Super Agent

Archive for February, 2017

How to Begin Your Messaging Strategy

While working with a new producer it is not uncommon to wonder, “Where do I begin with my messaging, do I start with an email or make a phone call?” The truth is it doesn’t matter.

A study by The Bridge Group of three-hundred fifty-five companies found that there was a 50/50 split between how inside business developers approached getting sales. Among the successful sales reps who met their goals, it didn’t really matter, there wasn’t a better way. Half focused on piquing curiosity with emails while the other has felt more confident on the phone.

The key word here is confident. Interrupting prospects, trying to engage in a dialogue, writing emails that don’t get deleted; these are all important steps and require a level of confidence, because each step almost always is met with rejection at some point or another.

Found out what works best for you and stick to it. Just because your colleague has had success one way doesn’t mean you will. Scheduling the appropriate amount of business development time and consistently delivering valuable content to your prospects with the requisite amount of follow up activity will help you build a strong pipeline of prospects. Just do what feels right for you consistently overtime and you’ll be far more successful than your competitors who spend their time just contemplating how to get started.

Interview Your Peers

Every office has a producer that excels and seems to effortlessly close deals; maybe it’s you or one of your colleagues. Or, perhaps, you know a business owner whose operations run smoothly and grows steadily despite market conditions. What are they doing well that you can learn from?

Taking time to sit with a peer, who is successful regardless of the industry they are in, can help you fine tune your own skills and help you reach your next level of success.

Often times, and it’s unclear why, people are afraid to ask their colleagues, “What’s in the secret to your success?” First off, it’s an incredibly flattering question. It shows that you’ve noticed that they are successful, but more importantly is what it says about you. By asking the question, you’re sharing that you’re striving to get better.

Once you’ve asked the question, you may want to spend some time following up with these questions:

• Have you used a consistent process or practice that seems to work best for you?
• What obstacles have you had to overcome to enjoy your current success?
• If you could get better at one thing what would it be, and why?

The more people you engage with this line of questioning, the more insights you’ll gain in how you can improve your own experience.