The power of human interaction is often overlooked in an age of automation and social media.
In the first of our new biz November blogs, Scott Purves, Founder, Managing Director and COO of Sales2 shares some valuable insights on what it takes to engage with potential clients and turn them into loyal customers.
Pitching Your Business: Focus on Outcomes, Not Products
The power of human interaction lies at the heart of winning new business. It can be very difficult to know how to pitch yourself, can’t it? What makes your business unique and sets you apart from the competition? What is the hook we can use to generate interest in what we do?
According to Scott, the answer lies not necessarily in your offering, but how that offering answers a problem or need that your lead has. Instead of just talking about your products and solutions, you need to frame it around the outcomes that you’re going to get for these particular clients, because that’s all they’re interested in.
“What is the outcome that these people are going to get?
Because you position yourself just like:
“This is our social proof. These are our products. This is what we do. We build trust, likeability, et cetera.”
Which is all well and good, but you need to frame it around the outcomes that you’re going to get for these particular clients, because that’s all they’re interested in.
They don’t care about your products or your solutions if they don’t apply to them getting a specific outcome.”
The Power of Human Interaction: Cold Calls Still Work
The power of human interaction is never more apparent than in the age of digital marketing. But what is the best way of engaging with potential clients and finding out exactly what it is that they need? Email? Linkedin, perhaps?
Actually, Scott is pretty sure that sometimes the old methods can sometimes be the best.
“Phone communication is at its lowest point that’s ever been for new business. And so if you don’t pick up the phone, you’re missing a huge trick.
And most companies are in that same situation. People think email and Linkedin is the only route to market and tech strategies. But picking up the phone is the number one route to market for companies.
You just need someone to do that who’s very confident and who knows how to communicate very quickly to someone without selling as such, just to whet someone’s appetite.”
The power of human interaction is undeniable when it comes to cold calling. But isn’t that very… well, annoying?
“When you call someone new, you just want to have a human interaction.
You want to maybe be slightly self-deprecating, make them smile, and then just have a normal conversation.
So a lot of people who make cold calls will just say something like:
“Oh, hi, John, you’re really going to hate me for this, but it’s actually a cold call. Do you want to continue or would you like to throw your phone out the window?”
You know, it’s just self-deprecating, it’s quite friendly.
Just have a joke with them. Just laugh at yourself. I think that’s the best advice.”
Outsourcing vs. In-House Sales Team: Pros and Cons
The power of human interaction is not limited to cold calling. When it comes to winning new business, one of the most important decisions you need to make is whether to build an in-house sales team or outsource your sales function. There are pros and cons to both approaches.
Outsourcing your sales function can be a cost-effective solution, as you don’t need to worry about hiring, training, and managing a sales team. On the other hand, building an in-house sales team gives you more control over the sales process, and allows you to develop a sales culture that aligns with your brand values.
Marketing Yourself More Effectively: Know Your USP
The power of human interaction can also be harnessed in your marketing efforts. It can be difficult to stand out in a crowded marketplace. According to Scott, the key is to know your unique selling proposition (USP) – what makes you different from your competitors. Once you know your USP, you can create a message that resonates with your target audience, and build a brand that stands out.
In conclusion, the power of human interaction is the key to winning new business. By focusing on outcomes, embracing human interaction, and knowing your unique selling proposition, you can build a sales strategy that delivers results. The power of human interaction lies at the heart of your success. So pick up the phone, have a conversation, and see where it takes you.
Scott Purves, Founder & Chief Sales Overlord, Sales Squared
Scott coaches salespeople by addressing the reasons for most of their problems.
They usually fall into…
– Limiting beliefs
– Negatively conditioned behaviour
– A misconception of what sales is
– Product pitching as opposed to problem-centric selling
– Reactive knee-jerks instead of considered responses
– Lack of intention & control
– Low self-awareness
– Under-developed EQ
The ways in which these problems manifest day to day are a lack of control, treatment as just another salesperson, awkward communication skills & just not sounding particularly credible.
His training focuses on:
– Developing the correct mindset
– Interpersonal skills & building trust
– Emotional intelligence & self awareness
– Questioning techniques
– Business acumen & problem solving
– Diagnosing business problems
– Seller & buyer psychology
– Sales fundamentals