In today’s episode, Nathan Kontny shares with us the challenges salespersons face when outreaching as well as some personalized outreach strategies for you to see great results.
Here are the highlights of my conversation with Nathan:
CHALLENGES COMPANIES FACE WHEN OUTREACHING
Trying to meet customers requires too much time. Too many people try to take shortcuts and rely on these new systems that do the work for them. And they keep making mistakes and don’t work most of the time. It’s invading a lot of people’s outreach.
People start distrusting you in the long run. Word of mouth gets really bad. Care for and understand who you’re going after and be effective at that.
HOW TO EFFECTIVELY OUTREACH
- Stop sending the same email that you crafted years ago as part of an email sequence. Freshen these things up all the time. Change the templates that you use when sending out bulk emails everyday.
- Personalize emails you send to customers. Make them feel they’re real people.
STRATEGIES TO PERSONALIZE YOUR OUTREACH APPROACH
- Send them an actual custom thing. Attach a custom video to your email. Use the person’s name. Make actual conversations with them.
- Send handwritten Christmas cards. Send packages in the mail. It may cost you and may take some work but the results are significant.
- You can do this for a few select people. You can’t get everyone but you can focus on some. You don’t need to be big, you just need to be good.
Treat people the way they want to be treated. Some people want to get phone calls while some prefer to get emails. Focus on the needs of the prospect.
- Provide what you can do over video. Practice being comfortable in front of a camera. People want to see videos and how things are done.
- Don’t push for one channel. Give your customers the channel that they want. Be flexible!
NATE’S MAJOR TAKEAWAY:
Tweak and personalize your emails all the time. Open yourself up a little bit to the people you’re outreaching to. Let them know that you’re a human on the other side!
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