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would you like new thoughts on how to  reach your best prospects stay tuned   every day i do a daily meditation and at the end  of it i get a message layered on top of a nice   image what i like about this image is the lesson  that it holds for us on how we can reach our best   prospects and get them to pay attention to us i  have some thoughts to share with you but first i   want to share a little story in my business i've  had an intern helping us for the last few months   they've been steadily doing better and  better in terms of helping us with some   marketing related work and each week  we've been mentoring and training them   to learn more about marketing you see they're  a marketing newbie and we're more proficient   as we've been nearing the end of our fixed  duration internship agreement our intern has been   gently asking for the opportunity to stay with the  team to become official an employee they have not   been asking in a forceful way they've been asking  in a very gently persistent way with kindness and   enthusiasm saying i love working with your team  i've learned so much i would really appreciate   the opportunity to stay with you and continue to  help you and learn from you it would be fantastic   well their enthusiasm is really starting to win us  over as they continue to share with us gently each   week that they would like to stay on with us and  it got me to thinking it's interesting how this   person is essentially getting their message across  they're doing it through two channels one is   in person with the person on my team that has  been doing most of the mentoring and training   they've been gently reminding them  how much they'd like to join our team   and they've been emailing me so they're actually  using two channels of communication live and   email that's something that a lot of salespeople  just don't seem to understand over the last year   i've been getting mostly email from prospective  vendors they send one two sometimes three emails   and then they go away and that's because i ignore  their messages for the most part i rarely ever   respond because i know they're just following  a formula after two or three emails they'll   give up and move on so i don't even need to pay  attention and also they're not being that creative   like i get these email subject lines like quick  question and then the follow-up email is bumping   this up trying to get it back to the top of my  inbox that's really more for them than for me   isn't it when i read the message i wonder  is there really great value in here for me   and they don't try to reach me any other way  which shows they're not that creative and not that   gently persistent so how could they be more  gently persistent well when i interviewed   jason bae of blissful prospecting he said that  it's really important to have multiple touches   and use multiple channels he recommended  three different channels email phone   and linkedin for b2b sales people for b2c  sales people you might use some other channel   other than linkedin that could be effective  that got me to thinking and reflecting back   on all the sales people have tried to reach out to  me in the last year i could only recall one woman   who also called and emailed and she didn't use  linkedin as well i can't recall a single sales   person using three different channels and also  being creative and gently persistent by being   kind and enthusiastic and seeking to provide value  for us that's greater than what we are putting out   see this is very important in the book the  ultimate sales machine written by chet holmes one   of my all-time favorite sales books chet shares  about a situation where a person was selling i   believe it was pr services and they were reaching  out to a really good prospect one that they knew   could make a real difference in their business if  they were able to land them and they kept coming   at the person and coming at the person but seeking  to provide value in the sense that i believe that   my pr work would really help your business i  think you'd really get great value out of it   and eventually they won the respect of the  prospect through their gentle persistence and   they got the business because the person said you  know what you've tried so hard to get my attention   and it it really seems that you're so committed to  providing value for me i'm going to meet with you   and they ended up doing business together so  another lesson right that we need to be persistent   to show the people who sometimes ignore us that  we're going to stay with them we're going to stay   with them until they really give us some time  to consider our solution because we so strongly   believe in the solution there's another recent  sales person who contacted me with some emails   that really seemed to provide some value and it  really made me think about it but then i realized   i don't really need this service because i have  someone on my team that could do this but they got   my attention because they were creating value with  their messages providing ideas that were actually   very provocative and creative had they also  tried to reach me through linkedin and the phone   they might have actually got me on the  phone and we might have had a conversation   they might have been able to convince me had  they tried multiple channels paired with their   creativity and by being kind and enthusiastic  there are some lessons for you here that i hope   that you're getting out of this message and i hope  that you will consider your current approach and   could you improve your current approach and get  better results i hope this video has helped you   if it has please like it comment on it and share  it with other people and of course if you haven't   already subscribed to the channel please do so  if you're interested in coaching and training   services visit my website buildinbalance.com and  also very important note in just a few months i'm   going to be releasing my first online sales  course many people have been asking for this   and i'm just about ready to finally release  it i've been working on it a long time to make   sure that it's really good and provides a ton of  value for what you'll be investing in the program   so stay tuned for more information about that  program coming up it's going to be released for   sale in july and then launched in the beginning of  september thanks very much and best wishes to you you