Is there such a thing as talking too directly to your prospect?
I reached out to a prospect on LinkedIn a couple of weeks ago talking very much like I’m talking with you now
In the 2nd person
Without saying things like “Hi, [FIRST NAME]”
Which for me has always felt impersonal.
For the most part, prospecting in this way has been wildly successful
But it is not for everyone
No type of cold prospecting ever is
But what I like about this particular form is that it seems to provoke a disproportionately large amount of kindness from others.
But not from this person
I cannot stress this enough
And in fact the most negative I’ve ever received.
But after 2 week’s time and re-reading their response a half dozen times
It has turned into the most informative.
What I learned (I think):
The prospect found my approach far too intimate
With too few details, context and personality.
While my first instinct is always to do no harm and practice non-violence
Business and sales in particular require some intrusion
Hopefully as gentle as possible
But this person’s reaction, strong as it was, has led me to understand its success:
It is intrusive
It can harm
But it can also add value
And practice generosity
And does not require your first name
Because it clearly feels like I am talking to you and only you
Which to some can feel too close-talkery
And others a relief.
Having trouble getting your team aligned on your website?
Start by focusing on the one thing you can all agree on: The Prospect Comes First: 7 Questions to Answer Before You Write One Word on Your Website*
Know someone with a website that’s not converting? Kindly forward them this email 🙂
Any questions? Reply to this email and we’ll get you squared away 🙂
*SPOILER ALERT: A lot of the words from your answers will wind up on your website
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