Hyper-targeting prospect with speed helps you to 3X your meetings set!

#forensicaccounting #business valuation #Economicconsulting

Marketing Forensic accountants with a niche to attorneys with a niche!

Bowling.... Think about taking your son or daughter to bowling for the first time and the bowling alley attendant puts up bumper rails. Similarly, to hyper target in phone prospecting you bring the bumpers in even further than the bumper's your kids use. By narrowing the lane you focus the conversation on precisely the person you are trying to reach. In my model, I take documents that prospects self-author about themselves that align with the value proposition to create a sense of connection that goes right to the heart of the issue at hand. Some may believe this is pre-programing the conversation but by narrowing the gate (or moving the bumper rails in) it really keeps the mind focused and also allows for greater freedom in looking at secondary and tertiary points that personalize the conversation in addition to the focus point that should always be business relevant.

A solid strategic prospecting sales executive with high processing skills that is curious can bring disparate elements together in a single sentence to humanize, personalize and drive visceral conversations. Not easy but it can be made significantly more viable by having messages pre-programed messaging to a single persona then using your improvisational skills to humanize the conversation.........

Isn't it all about having meaningful conversations which brings me to the second sporting analogy.... the batting cage with the automatic pitching machine. Just imagine you went to a batting cage and put your quarters into play...or credit card and you stood in the batter's box and took a couple of practice swings and got a pitch every thirty minutes. You would also be flat on your feet. Wow would that be painfully boring. That is what old school prospecting looks like because you get only a few live calls because 90% go to voicemail.

Let's now imagine you are getting a live conversation every 2 minutes with precisely the person that can benefit from your service. I think you may be a lot more confident because you are getting more calls with the right people in an hour. You are on your toes. There is a bit more tension and you prepare for each ball (call) that comes in a rapid pace because you are uncertain when someone will pick-up. This tension is not the type of tension that creates cortisol in the brain but causes the release of dopamine. In order to make this happen with a high-speed dialer you need structure or bumper pads to keep the conversation focused. The mind can process only so much at rapid speeds that is why we need structure and the words to connect you to the people you seek to serve.

That is my take on prospecting effectively!