Back in 2021, I used to outreach hundreds on LinkedIn every week.
I would add people through search.
I would connect with them in post comments.
I would send cold messages to group members.
And yet, I did not win a single client.
Why?
Because I was shooting in the sky.
Hoping I would hit something.
But nothing happened.
I did this for months while doing other things.
When I got really tired, I thought let’s read up about this.
So, I went online and took advice from different blogs.
That was a mistake.
Never take advice in the form of chunks from different blogs.
You will stay confused.
I was too.
I was trying different things but not getting anything.
So I decided to create my own sales systems.
Create my process for turning conversations into sales.
I call this the SPIN selling technique.
SPIN Your Way to Sales
SPIN Selling, which stands for Situation, Problem, Implication, Need-payoff.
It is a powerful framework that focuses on asking the right questions at the right time.
Situation
Start by understanding your potential client’s current situation.
This is not just about gathering data but about showing genuine interest by acting as a caring person.
Problem
Identify the problem the lead is facing.
This requires active listening and empathy.
Make sure you are steering the conversation towards the area that you can help the lead with.
Implication
Probe into the implications of their problems.
How does this affect their business?
Highlighting the implications can increase the problem’s urgency.
Need-Payoff
Finally, ask questions that guide your client to see the benefits of solving their
problems.
This is where you subtly introduce your service or product as a solution.
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A good framework that you can use is 7 coaching questions.
Q1: The Kickstart Question – What’s on your mind?
Q2: The AWE Question – And what else?
Q3: The Focus Question – What’s the real challenge here for you?
Q4: The Foundation Question – What do you want?
Q5: The Lazy Question – How can I help?
Q6: The Strategic Question – If you are saying Yes to this, what are you saying No to?
Q7: The Learning Question – What was most useful for you?
Warning: Do not use these questions as it is. Instead, use them as starting points. And use your creativity.
Your network is your net worth.
This is 100% true in the B2B space.
I have a simple notion when it comes to networking;
As my network grows, so does my net worth.
Pro tip from a mentor: Expand your network beyond your immediate circle to include ‘weak ties’.
These are acquaintances or people you know less well but who bring a wealth of new opportunities and perspectives.
Here is a systematic approach to how to broaden your professional connections and tap into new opportunities.
Step 1: Identify Potential Weak Tie Connections
Look for individuals in your extended network, such as:
- Friends of friends
- Past colleagues
- Professionals in your field you haven’t yet connected with
Utilize LinkedIn, Twitter, industry forums, and alumni networks to identify individuals outside your immediate circle.
Step 2: Initiate Contact
When reaching out, I always mention any commonalities to build trust.
Otherwise, it would be cold outreach.
I try to engage with his/her content before sending a DM or request to make my name familiar.
Step 3: Provide Value First
If I can, I offer valuable information;
- Introduce them to someone they might benefit from knowing
- Share their work within your network
Pro tip: Show genuine interest in his or her work by asking questions that reflect curiosity.
Like Joe Regan does on his podcast.
Step 4: Suggest a Casual Interaction
After COVID-19, I prefer video calls, it saves time and money 😉 and also solidifies the new connection.
You can go for a physical meetup.
Step 5: Follow up and Keep in Touch
Send a brief message thanking them for their time after the meeting.
Maintain the connection with periodic updates or by sharing articles and resources relevant to their interests.
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This framework not only helps in expanding your network through ‘weak ties’ but also ensures these connections are meaningful and beneficial in the long run.
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I am thinking of creating a community for each of my business areas.
I will be adding like-minded people in there.
What do you think? Comment below.
