Scenario: When you learn that the prospect is new in their role
Contributor: Caroline Ostrander, Business Development Rep at HubSpot
Caroline saw that a prospect had just started in their role and decided to reach out to immediately build rapport. The result? The prospect ended up asking her for a meeting.
First Touch Best Practice: Unveil The Wizard
Scenario: You’re trying to identify your prospect’s interest
Contributor: Rachel Miller, Sandler Training
Prospects will often use email to put the salesperson in a subservient position, and at a distance, making it difficult to move them through the sales pipeline. How do we change this dynamic? The answer comes from a classic Hollywood film.
Do you remember the fellow in the movie The Wizard of Oz who hid behind the curtain? That’s right: The Wizard! The curtain protected him and made him seem pretty scary as he pulled levers, making lights flash and thunder roar. People were scared and intimidated. When he finally got out from behind the curtain, though, he became easier to deal with, and more human.
If we’re not careful, email exchanges can create a kind of “Wizard Syndrome”. As long as prospects hide behind a curtain of emails, they seem distant, mysterious, and all-powerful. Once the curtain comes down, though, the conversation becomes a lot more substantive.