? They're not interested.

Or they had time to go recognizing. I didn't even know that existed, right? There was no interest, no need, no awareness of a need. And now we're taking on a journey.

So really think about what that journey can look like and should, like, look like what is it? Is the out first outreach an email? And what should it say?

Or is it a phone call or is it a text message, or is it a link through social media? Or maybe it's all of it. And so you have the different forms of bait, right? And I just talked to you about the different types of bait.

Right? You've got, uh, you've got text messaging becoming way more more acceptable. Now, uh, email you've got ah, phone call.

You've got social media. You've got facebook linked in you have these different platforms these different ways in which to connect with somebody. And again, it's a journey.

So where is your prospect mentally? Day one and where do you want to take them? And we shouldn't expect to put our fishing rod in the water, um, with just randomly grabbing bait and putting it in and expecting that we're gonna get a fish instantaneously.

It can happen, and that's great. But it doesn't usually happen. You have to make adjustments. You have to recognize the environment.

You have to recognize how you're going to intrigue that prospect. So 2021 is about changing your mentality, our concepts of what prospecting is like for a b two b sales person.

And if we're still going out into our territory knocking on doors and that is our form of prospecting, there is a much better way not saying not to do that.

But once you do make that call, once you do get that business card. Once you do get that contact, what is the process? What's the next step?

Right. So in today's day and age, you don't need to be 100% um, the person that does it. You can automate some stuff. You can set a sequence.

Ah, journey. Their name goes into the system, and then there's a journey. You send them email on some information. They open it, they get another email, they don't open it.

You wait a few days, the system automatically does it for you, and you should be doing this. There's no reason why you shouldn't be, except for maybe you don't know how.

And that's where uh, this show is about. That's where growth freak is about growth free ceo. If you're interested, so recognize that prospecting has changed.

We all know it's changed, but it's absolutely now. Uh, we're in a time in history with the cova 19 with the pandemic with people's really changing to digital platforms, people wanting and preferring to be talked to and communicated with digitally, uh, that you need to make that change.

You need to make that change today, and that's what this show is about. So I hope you have found this of value. Recognize that we're no longer hunting were fishing and fishermen have different types of bait based on the day based on the fish based on the temperature based on a bunch of variables.

Do you have different bait for different prospects based on where they are in their journey from being aware of you? So ultimately becoming a customer I made in rig.

And I hope you enjoyed this episode. I will talk to you in the next episode.


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