Did you know that the word ‘sell‘ comes from the Old English word ‘sellan’, which means “to give”? Our “sales process” starts with the understanding that it is impossible to “make a sale”! Because of this same thought, I have no problem doing and continuing to do what I mention in this blog post.
Making sales is a concept. Sales are not about concepts, they’re about people. And I believe in the motto: “The more you give, the more you get.”
Here’s Angry Ventures’ process in our Pipedrive.
Possibilities > Selected > Contact Made > 2nd Stage Forcing > 2nd Stage Done > Follow UP//Meeting – Needs to be Discovered (How we can add value) > In Conversations > Magic Happens
Moving cards in Pipedrive
One of the biggest challenges in my “sales process” is moving “Contact Made” cards to “Follow UP//Meeting – Needs to be Discovered (How can we add value?)”. I believe I’m not the only one having trouble with that. After all, that’s the most challenging task for every business developer.
When I came across this challenge I thought: IF everyone is sending emails with the same goal (to schedule meetings), AND, IF the motto “it’s not about me, it’s about them” is real”, THEN what can I do to create value? What about making them laugh?
Everyone likes a good laugh. So if I’m capable of creating a relax/ice-breaker moment in such a “hostile” business environment (remember that some of these people can’t access Facebook in their workplace), I can capture their attention.
But how would I make them laugh? I remembered that one of the most used and successful Slack features, here in AV, is Giphy. Of course, you all know Giphy.
So, I thought: let’s forward the earlier email of “contact made” and add this .gif.
We were all surprised. Guess what? People answered when I send the Cookie Monster. A lot of the answers were: “Ok, let’s go – I love cookie monster 🙂 ” or “Yes, we can meet”. Even if the answer is “It’s not the right moment”, I am still happy. At least, I got an answer. I have a CTA to do something with. I would rather have a “no” than no answer.
(BTW, because I can’t take a no for an answer :), I take advantage of that to nourish that relationship!)
And, the most important thing about it: your compensation is not a reflection of your worthiness, merit or industriousness: it is an echo of impact.
Do you want more income? Have more impact.