Maximizing Engagement: Timing and Relevance can make or break your Sales Strategy

Are you looking to increase your sales? Timing and relevance are crucial for targeting potential customers and messaging alone won’t be as effective if it’s irrelevant to your target audience.?

I wanted to share a valuable method for targeting potential customers that Josh Schwartz shared on #ThePredictableRevenuePodcast .

Here’s how it works:

1. Find a post from a prospect on LinkedIn.
2. Engage with it (but don’t hit the standard-like button.)
3. Read the content.
4. Comment on the content piece and reshare it.
5. Write a personalized email about it.
6. Send an email!

It’s simple yet effective, and it all starts with finding the most recent post at your target company and looking at what the person said. Instead of just liking it, use a different reaction like laughing, heart, or support to stand out.?

Next, read the article or post and use the information to craft a personalized message or email that ties your product or service with their persona and what they said. Timing is crucial here because you want to send the message or email quickly after the like or reaction to increasing the likelihood of a response.

Tying everything together in a single spot and making it work can be challenging.

It requires a deep understanding of your personas, messaging, and creativity. It’s a skill that can’t be automated by an AI chatbot, making it essential for salespeople to have the ability to connect with customers creatively.

When presenting options, there isn’t necessarily a one-size-fits-all solution. Understanding the nuances of each approach can help you make a more informed decision when offering options to prospects. Here are two different approaches:

1. Provide two options, and let the third option be the person’s choice. This approach can be practical when the person may feel overwhelmed by too many choices. The two options act as a starting point and give the person some direction, but the third option allows for personalization and autonomy.
2. Ask if someone is interested in learning more. This approach is based on the idea that people are more likely to engage with something when they feel they have a choice. Presenting the information in a non-threatening way and letting the person express their interest can lead to a more productive and positive conversation.

The best approach will depend on the situation and the person you present the options.

It’s essential to consider factors such as the person’s preferences, the call to action, and the desired outcome. Being open to feedback and adapting your approach as necessary can lead to more successful outcomes.

Remember that targeting wins every day if you have somebody relevant to your product or service, and it’s essential to set yourself up to catch those moments. Josh’s methodology can help target potential customers but requires creativity, understanding of your personas, and messaging to make it work.

Check out Josh’s episode on The Predictable Revenue Podcast and get more insight into his methodology and tricks for social selling.

PS. Here's a link to Josh's newsletter with more detail about his methodology!