This episode of the Live Better Seller Better Podcast features Christian Banach, Principal and Chief Growth Officer of Christian Banach LLC. Everyone wants to think and talk about landing 6 or 7-figure deals. However, no one talks about how you get your foot in the door of those enterprise deals in the first place!
Christian talks about reaching out to large organizations and possibly finding hundreds of prospects with marketing titles. He discusses how even just a few tweaks in your opening lines can mean the difference between them reading your email or getting left in spam.
HIGHLIGHTS
- How to craft a message when prospecting
- Using a "workshop" approach
- Personalization vs customization
- Utilizing effective openers for both emails and calls
QUOTES
Christian on having a different ask: "That's also a good segue in that we're not trying to close anybody on the first email or meeting. This is to try and build a relationship and we're using these insights as a way to get our foot in the door."
The benefits of the workshop-type approach: "It also changes the dynamic, right? You're now providing value or an expert on a topic. You're not a salesperson that's out there trying to pitch your product to them. It definitely takes a little bit more work upfront, you'd have to come prepared. But when you're chasing those 7-figure deals, it's worth that type of effort."
Incorporating the same talk track used in the email for the call: "We've done all this great research to personalize the email. Well, why are we not using it on the phone as well? You have to get past the first song and dance to at least get them to engage in a little bit of a conversation. But very quickly in your opener, you want to make them realize that this is not just a blind cold call."
You can find out more about Christian in the links below:
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