TSE 1321: How to Virtually Forge Deep Connections With Prospects

How to Virtually Forge Deep Connections With Prospects   The pandemic has changed the methods of prospecting. Sales is still about connecting with people on a personal level but with so many people doing business virtually now, sales reps have to be able to do this without getting to see people in “the real world.”    Steve Herz is the president of the Montag Group, a talent agency specializing in representing sportscasters, TV newscasters, weathermen radio personalities, podcast hosts, and more. Over the last four years, however, Steve has also become a coach to executive CEOs and anyone who wants to improve their communication skills to close more deals.    Don’t Take Yes for an Answer  Steve’s book is  Don’t Take Yes for an Answer. The title might seem odd to a salesperson whose livelihood depends on a yes. In this case,  Steve means that he doesn’t want people to be surrounded by the yeses that keep them stuck in mediocrity.  It impedes your improvement.   For example, Steve was in his second year of law school, and he was one of the 30 kids working at a big law firm in New York City. By the end of summer, he was facing a verdict of either getting an offer or not. The first 29 people ahead of him received an offer. Steve did not. The managing partner told him that he didn’t have the right skill set for the job and it was suggested he go into sales, start his own company, and come back to the firm as a client. Steve reflected on this advice and it changed the trajectory of his life. This is the story behind the title of his book. He was given a life-changing no and it was the best thing for him! Steve quotes Barry Summers, who has had great success on Wall Street, who said, “The second best thing to a Yes in the business is a fast No.”    Striving for the best version of you It isn’t your job to say yes. Your job is to bring out the honesty from people around you. Be okay with the no that will push you to become better. Show up with a healthy vulnerability that reflects your interest in growing and learning. If you  strive to get better everyday you open the door to a better version of yourself. This positions you to connect with people who may become your mentors.    Successful salesman vs a great salesman To be great in sales, you need to believe you can be a success. This comes from genuinely serving the needs of others.  Be someone who knows that you are going to do your very best for the person who has entrusted their needs with you. For example, if you’re selling insurance in Florida and you know the property is prone to flooding, let the homeowners know about it. If something catastrophic happens, get them a stay in a hotel and get their house rebuilt. Exceed the expectations of a client and care about the outcome.    Forging the connection  Steve believes that people can still forge great connections with people, even in this virtual environment. Before the pandemic, a salesperson may have made 30 phone calls but with the pandemic, may be connecting only half as much but now, it’s on Zoom. Seeing the person face-to-face has a different effect than just speaking with them on the phone. Making eye contact, even virtually, and makes the connection much deeper, especially when you’re able to discuss their life, their interests, and their needs.   Stumbling blocks in using Zoom  When you’re able to Zoom, set aside time to do what needs to be accomplished. Five minutes is not going to be enough. Instead, set aside thirty minutes per call so you have a chance to get to know what’s important to your potential client. Get to understand their reasons for being in the industry they’re in. If you spend the time getting to know people, eventually, enough of those people...