COVID19 Remote Working Day One Hundred and Twenty-Four of Selling Copiers
Eight more business days and we'll be at the 6 month mark since I was optioned to working remote. Never in my life did I expect something like this.
Something like this does make for some great small talk with the gatekeeper though. On many calls I find my self having a laugh with the gatekeeper because at this point in time I'm happy to speak with anyone. It always gets a chuckle and seems to break the ice when I tell them I'm just happy that I have someone to talk to since I'm remote. In most cases the info I need which is when is the best time or the best way to contact/communication with the decision maker.
I took yesterdays blog and put Jake Dunlops plan in action today. One of his taking points with connecting with DM is to mention something to the CEO that they would not expect that you know. I use Linkedin for most of my research and came up with the C Level Executive that I thought was in charge of buying what I have to offer. You may ask how did I know that? It's because I cruised through their contacts and saw a 1st level contact with one of my competitors. It's a great thing being connected to so many sales people because since I'm connected I can see their level of connection.
I did the research on Linkedin, then Google and I really didn't find much. I went back to Linkedin and read some of the recommendations from others that have worked with or for this person. One of those referenced a book that the C Level Exec wrote back in 2018. I googled the book, it was on Amazon and the cost was $9.00 thus I made the investment in myself and ordered the book. I then sent that Exec a message stating, "just ordered your book and can't wait to read it". That was all I sent.
In a few days I'll have my book and I'll read the book (hoping it's not too long). From there I'll write a few notes and my plan is to send additional Linkedin messages with maybe thoughts or comments about what I read. Will it work? I have no clue, but I do like Jake's plan because it is different. I'm a firm believer of throwing enough crap on the wall and see what sticks. In addition what do I have to lose? I have nothing to lose and more to gain, who knows maybe the book will help me in other ways that I'm not aware of.
The point is to be different, try different things in this new normal
I did this with another Exec also today. This person is the Business Administrator and in most cases they either do the buying or they know who the buyer is. Yet again it was another trip to Linkedin. After reading the persons bio and reviewing that persons job history I got what I needed. In this case the BA served in the Army as an infantry officer and from what I can see maybe still be in the reserves. I sent off an email thanking that person for their service and then asked if he had trained in Fort Benning, Georgia. The reason why I asked about For Benning is because my son went to basic training there as infantry. In that same email I also asked if he was the right person to contact or if there was someone else to contact.
In both cases I put the plan in action and we'll see what comes out of it. AS I mention last night it's not something that will get me a quick sale but is something that can be nurtured over time. Hey, as long as you're prospecting you never know what tomorrow will bring you.
Today's stats saw me with 22 phone calls, 21 emails, 3 inmails (linkedin), 1 text and I was able to knock down two appointments. Opportunities for the day was zero.
Tomorrow means another day of the same. I usually reserve my mornings for completing tasks on "things to do" list and the afternoon is spend prospecting.
I think I closer to maybe a couple of orders in the next couple of days. I've got 10 selling days left in the month and don't have much to show for September yet.
I may waiver every once in a while but I will not let this pandemic defeat me in attaining my goal for the end of the year.