Honesty is the best policy · Build Market Close

Ry Mac

11d (edited) • General discussion

Honesty is the best policy

So use it in your prospecting.

You don't need to have all of the answers before you start having "sales conversations".

You don't even need an USP yet.

It's completely fine to say "I don't know", and I'm going to tell you the best way to get ahead of "IDK"...

and how to turn that into a pipeline of business owners to follow up with.

But first...

Fact: most humans like to help other humans

Fact: most humans hate being sold stuff but they love to buy stuff

Fact: most humans starting a new "[agency]" worry about things they will never be asked

Fact: most humans starting a new "[agency]" don't even know what solution to offer [probably the #1 question I get as of late]

The Play is to understand all of those facts, speak to small business owners and ask them for their help.

"Hey [name], I'm looking to start a new business [in the niche you're speaking with] providing [solution that solves pain].

Honestly, I am unsure if [your niche] even needs [my solution] and I want to create something useful for your [niche].

I have a quick little survey so that I can gather information from other [niche business owners] to make sure I design the right solution for [your niche].

Would you have a few minutes, 4-7 minutes to help me out?"

Your survey:

A few questions that get them thinking about the pains that they may not be aware that they have.

Example:

1) Do you have a webform?

2) How long does it take you to respond to a new webform inquiry?

3) Do you keep in touch with current clients on a regular basis?

4) Do you run special promotions (i.e. like for a customers birthday/holidays) via text or email?

5) Do you answer business calls 24/7?

6) Are you happy with how many leads schedule into booked calls?

All of those questions point to a leak in their business that you can fill with simple AI solutions. Notice, I didn't ask them about AI, or mention automations, or anything of the sort.

Those are just examples off the top of my head if I were to make a survey right now to sell Ai solutions to a business.

You can do the same for your business. Create a survey, ask for help, then you're being told exactly what they need and you never had to sell them the idea of a zoom call demonstration of a whizbang.

Keep it short, make sure they can legit answer your questions in whatever amount time you say, and have fun with it because sales is fun.

Always got your back,

RyMac

P.S. Don't overthink this and send them some crazy AI thing to do this. A simple google form works or even better "I have a form but a quick call and I can just fill in the form for you".

P.P.S. This is a really good strategy to use in your current sphere or network of people but works well with cold interactions too.

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Honesty is the best policy