The DriveSales™ | Sit back, relax, and let your competitor generate qualified leads for YOU!
If you are reading this that means you have fallen in our trap and the article heading did work, LOL!
Jokes apart, do not worry, this is no trap, you are at the right place at the right time, and that’s the world’s deadliest combination. So before I reach to the main point of the article, let me narrate a back story, a few years back, when we started our venture, creative agency in advertising and marketing space, we were a bunch of highly enthusiastic individual wanting to bring order to the chaos in our industry, everything was aligned to kick start our startup except sales, no one from our team had any experience of sales or belong to the sales industry!
After much deliberation, it was one of our senior co-founder taking me along decided to take up the sales, based on common sense, we first went to LinkedIn, I had an account there but I was very new to its feature, I started making connections, sending as many requests as possible to my prospects, after a couple of days, I came across a post where one of the prospects posted a “video-requirement” query, they wanted an agency who can make series of animated videos for their IT products, I was overwhelmed and it took me no time to compile and send a proposal to the prospect, and fortunately, we did get that deal.
The catch here is, that prospect was not part of my connections! Yes, when I dig further, I realized one of my connections has commented on the prospect post, she belonged to the competitor agency and was responsible for sales for her agency. I was amazed, wow, it was her keen eyes who saw the opportunity, I just followed the lead! So, please navigate the moral of the story mentioned below.
1) Make a list of your top 10 competitors.
2) Go to your LinkedIn account, find out Sales individuals from their company, and add them to your network.
3) Please ensure that you visit their profile landing page and click on “See all activity” section, and navigate their recent activities including posts, comments, and likes, etc.
4) Initially you might find this tedious but trust me, spending 30–45 minutes on this will land you to deals which you have missed otherwise.
5) Do not give up if you do not get instant results, remember, Rome was not built in a day!
Other than this, if you engage in this activity, I am sure, you can always find and learn new things from your competitors and make those small but valuable changes into your strategy.
Now, as a real SALESPERSON! We can do three things from here.
1) Ignoring the opportunity and blaming the situation for low revenue.
2) Taking important notes and going back to revisit your sales strategy with the growth mindset.
3) Reaching out to us if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like a quote, “Keep your clients close but competitors even closer.”
#thedrivesales
