What It Takes To Get A Sales Conversation

Video Transcription: So what does it take to get a conversation? You have to earn the right.

We just can’t come right out and start selling, and Brynne talked about this a little in the pre-time if you weren’t with us, we have to earn the right to allow someone to let us talk to them. 

You know, and just having a profile on LinkedIn isn’t an open invitation for us to start trying to talk to someone, right? One of my big things is connecting with people authentically. 

So we have to earn the right in order for them to allow us into their world so that we can talk to them, right.

Earning the right just because they accept your connection request has not earned you the right to pitch them.

There are steps we need to do to get there. 

We’ve got to Master the Ask/Offer ratio. So this was inspired by a book by Kenan called Gap Selling which if you’re in sales, you need to read it is phenomenal but the Ask/Offer ratio is big.

Anything that we do where we are asking someone for their time to watch a video, read our profile, read a blog post, take a 15-minute call, 

We need to master the Ask/Offer ratio.

So for example, we’ll do a profile. We asked to come to our profile, maybe let’s connect and visit my profile. If you know if you think it makes sense. Let’s connect right? They get to the profile. They take four minutes to read your profile and at the end of that, they have one of three reactions. 

One is it’s a Bait and Switch. Like I thought there was going to be some value here and it was just a resume or it’s all pitch 

Number two is Okay. I got To learn About them. It’s Neutral. 

And three is, I am compelled to take action. action can look like a lot of things on a post, it could be alike, it could be a comment, or it could be scheduling a call with you there, but we need to live in compelling reasons to have a conversation. 

And then talk a little bit about Be A  Resource.

Be a resource somewhere where people can come to find the knowledge that you have about your product or your service within your industry, not knowledge of why they need it. 

So from the point of view of selling it to them, but just giving them some knowledge so that as Brynne said, when we talk about the Profile, when they come away from reading their profile they come away with Wow, I never knew that before. 

Now if I have any questions at all about x, y, and z, I’m going to go to that person I’m going to look at, so they see you as the resource and the person to know in order to know more about whatever your specific sphere of influence is.