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I’m not a salesperson. I haven’t been trained as one. I don’t like the idea of selling or being sold to. I’d rather initiate the engagement. I’d rather be helped on demand and go about buying my way. I do not take kindly to salespeople who interrupt and insist.
I am not about to do the same thing.
But I did need to learn how to sell AND how to do that in an inbound way. Sales + the HubSpot way. And if anyone can teach me to do that the HubSpot Sales Pipeline Generation Bootcamp seemed like the best bet.
And at the end of 8 weeks, below are the things that stood out for me.
Help all the time
I’ll start this short and sweet. It’s about helping. And when you provide something worthwhile, people will give value back.
Before you can connect, surprise, empathize or inspire, you have to get an idea of how to do that with your prospect. Start with LinkedIn to learn more about your prospect, their company, their industry. Look at points of connection with genuine curiosity. Let that inspire you to formulate questions that will build rapport.
Review the website and social media account and identify not only how they interact but also how they use tactics and tools you can give feedback on:
- Offers and lead capture
- Blogging frequency, topic clusters, keywords
- SEO best practices
- Social Media choice, frequency, delivery, links, etc
- Conversational tools
- Website security (i.e. SSL) and speed
- Mobile responsiveness
Talk to the lizard (brain)
Apparently, being human involves getting in touch with our inner lizard. Connecting with the lizard brain is a good way to capture attention. Surprise, empathize, inspire, connect. When talking to a prospect, it allows you to keep attention long enough to work on the rational part of the brain.
When it’s your own lizard brain, the vision board talks to you and reminds you of what’s important to you.
Riches in the niches
A hyper-focused positioning statement helps you and your prospect mutually identify each other as a good fit. By being clear on who you help and what you can help with, everyone in the conversation quickly learn whether or not there is more for you to talk about. This does not mean you can’t solve other problems. But while you are prospecting, puts you at the starting line.
make the call
Whether its practice or its the real thing, just do it. Make the calls, send the email, do the video email, leave the voice message. As you do more, it becomes more and more easy and natural. And according to my mentors, by the time you get past 500, you would’ve seen or heard it all.
Practice on role-plays, with your LPPs, with family, with friends. Get real with the not-so-good-fit prospects. Go for the win with the good-fit ones.
Do at least 4 calls, 4 voice messages, 4 emails or video emails, 4 social media messages, over 12 days. Have a schedule for this. Use the sequence tools if you have it on your platform plan.
But no more than . Up to 6, you are showing professional persistence. After that, the numbers show diminishing returns.
think like a partner
If you are a business owner, an entrepreneur, you should have a bit of insight into what concerns your prospect. Walk in their shoes. Use that to ask the most relevant question and draw out what matters to them. Find the pain, the goal, the challenge that you can talk about further ... on your next call.
These are just a few of the things that are top of mind. There’s a lot more that I learned but that’s it for now. I'll revisit and add and refine.
The HubSpot Sales Pipeline Bootcamp was time well spent. It's so worth it (plus maybe I’m slow), I did it twice. Join it if you get a chance.
so whats with the lion and sales
More on that later.