Logan Holgate’s Post

Seller: "Yes, yes, yep, yes, yep" STOP doing this! On cold calls or Zoom calls. It tells me you're not listening. Also, your prospects are curious. If you say "yes" a lot, they might think you want to say something. This could prevent you from finding the impact of the problem or learning something important to qualify in or out. When the prospect is talking Shut up! Listen intensely and ask curious questions For example: ↳ That's interesting, why do you think... ↳ That makes sense. Can you walk me through it? If I can tell you are interested in me, I'll be interested in you. It's that simple Shut up, listen and ask curious questions. Anything you would add? P.s. few seats left on the 6 hour prospecting boot camp - register here: https://lnkd.in/eqxuv7bu

What I learned while prospecting leads today: 1. No prospect is out of reach! Ask pointed questions to get the answers you need to be helpful and relevant. 2. Honey catches the bee! Kindness, patience, positivity and care goes a long way…even in the face of negativity and disinterest. 3. You don’t know what you don’t know! Make it a point to educate yourself on your prospects, their needs and struggles, and what helps them to be effective. 4. Who said only a straight line crosses the finish line? Be creative in problem solving. Think outside the box. Offer solutions that your competitors can’t, or better yet won’t.

6 Ways to Learn from Your Prospecting Mistakes

There are many "number 1 things you shouldn't do while prospecting" out there. But... Mine is a simple one... "Don't lie in your outreach." Don't: 💡 You were referred to me when you weren't 💡 You were asked to send me more information when you weren't 💡 "I talked to your CEO and they said "x,y,z" when you didn't. Prospecting is hard, and having been in sales for the last 17 years, I have a massive respect for how hard it is today. I try to respond to most messages if they are well throughout, even if I know they are auto-generated. (hint: that's why there is a bike emoji before my name in my profile. But if you lie, you are out. Plain and simple. People buy from people, and sales is all about trust. If you lie to get in the door, the trust is gone. Hard stop.

Curious why prospecting feels tougher than ever? 🤔 The top 2% know a secret that could change everything for you. After training companies like Google and Visa for 20 years, I've seen it all. Cold outreach has its place, but is it working for you? The real game-changer is referral-based selling. 88% of your clients are willing to give referrals, but only 8% are ever asked. One of my clients went from $2M to $54M in sales by focusing on referrals. Your customers want to refer you; they just need a nudge. Making referrals a part of your sales process can transform your results. Shift your mindset and make asking for referrals part of your process. The results can be astounding. Your clients want to refer you—don't let this goldmine go untapped. When was the last time you asked for a referral?

Thought of the day: The Power of Questions in Prospecting! The art of prospecting must involve questions that make you sound curious. I read a post yesterday that reminded me that the first objection is often just a smokescreen. To uncover real insights, we need to go beyond surface-level responses. Ask the next question don't just take it at the surface. As Ted Lasso said "If they were curious and not judgmental they would have asked questions" Let's embrace the curiosity and let that be the fuel that drives your prospecting. Ask engaging questions that unravel challenges, goals, and aspirations. The more we dig, the clearer the path to a meaningful connection. Objections are gateways, not roadblocks. Make curiosity your greatest asset.

Yesterday the unthinkable happened.... 10 minutes to understand a new product + the problems it solves 1 minute to write a script 1 hour of cold calling to see if we could make anything happen LIVE With the right set up cold calling is the quickest way to find people with the problem you solve We do this every single day for clients in a variety of different sectors Can you conquer your own mindset? Can you understand the prospect? Can you remain in control throughout the conversation? Cold Calling will always be the greatest prospecting tool -------------------------------------------------- For ridiculous content about sales, mindset & death follow: Jack Frimston Remember you will die

Most financial advisors that I meet overcomplicate how to talk to a prospect. In particular, they think they need to impress their prospect with how intelligent & skilled they are. And that is a huge reason as to why most advisors struggle with prospecting. Prospecting isn’t about impressing the other person, it’s about discovering the other persons' needs. And then, identifying if any of those needs are finance-related. If they are finance-related, you can help them. Which is great. So how do you discover their needs? By asking them open-ended questions. Then, after they answer your question, ask follow up questions to draw even more information out of them. Once you’ve identified at least one finance-related need, ask the prospect if they want to schedule a call together. This is how you get more meetings scheduled with prospects. Stop pitching, and start asking. It’ll help. A lot.

Mark my words, “Human Level Prospecting” will become a trend come 2024. Why? Because right now, most sellers are afraid to treat executives and people “higher up on the totem pole” like an equal… like a human. Resulting in low conversions and wasted time. The days that you could book 10 meetings off of a shitty email blast you sent to 10,000 people are dead. Especially w/ the limitations coming February 2024. So what is “human level prospecting” then? Here’s an example of what most are doing right now; “Hi X, It’s Y, we do Z, want to meet?” God awful right? And you know what the worst part is? The majority of people send this with generic triggers like “your company is growing” No shit, you don’t think that the VP of Growth knows that their company is growing? 😅 Here’s are the three main pillars of “Human Level Prospecting” 1. Don’t pitch right away. 2. Seek to understand their role and challenges. 3. Continue to stay top of mind and provide constant relevant value Not only will this bolster your numbers and wuota attainment, but this will exponentially increase your output and credibility later down your career path. Start now, thank yourself later. Not to mention it’s cool as F**k to have a network that has your back 😎 -AJ Ps - join 55+ others in a growing sales newsletter where we cover the best prospecting strategies that work NOW, not outdated materials! 👉🏻 https://lnkd.in/dXcwsFbU

"🔴 Prospecting ALL STOPS: 4 Mistakes to Avoid! 🔴 Prospecting is an art, and avoiding stupid mistakes can set the tone for success. Here are 4 things NOT to do when reaching out to potential clients: 1️⃣ Ignoring Rejections: Respect the 'No.' Gracefully accepting a prospect's rejection. Thank them and move on. It leaves the door open to come back. 2️⃣ Neglecting Follow-up: The magic often happens in follow-up. Consistency counts in turning initial connections into lasting opportunities. Don't assume "No Reply" means "Not Interested". 3️⃣ Ignoring Timing: Timing matters. Reach out when it's convenient for your prospects, factoring in time zones and schedules. It's the little things that count. Don't continue to follow up at the same exact time expecting different results. 4️⃣ Using Jargon: Speak their language. Avoid industry jargon that might leave your prospect scratching their head. Don't assume they know what you do. Be a human at the end of the day! 💪🏼🌟 #ProspectingMistakes #SalesTips #LearnAndGrow" #MessagingIsKey