Targeted Approach for Prospecting

TLDR: Times have changed and if you are trying to same that same generic strategy you've always used (or think ChatGPT) is going to get your pipeline... you need to hit the reset button.

“I built a company a few years back and it was easy to prospect… now it’s HARD.” from a recent conversation with a CEO.

Yep… it’s not the same world as it was a few years ago.

And yet… Sales are dependent on a pipeline to close deals. So kind of a big deal to figure out ASAP.

It's time to adapt and embrace a more targeted approach that focuses on your Ideal Customer Profile (ICP) and what truly matters to them.

The BIGGEST reason for the world we live in…

⚡ The Automation and Data Revolution! ⚡

Prospecting, which used to be endless cold calls and manual searches, has been revolutionized by automation and the crazy amounts of data at our fingertips. It's both a blessing and a challenge, my friends!

The BIGGEST challenge… everyone has the same info and tools that you do. This means you have to differentiate beyond just sending them “something” to grab their attention.

Have you heard of “Ad blindness”? It’s when people don’t even see the Ads on their screens anymore because they've trained themselves to skip over them.

The same thing is happening with inboxes. You have to be different or you aren’t even seen.

***Not to mention company email filters, screen out a lot of stuff too with links, images, and specific words.

🎯 A Targeted Approach for Success! 🎯

In this new landscape, you have to be laser-focused on your ICP. THIS IS KEY… without this, nothing else matters.

Who are they? Understanding their...

• Pain Points
• Challenges
• Impact
• Aspirations 

👉👉👉 It's time to ditch the one-size-fits-all approach and tailor your messaging to resonate deeply with your ideal customers. 🎯🔑

💡 The Value Proposition: Their Language, Their Needs! 💡

Whenever I’m analyzing a target market, I interview the sales reps…

• How does the prospect explain their frustrations?
• What words do they use to talk about what they are doing?
• What do they get most excited about?
• Why do they get excited?
• How do they describe what this is going to do for them?
• How do they describe their current world without you?

Drop your internal verbiage and speak their language and ONLY their language.  (Even your cute and clever sayings that you love internally)

Dig deep into their world, understand their goals, and align your value proposition with their specific needs. Highlight the benefits and outcomes your solution brings to their unique challenges. It's not about selling features; it's about offering a tailored solution that truly addresses their pain points. 💪🌟

🚀 Building Trust Through Authenticity! 🚀

In a world of automation and digital noise, authenticity shines like a beacon. Be REAL. Be GENUINE. Remember, they are human beings with real challenges, not just leads in your pipeline. 🤝💙

🌟 Be open to change🌟

Prospecting is an ever-evolving journey. Stay curious, and embrace new tools and technologies. Adapt your approach as the landscape changes and new opportunities emerge. By staying nimble and open-minded, you'll position yourself for long-term success in this dynamic prospecting world. 📚💡

Now go build your new strategy and get that pipeline growing like crazy!