The follow-up is where the magic happens

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Using Interviews as a Sales Strategy
Did you know that you can use interviews as a lead generation channel, especially when you want to meet executives?
The goal is to gather intelligence, build relationships, and reach high-level executives you might not be able to reach otherwise.
These people are often behind multiple layers of security, with their emails and phone calls scrutinized.
During the interview, start by asking about their biggest success. Focus on the positive first to build trust and rapport before moving on to more difficult topics. Ask for their unique insights or information that only they know, as well as the best advice they’ve received on the topic. Then, move on to their next goals and challenges, asking what they’re currently working on and what obstacles they’re facing.
The magic of an interview isn’t in the interview itself, or even in the publication of the interview.
It’s in the follow-up touchpoints after the interview. This includes sending a handwritten thank you note, an email with the finished article attached, and giving the interviewee a chance to make any changes or updates to the article.
Make sure to follow up every 7 to 10 days to continue to provide finland telegram data helpful information and solutions to their challenges. By the sixth or seventh touchpoint, you will have established yourself as an industry expert and authority, and be empowered to have critical conversations with them. For example, you could say, “Hey Jeb, we’ve been talking about the challenges you’re facing with Problem A, Problem B, and Problem C.
I believe I can help you in a more formal way. Would a quick chat be worth your time?” Usually, the answer is yes.
Even if it doesn't pay off immediately, the person you interviewed will never forget that you thought their opinion was important, and they may come back to you in the future.
In this episode of the Sales Gravy Podcast, Jeb Blount talks with renowned sales experts Richard Fenton and Andrea Waltz about their “No” approach to embracing rejection in sales. They discuss how the fear of “no” can sabotage sales presentations and what salespeople can do to deliver more successful, engaging presentations that get them the “yes.
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Fear of failure and rejection can derail sales presentations and hurt performance.
Accepting rejection and understanding its value can make sales presentations more successful. A “rejection” strategy involves intentionally increasing your failure rate and using each “rejection” as valuable growth data.