Comment pouvez-vous personnaliser votre approche à froid pour obtenir plus de réponses ?

La clave está en investigar al prospecto antes del primer acercamiento, en busca de los llamados Trigger Events, que por definición se refiere a hacer referencia a algo que está pasando o ocurrió recientemente en la vida o escenario de nuestro prospecto, y donde el desafío estará en vincularlo o conectarlo muy bien con nuestra solución. Por ejemplo, si a través de LinkedIn nos enteramos que una persona acaba de asumir un nuevo cargo en una empresa, y nuestro producto o servicio encaja muy bien con esa "nueva mirada" que todo profesional quiere darle a un nuevo desafío, podemos utilizarlo como trigger. Ejemplos de buenos triggers hay muchos: noticias, cambios en normativas, cambios de posición, premios obtenidos por la empresa, etc.

Acredito que os dois fatores para obter um alcance mais eficaz é: - Mensagens Personalizadas - Follow-Up Adequado São ferramentas onde você pode adaptar para cada situação e estilo de abordagem.

The Effective way to personalize cold outreach is to make sure you have done detailed research about the person. Try to ensure to have read out all the possible information available on internet, check about the recent activities, posts on LinkedIn, other social media platforms, google , etc .Once you have done so much of research and know so much about that person , subconsciously you have built a space for that person in your mind that you will bydefault have a personalized outreach as there is too much to talk about with the prospect. Also reference plays a major role in building a personalized connect , so if you have any sort of similar reference points such as same organization, college or any person use that to get better responses.

Your proposition should be clear, concise, and relevant, highlighting how the product or service offered can provide value to the client and help achieve desired outcomes. And what's more important and more complicated is to point out what makes your service/product different and better on the market.

Alguns passos que podem ajudar seriam: Pesquisar mais sobre o destinatário. Mensagem personalizada. Conteúdo objetivo. Breve e direto. Tenha um próximo passo.

Your value proposition needs to answer one important question, why does this prospect need my product or services? Even better, why does this prospect need my product or services NOW? My framework for crafting my value proposition looks like this: -Observation -Pain Point Associated With That Observation -How my product can solve that pain point -Customer reference to show social proof -Call to action

Craft a direct and concise value proposition that resonates with your prospect's desires. Example: "We increased X Company's revenue by 20% in 3 months. Let's replicate that success for you."

Clareza e Concisão: Certifique-se de que sua proposta de valor seja clara e fácil de entender. Evite jargões complicados ou linguagem técnica excessiva. Mantenha-a concisa, focando nos benefícios-chave que seu produto ou serviço oferece. Relevância: Destaque os aspectos da sua oferta que são mais relevantes para as necessidades específicas do prospect, com base nas informações obtidas durante sua pesquisa. Demonstre como sua solução pode resolver problemas específicos ou ajudar a alcançar metas específicas do prospect. Ponto de Venda Único (USP): Destaque claramente seu Ponto de Venda Único, ou seja, o que torna seu produto ou serviço único e superior em relação à concorrência.

Comunica os benefícios exclusivos e valor que sua empresa oferece aos clientes. Destaca os problemas que seu produto ou serviço resolve. Diferencia sua empresa da concorrência. Deve ser clara, concisa e convincente. Foca nos pontos fortes que tornam sua oferta única e atrativa para os clientes.

Please don't pitch-slap!! Don't focus on selling. Focus on starting a conversation. The best way to find out if they have a need is to start a conversation. If you open with a pitch, you'll shut down any chance of conversation with 97% of your prospects. So focus on starting a conversation, NOT on selling.

Tie in any similarities you may have with the prospect, for example shared interests, hobbies or experiences. This inherently builds a sense of trust between you and the prospect, and shows you cared enough to do research beyond what you are trying to sell. Our research shows that bringing up a commonality between both of you significantly increases response rates, and leads to higher conversion rates.

If you're following LinkedIn's AI approach, you've opened with a pitch-slap, so you've already repelled 97% of your audience before you say another word. Make it about them and what's important to them. No pitching. Start a conversation. Be human.

Some people overcomplicate personalization, it's simple. Show the prospect that you have taken the time to craft a 1 to 1 message for them and that you've at least attempted to have a point of view on what they do by being concise and relevant. I don't care that you know I went to University of Buffalo, but if you mentioned you saw my post last week about sales coaching and know that i'm selling to sales people...my ears have perked up.

Its all about rapport building and connecting the dots. Once, I could connect with a busy founder after stumbling upon a youtube video of a talk he gave, referring to this video opened up the conversation and I could book a call, later a deal. However, this approach is not really scalable, when you need to contact volumes of people you might segment your audience and create specific content for them.

Ser um interessado genuíno no sucesso do cliente muda tudo. É extremamente importante que ele entenda, sinta e acredite que as forças estão todas voltadas para o sucesso e rentabilidade do seu negócio. Ele tem inúmeras ofertas e propostas empurradas por dia e sente que se fechar negócio, ficará sozinho dali pra frente. Precisamos conquistar essa confiança na medida que conquistamos maior intimidade sem nunca avançar além do permitido. Precisamos que o cliente perceba que não queremos vender para abarrotar o estoque dele e deixar boletos, mas que queremos vender a melhor solução para o comprador dele. Queremos o melhor para o cliente do cliente e nossa venda será só consequência da demanda. Ele passa a enxergar o vendedor como um aliado.

What I've learned is that each follow-up is an opportunity to reaffirm your value proposition. Remind prospects of the unique benefits and solutions your product or service brings to the table. Concisely articulate how your offering addresses their specific pain points or fulfills their needs. Reinforce the value you bring to the relationship.

If they're ignoring you, it's probably because they didn't welcome your pitch-slap. So focus on starting a conversation. Ask them a question about their interests that can start dialogue. Think Call to Conversation (CTC) instead of Call to Action (CTA). And again, please don't pitch. Even if you're giving them something for free, it still feels like a pitch-slap if they haven't requested it.

Follow up is one of the best ways to nurture the prospect. Sharing a personalized message about the benefits of the solution you have is a key factor.

66% des commerciaux n'effectuent même pas la deuxième relance prospect. Et pourtant ? Il te faudra en moyenne 7 à 13 relances pour convertir ton prospect en client. Alors que tu les inscrives dans ton CRM, dans un fichier Excel, ou même, sur un post-it (ne fais pas ça), tu dois être irréprochable sur les relances car elles te permettront de te différencier de la concurrence et de démontrer ta crédibilité auprès de tes prospects.

Don't ask for '15 minutes in the calendar' or send calendar links, don't ask for time in general. Soft CTA's to spark a conversation is far better. The point of you writing over email/linkedin is to have a conversation, learn more about what they're doing you can share some ideas of how you help in X or Y area. "Is it worth learning more?" "Did you want to see a quick explainer video?"

Nice and clear, don't use long and difficult words that you barely understand yourself, and try to keep it short and sweet. Nobody wants to read a 'war and peace' style email, or be inundated with content that may have little to no relevance. If you're going to provide content, provide something meaningful and relative, and don't always just push your own narrative. Example: If they mention on LinkedIn they're passionate about coaching you can send in a P.S. 'Saw this article on coaching remote sellers, thought it may be of interest'

Be clear, concise, and relevant. If your outreach follows those guidelines, you'll be far more successful. This goes for both cold emails and cold calls.

Don't overwhelm with lengthy emails; keep it concise and respectful. Asking a question is an effective approach to encourage a response from your prospect in this initial email.

Keep track of your efforts. Document everything. Even if you fail consistently, the company will thank you for knowing all the roads that lead nowhere.

We live in a world today where we're bombarded with one sales pitch after another. With most messages being generic and irrelevant, the first key step to standing out is ensuring you have a very targeted list of prospects and the right messaging to match it. To do this, where possible aim to narrow down your industry, location, company size and even as specific as the title of the person you're reading out to. Oh, and make sure the email is about the prospect rather than putting the focus on you. Combine this with something personal about them or their business within your overall message to show you've done your research and illustrate that you care rather than copy and pasting like everyone else.