One conversation is just that: another conversation.
Land a second, and now youāre being āevaluatedā.
Donāt try to jam through everything in the first convo.
Do just enough to pique their interest and land that second meeting.
10 sales tactics that work:
One conversation is just that: another conversation.
Land a second, and now youāre being āevaluatedā.
Donāt try to jam through everything in the first convo.
Do just enough to pique their interest and land that second meeting.
If youāre pitching a customer, use their product,
Read about the company and the person youāre talking to.
Ultimately, this proves that you will do the work to make their lives easier.
Itās so powerful yet so easily overlooked.
Who is required to make a decision like this?
What would you need to see from me to be able to buy?
How long will it take to make a decision?
These questions give you the roadmap on how to close the deal.
Sometimes itās habit to jump straight into a demo.
If someone wants to talk first, do that.
This could consume a whole first conversation.
Which gives you a great excuse for that second meeting: going thru the demo.
If youāre going X direction in a conversation and the customer wants to go Y direction, embrace it.
If youāre using a deck, donāt be afraid to jump around.
This is a good thing; it means the conversation is unfolding organically.
Keep it fluid.
āHey customer,
There are a number of reasons why timing matters, including ability to lock in best possible prices and integration resources.
Is there a reasonable timeframe in which we can mutually agree to come to a decision?ā
Pricing can be scary.
The best strategy Iāve found: complete transparency.
If the customer pushes back on pricing,
Explain why your company needs to price the way it does.
If someone wants something outside of the normal bounds,
Ie better pricing, new feature commitments, etc.
Ask for something in return!
Ie Ask the customer to pre-commit to serve as a reference or case study should things go well.
Persistence pays.
Especially in the early days, Iād often email a customer 5-10 times before receiving replies.
No customer would ever be marked as Lost.
Only āPaused, Try Again Laterā
More from Ryan Breslow šŗ
More from Marketing
big louis winthorpe III energy
i almost feel bad for the guy, because someone this absolutely clueless about how he sounds really shouldn't be allowed to post under his own name.
he seems like someone who *genuinely* means well most of the time, but it extremely easy to excite and wind up, and who is just profoundly dense about the wisdom of getting wound up the way he does in public.
on the other hand, the tara reade business was indefensible, exploitative, and gross. if there is ever a writer who desperately needs an editor to save him from himself, it's nathan robinson.
i had a few friends in high school who were well-meaning, wealthier than they realized, and in drama class, and most of them grew out of their nathan robinson stage because, well, it was oklahoma. there's almost something a little charming about the fact that he didn't.
they're the cheapest classic car on the market https://t.co/imorvNSZcI
— Zoomcock Archivist \U0001f30b (@canderaid) December 17, 2020
i almost feel bad for the guy, because someone this absolutely clueless about how he sounds really shouldn't be allowed to post under his own name.
he seems like someone who *genuinely* means well most of the time, but it extremely easy to excite and wind up, and who is just profoundly dense about the wisdom of getting wound up the way he does in public.
on the other hand, the tara reade business was indefensible, exploitative, and gross. if there is ever a writer who desperately needs an editor to save him from himself, it's nathan robinson.
i had a few friends in high school who were well-meaning, wealthier than they realized, and in drama class, and most of them grew out of their nathan robinson stage because, well, it was oklahoma. there's almost something a little charming about the fact that he didn't.
The emergence of many new hypocrisies typically heralds an emerging new cultural synthesis.
Are you disturbed that you agree with one of those viewpoints? Or perhaps that other people you respect do?
1/x
Let me offer a framework for thinking about things like this, something called an āOmega Event.ā
It was first described to me by Erik Martin, one of Reddit's first community managers:
In governance, Omega Events exist due to the fact that no system of beliefs, no worldview, no set of rules, can account for everything that will ever happen.
Eventually someone (or some group) will do something that lies outside the scope of all existing rules, and you will have to make decisions again from first principles.
Sometimes the Omega Event emerges from the confluence of many unrelated factors. When it does, it is wholly different from anything youāve encountered.
Are you disturbed that you agree with one of those viewpoints? Or perhaps that other people you respect do?
1/x
\u2014 HYPOCRISY \u2014
— emily (@emnode) January 9, 2021
\U0001f4cdFree market conservatives outraged that a private social media company can decide who has access to its service.
\U0001f4cdSo called liberals overjoyed at the prospect of powerful corporations taking control of the content and information we're allowed to see.
Let me offer a framework for thinking about things like this, something called an āOmega Event.ā
It was first described to me by Erik Martin, one of Reddit's first community managers:
In governance, Omega Events exist due to the fact that no system of beliefs, no worldview, no set of rules, can account for everything that will ever happen.
Eventually someone (or some group) will do something that lies outside the scope of all existing rules, and you will have to make decisions again from first principles.
Sometimes the Omega Event emerges from the confluence of many unrelated factors. When it does, it is wholly different from anything youāve encountered.
Being creative is draining.
Here's my cheat sheet so you'll never run out of marketing inspiration.
12 easy ways to generate content ideas:
1/ Look at replies.
LinkedIn, Twitter, your private Slack for customers ā wherever your community is most engaged.
What questions did they ask? What was most liked or shared?
2/ Talk to your personal Customer Advisory Board.
You have a few customer BFFs, right? Email or text them hello.
See how they're doing, ask what's on their mind, or get their opinion on a recent post you
3/ Read through customer support tickets.
Look for common and recent pain points. Write something that guides readers to the solution.
4/ Ask your sales team for FAQs.
Or skim their notes in the CRM. Uncover reasons customers don't sign on.
Let that guide your next playbook or case study.
Here's my cheat sheet so you'll never run out of marketing inspiration.
12 easy ways to generate content ideas:
1/ Look at replies.
LinkedIn, Twitter, your private Slack for customers ā wherever your community is most engaged.
What questions did they ask? What was most liked or shared?
2/ Talk to your personal Customer Advisory Board.
You have a few customer BFFs, right? Email or text them hello.
See how they're doing, ask what's on their mind, or get their opinion on a recent post you
Actual marketing hack: Create your own personal Customer Advisory Board.
— Amanda Natividad (@amandanat) June 15, 2021
1. Get to know 3-4 of your customers.
2. Befriend them naturally.
3. Run ideas by them \u2014 copywriting, blog topics, events, etc.
3/ Read through customer support tickets.
Look for common and recent pain points. Write something that guides readers to the solution.
4/ Ask your sales team for FAQs.
Or skim their notes in the CRM. Uncover reasons customers don't sign on.
Let that guide your next playbook or case study.
