Joeclc profile picture
Joeclc profile picture

Joeclc

Partner Channel Manager

Contributor
Fire Starter

How to get “I am interested” when prospecting?

We all know there are many techniques to get prospect say "I am interested".
Lead nurturing, educating, providing value and etc. As much as I am confident with my product or offer, there are always this cold prospects who kill your enthusiasm with a simple "Nah, thanks. not interested".
My question is to those who have mastered prospecting via cold email, message or calls.
How do you guys do that? How do you make the prospect more interested and curious about what you are offering?
I would be happy to get some insight on that.




🧠 Advice
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23 comments

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Gasty
Notable Contributor
9
War Room Community Manager
You actually care about them, put yourself in their shoes, and ask yourself this question: "do i really need this product?"

If the answer, is honestly, Yes: Jot down all the reasons why and mane them aware about it Show them what's in it for them. How it would make their life easier. Better. More efficient.

You'll soon start converting No's into Maybes, and Maybes into Yeses
Joeclc
Contributor
2
Partner Channel Manager
That’s very god advice. Thank you!
I always try to see the world from their eyes. I don’t go directly with a pitch, tend to give them a reason to have a meeting with me.
But what I am talking about is the first attempt and they tend to be rude when you answer their objections with something reasonable. I have experienced a lot. I even faced a guy texting our company via live chat, giving my full name and complaining that this is so pushy. All I did was to give him reasons to come.
How do we take care of such things?
Gasty
Notable Contributor
6
War Room Community Manager
Every prospect is different You would come across such ones, but if they're not the exception but the norm, you're in trouble.

There's something known as reading a prospect. Usually in a cold call, you get to know in the first few seconds if they're open to even listening or not.

You need to know when to back off, because there are a lot of people making a lot of cold outreach these days.

Blame the dashboard managers who don't know how to drive their SDRs and rely on vanity metrics like call and email numbers to run their teams and feed their family.
antiASKHOLE
Tycoon
9
Bravado's Resident Asshole
Value is key. Storytelling is the way. I'm sure everyone on the planet has had a point in their life where they bought something they weren't initially interested in.

Find 2-3 stories that you can memorize or be energized about and use them when explaining to the customer why then need it.

PEOPLE CONNECT WITH STORIES. Words turn into pictures in our heads. Now, how pretty of a picture can you help them paint in their imagination when doing business with you.
CuriousFox
WR Officer
8
🦊
I completely agree, and got downvoted for it 😆
antiASKHOLE
Tycoon
2
Bravado's Resident Asshole
dafuq? lol... why? some salty mfers
CuriousFox
WR Officer
5
🦊
Salty, young, who really knows?
jefe
Arsonist
4
🍁
Haters gon' hate, foxy.
jefe
Arsonist
4
🍁
Can't underestimate the power of compelling storytelling.
antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
That's in everything though. The best communicators have two things in common. 1. They are the best listeners 2. Their ability to tell the right story at the right time.
jefe
Arsonist
2
🍁
100% - unfortunately they're rarely found.
CuriousFox
WR Officer
6
🦊
Value. Why you why your product and why now.
sketchysales
Politicker
3
Sales Manager
Give them something of value that will make them sit up and pay attention. I send a welcome box out to my key targets which includes samples and a little gift and a chocolate. It has a 95% meeting return rate but its a slow process and it doesnt hit any of your high email or call KPI's. also needs to be high value customers to be worthwhile
sketchysales
Politicker
3
Sales Manager
But just to add to this, Curiousfox's comment about value is the main thing here. You need to approach every potential client thinking what value can I add to this person, rather than what dollar can i make today, it will come across in your messaging as you approach with thought and you will see a greater return from this.

i will add to that, you need to learn what your value is, not your own perceived value. Look back at where you have had success and won clients, look at what went well for them, analyze (even with their help) what value you created to them and then apply that to your new prospects going forward. Tell the story to your potential clients, not your standard "we would like to help you just like we have helped *big name, big name, big name*" but give a real life piece of value you created for them that you truly believe will help them.

An example could be "you are in slightly different market to *company*, however I would love to share how we helped them increase their revenue in *category* from $100k per month to 250k a month last year using *solution/yourcompany*"

pique their curiosity with value driven examples, not just beliefs.

oh and one last thing, share as little as you can in your initial email, you want to have that call.
TennisandSales
Politicker
2
Head Of Sales
so this might not be what you want to hear, BUT

some people are just NOT going to be interested. I think its important to embrace this because if you believe you have the power to convert every prospect you are going to go crazy.

if someone hits me with a "not interested" right off the bat this is what i do (and ill be honest i am no expert)

-John in not interested thanks.
Me: "oh really? shoot, i really thought this would hit home with you. curious, what about this isnt peaking your interest?"

depending on what they say there are a few directions to go.

what do you currently do in this spot?
Joeclc
Contributor
2
Partner Channel Manager
Thank for the comment. Of course I know that some people won’t be interested and I am aware that I cannot convert everyone.
But there is this annoying type of people who don’t know what I am offering and still not interested.
I know that they don’t know because I actually closed many of these prospe by who says “not interested” during the prospecting fase by asking them questions and comparing what I offer to what they have.
In such cases I usually tend to ask this question.
“Bro, honestly tell me. Do you even know what you are not interested in?”
TennisandSales
Politicker
2
Head Of Sales
yeah i really dont think being that upfront is a bad thing. it throws them off and makes them realize they are speaking to another human being. idk if i would call them bro.....but it could work 😂
DungeonsNDemos
Big Shot
2
Rolling 20's all day
Be relevant and timely. Make your messaging about what THEY specifically care about. Have a call to action but don't be an annoying salesperson with an email full of "I" statements.
Kosta_Konfucius
Politicker
1
Sales Rep
got to avoid those I statement, rule of thumb is just 2 "I"s
SADNESSLieutenant
Politicker
2
Officer of ♥️
Tell them why them specifically should give a fuck, why you're the best option, what you are saving them from, heartache, loss, profits etc. why is it urgent they speak to you today?
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Sales is a numbers game. Your goal is to get to the person who actually wants what you’re selling as quickly as possible. So you need to engage in a process of elimination, not in depth qualification, to get to that person.

So you need to change your perspective. You won’t make them curious. It doesn’t matter how much you care. If they don’t have a recognized need, odds are you aren’t going to make a sale. Your goal in cold prospecting is to find that person.
washedD1soccer
Politicker
1
Regional Sales Manager
Also a big one for me was disassociate from the outcome. Know you have value to provide outside of selling the product you carry (industry expertise, problem solving etc.) and if they aren’t interested, move on. Just like being at the bar. There’s always someone who needs or wants what you’re selling.
TheLouisvilleSlugger
Opinionated
1
Account Executive
I never try to get someone interested when prospecting. You might connect with someone on the right day who is looking for your services and they are instantly interested, but usually I’m just trying to come across as competent enough to earn a small chunk of their time.

I usually ask for fifteen minutes on their calendar.

that meeting is to generate interest, and they almost ALWAYS end up going thirty minutes to an hour as the discussion generates interest.

prospecting is about asking for time. The first meeting is about generating real interest.

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