Stalk Before You Talk

Most salespeople ask for a meeting within 30 seconds of connecting with me on LinkedIn.

The problem?

When you move too fast, prospects can smell your commission breath. They know you’re going to try to talk them into buying.

The problem is the word “into.”

When you talk people into things, they want out.

Prospects don’t like being talked into buying. Neither do you. Nobody does.

Instead, stalk before you talk.

Pick a few prospects who are active on LinkedIn.

Read their posts.

Hit like a few times.

Then join the conversation by providing useful information.

Like this:

“John, saw you’re scaling your team. Here’s a link to an SDR calculator that helps you determine the proper quota to set for each SDR based on your desired return.”

After you’ve made few “deposits.”, then ask for a meeting.

Like this:

“John, I analyzed 937 cold calls that booked meetings. And have a slideshow on what each of those calls has in common. Is this something you’d like to learn about?”

Deposits before withdrawals.

Ditch the pitch.

Stalk before you talk.