Phases of Prospecting: From Cold to Sold

Phases of Prospecting: From Cold to Sold

For years, I’ve utilized the principles outlined in “The Lost Art of Closing” as a cornerstone of my sales strategy.

What I particularly admire about this book is its focus on the internal commitments required in a sale, effectively separating the human experience within the sales process.

This approach has been instrumental in guiding clients through their decision-making journey in a way that’s both empathetic and effective.

However, I’ve noticed a gap when it comes to prospecting, especially on platforms like LinkedIn.

“The Lost Art of Closing” begins with the commitment to time, but in the realm of prospecting, the commitment for time is at the end not the beginning.

Recognizing this, I’ve adapted and expanded the framework to better suit the early stages of prospecting, emphasizing the gradual development of a relationship before seeking a commitment to time.

Connect:

Focus: Establishing a genuine connection with the prospect through LinkedIn groups, Sales Navigator, etc.

Emphasis: Building trust and rapport, setting a foundation for meaningful interactions.

Questions to Ask: “What inspired you to enter your field?” or “I noticed your recent post on [topic], what’s been your experience with that?”

 

Engage:

Focus: Actively participating in conversations and showing genuine interest.

Emphasis: Demonstrating involvement and investment in the prospect’s interests.

Questions to Ask: “What challenges are you currently facing in [a specific area]?” or “How do you see the industry evolving in the next few years?”

 >See more in my LinkedIn Prospect Primer<

 

Uncover:

Focus: Understanding the prospect’s needs and challenges.

Emphasis: Showing empathy and a deep understanding of their situation.

Questions to Ask: “Can you tell me more about your current priorities?” or “What has been a significant obstacle for you recently?”

 

Discover:

Focus: Identifying relevant topics or challenges the prospect is actively engaged with.

Emphasis: Initiating a conversation that feels natural and relevant.

Questions to Ask: “I noticed your interest in [specific topic], how are you planning to implement that in your strategy?” or “Your recent project on [topic] was intriguing, what were your key takeaways?”

 

Consider:

Focus: Encouraging the prospect to contemplate a deeper engagement.

Emphasis: Facilitating their consideration of how your offerings can meet their needs.

Questions to Ask: “Would you be open to a call to discuss how we might address these challenges?” or “Can we schedule a brief meeting to explore potential solutions for your current needs?”

If you’re looking to customize this strategy further to suit your specific situation or if you’re seeking faster, more direct assistance, I encourage you to book a call with me. This one-on-one consultation will allow us to dive deeper into your unique challenges and opportunities, tailoring the approach to fit your exact needs.

Want To Have an Unfair Advantage in the Market? Use This Framework To Find and Guide Perfect-Fit Clients.

Want To Have an Unfair Advantage in the Market? Use This Framework To Find and Guide Perfect-Fit Clients.

I have been in the high-ticket digital marketing space for over 10 years.

Throughout my career, my outbound campaigns on LinkedIn have achieved a remarkable 90% response rate.

Earlier in my career, I not only doubled the conversion rates for numerous big-ticket(auto, rv, real estate) websites but was also honored with the “Conversion Club Award” for crafting landing pages with a conversion rate exceeding 78%.

If you can’t tell, I am obsessed with the high-ticket buyer’s journey 🙂

But do you want to know a secret?

I use the same 4 step framework every time.

Enter the “M.A.P.S.” Framework.

This is a framework I made to identify what will magnetize buyers along their journey.

This allows me to find and guide perfect-fit clients for myself and clients 🚀

It also allows me to compete on not only my positioning, but proximity to where they are at in the buyers journey.

 

In high-ticket, this is critical.

Here’s how it works:

 

1. M – Map the Journey:

 

Awareness: Identify how customers first learn about your product or service.

Consideration: Determine how they evaluate their options.

Decision: Understand what influences their final purchasing decision.

 

2. A – Analyze Pain Points:

Feedback Channels: Review content, comments, reviews, and direct feedback to grasp challenges or needs your audience faces.

Trending Discussions: Monitor discussions on platforms your audience frequents to identify recurring concerns or interests.

 

3. P – Pinpoint Underserved Areas:

Content Gaps: Identify topics or formats not being extensively covered by you or others in your niche.

Audience Segments: Recognize any sub-segments within your audience that may have unique needs or interests not yet addressed.

Engagement Opportunities: Find areas where there’s potential for deeper engagement, be it through interactive content, community building, or collaborations.

 

4. S – Strategize Solutions:

Content Strategy: Devise content that resonates with your audience’s interests, fills the identified gaps, and addresses their pain points.

Engagement Plan: Create a blueprint for how you’ll proactively engage with your audience, leveraging the insights gained about their preferences and behaviors.

Prioritize these based on potential impact and feasibility.

>>> ✅ Click Here to Get the M.A.P.S. Checklist for Free ✅ <<<

Application:

  1. Begin by plotting out the entire Map of your buyer’s journey. Use available data, interviews, and observations.
  2. Analyze every touchpoint, every interaction, every source of information or influence to understand where pain points or disconnects occur.
  3. With this analysis, you can Pinpoint areas where the needs and desires of the buyers aren’t fully met, thus recognizing the underserved spots.
  4. Finally, Strategize by developing interventions, new content, or changes in the process to address these underserved areas and improve the overall buyer’s journey.

 

By continually iterating through the M.A.P.S. framework, I’m confident you will have significantly hae higher conversions as you refine your understanding of perfect-fit clients, enhance their journey, and acquire them..

 

5 Ultra-Simple Steps to Dominate LinkedIn and Land 5 Qualified Calls EVERY Single Day

5 Ultra-Simple Steps to Dominate LinkedIn and Land 5 Qualified Calls EVERY Single Day

Did you know there’s a goldmine sitting right under your digital nose?

That’s right.

I’m talking about LinkedIn, the networking platform you’ve likely been underutilizing.

It doesn’t have to be difficult.

With a little consistency, you can get great results in just 20 minutes a day.

1. The Magnetic Profile: Not Just Another Face in the Crowd

Ever wonder why some people on LinkedIn seem to get all the attention while others fade into obscurity?

It’s all in the presentation.

Your photo, your achievements, your pitch – make every pixel count.

Click here to get a free LinkedIn Profile Audit.

2. Playing the Numbers Game Right: It’s All About Precision

Aim, fire, connect.

Sounds simple?

That’s because it is, even though it’s the #1 reason people fail on LinkedIn.

But the magic?

It’s in aiming at the right targets.

So, who are these “right targets”? They’re not just any professionals on LinkedIn. They’re those in decision-making positions in companies relevant to your industry. Think CEOs, CMOs, or even managers overseeing departments you cater to. Moreover, they are professionals who have recently engaged with content similar to yours or have shown interest in topics related to your niche. By focusing on these individuals, you’re not just connecting; you’re building valuable, future-focused relationships.

Quality trumps quantity.

Every. Single. Time.

 

3. From Lurker to Thought Leader: The Art of Engagement

Don’t be a wallflower.

Start discussions on your profile and others..

Join LinkedIn groups..

Share insights, and, more importantly, listen.

Position yourself as the go-to person in your niche.

When you are seen as the expert or the leader in your space, you not only grow your network but have people wanting to learn more about how you can help them.

That’s the sweet spot.

4. The Power of Automation: But Remember, Robots Don’t Close DealsThe Devil is in the Details

Use tools to streamline, but ensure it’s your voice, your passion, your authenticity that shines through every message.

Our private clients know we only help them customize the best tools that are suitable for their business.

It’s not the tool that matters, but rather how it’s used to fit into your business model.

Be human.

 

5. Adapt, Rinse, Repeat: The Cycle of Continuous Growth

The digital landscape is ever-evolving.

Your strategies should too.

Record, reflect, refine.(Like a heat-seeking missile)

There are no great marketers, ONLY great testers 🙂

 

There you have it.

The roadmap to transforming LinkedIn from a list of connections to a powerful engine delivering 5 calls a day.

It’s not rocket science.

It’s just understanding the game and playing it better than anyone else.

If you’ve got the drive to revamp your LinkedIn, we’ve got the roadmap.

Interested in finding out more?

Click here to book a spot with a member of our team for a free LinkedIn Discovery & Strategy Session.

Let’s uncover some low-hanging fruits for you on LinkedIn 🙂

 

Why Courses and Group Coaching are Failing you

Why Courses and Group Coaching are Failing you

Meet Sarah.

She’s a go-getter business owner like you and me.

Sarah initially takes the DIY route, buying tons of online courses and business books, burning the midnight oil, trying to make sense of it all.

But guess what? Without guidance, she feels lost in an ocean of information.

Sound familiar?

Next, Sarah decides to give group coaching a shot.

She’s now part of a community, with weekly sessions and a structured environment.

But there’s a hitch.

The pace doesn’t suit everyone, and Sarah often finds herself waiting for others, struggling to catch up, or getting the support she needed.

Does this resonate with you?

I was tired of learning models that felt restrictive and impersonal.

I craved a method that put me in the driver’s seat, letting me control the pace of my learning journey while receiving guidance and feedback to ensure I was on the right track.

In 1979, 279 people on a sightseeing flight died because they were 2 degrees off.

In 1979, 279 people on a sightseeing flight died because they were 2 degrees off.

We may not be flying planes, but the same difference applies.

Once we have direction, we need to reduce pressure and find our groove.

Remembering my school days, I recalled how frustrating it was when the pace was controlled by the teacher, not by the individual student’s capacity or interest.

This caused boredom or overwhelm.

I was rarely in my own sweet spot.

I didn’t want this for my clients.

I wanted them to have a learning experience that was personal, flexible, and effective.

That’s when the lightbulb moment happened.

DIY and Group Coaching – A Square Peg in a Round Hole

Ever tried DIY learning or group coaching? Here’s why they might not be working for you:

DIY Learning:
– No guidance: Ever felt overwhelmed, like you’re lost in the woods with no compass? That’s DIY for you.
– The “2 degrees off” scenario: Small mistakes now can mean big detours later.
– Motivation and focus: Without someone to cheer you on, it’s easy to lose steam.

Group Coaching:
– One size doesn’t fit all: Ever felt bored waiting for others? Or panicked because you couldn’t keep up? That’s the drawback of group pacing.
– Limited feedback: With a big crowd, the feedback you get might not be relevant enough to make the difference.

Enter: The Accelerator Model

As a business owner, you’re probably familiar with the concept of a business accelerator.

They’re programs designed to help startups gain ground quickly by providing resources, mentorship, and networking connections.

It’s a proven model that has been pivotal in the growth stories of many successful businesses..

We used that as inspiration to create a new model of how done-with-you services are implemented, without the drawbacks Sarah, myself, and thousands of others experienced.

We created a new approach – the Accelerator model.

It’s like having a GPS system with a dedicated support team for your journey.

Comparison Chart: DIY vs Group Coaching Vs Accelerator

-Here’s what the items in the table mean:

Personalized: Indicates if the method allows for customization based on individual needs.
Pace Control: Whether the learner can control the pace of learning.
In-Depth Guidance: If the method provides comprehensive guidance to the learner.
Hands-On Learning: Whether the learner is actively involved in the learning process.
Ownership & Control: Does the learner have control over the learning process and its outcomes?
Active Feedback: Whether the learner receives timely and specific feedback during the learning process.

 

The Devil is in the Details

Group coaching surpasses DIY methods due to the invaluable feedback it offers.

However, effectively addressing the countless nuances involved cannot be accomplished solely through a Q&A call, unfortunately.

By incorporating expertise, successful implementation can be ensured, resulting in tangible outcomes.

In our Outreach Accelerator, we focus on the ‘how’ just as much as the ‘what’.

It’s not about simply dispensing advice and directives, but rather about offering resources and tools that allow businesses to refine their skills continuously and sustainably.

Moreover, the Outreach Accelerator aims to facilitate evolution, not just education.

It helps businesses gain deeper insight into their own operations, equipping them with the necessary tools to handle challenges and seize opportunities with confidence.

Reflecting on the six elements from our comparison table, the Outreach Accelerator exemplifies a solution that aligns with them all:

Personal Pace: Businesses progress at a pace that suits their rhythm and operational demands.
Accountability: The structure of the program fosters a sense of responsibility and active engagement in the learning process.
– Deep Level of Feedback: It enables meaningful interactions that foster a deeper understanding of areas that require improvement.
High Interaction: The environment encourages active collaboration, contributing to a more enriching learning experience.
Concrete Steps: It offers a roadmap, providing a clear direction towards achieving business goals.
Team Verification: A dedicated team verifies progress and provides guidance, ensuring no business feels lost or overlooked.

Look, I’m not gonna sugarcoat this.

DIY and group coaching models are all about what’s best for the business.

They’re attractive because they’re scalable, but let’s be honest here, are they truly the best for our clients?

I get it, the lure of scalability that traditional models offer can be compelling, but at what cost?

Mediocre success rates?

A revolving door of clients who aren’t fully satisfied?

Nah, that’s not the game we’re playing.

With the Accelerator model, we’re going all in on our clients’ success.

We’re creating a space where clients don’t just learn, they evolve.

They don’t just achieve, they excel.

So, sure, go ahead with the easy-to-scale, one-size-fits-all models if you must.

But if you’re looking for real impact, for unprecedented success rates, and for clients who stick around because they’re genuinely achieving their goals, then the Accelerator model is that balance between scalability and impact.

It’s time we stop settling for what’s easy and start striving for what’s effective.

 Want to go faster? 

1. If you’re looking for traction on LinkedIn, the best place to start is with a free audit so you can know what you personally should focus on: → LinkedIn Profile Audit 

2. Level up your messaging: → Prospect Primer Pack

3. Consistently Secure High-Quality Clients on LinkedIn with Our Proven System →  Market Domination Plan 

Silver Bullets vs Heat Seeking Missiles

Silver Bullets vs Heat Seeking Missiles

“Nate, if you’ve sent 10,000+ messages, shouldn’t you know exactly when a new client will hit their goals?”

It’s not the first time I’ve been asked this.

I wish it worked like that.

It would make things SO much easier. 

Unfortunately, marketers worsen the problem by selectively highlighting their best cases to promote their services.

This misleads clients into thinking that these results are typical and should be anticipated.

I WANTED IT TO JUST “WORK”.

I launched my first online company, “Victory Laps LLC” when I was 16.

Over the next 10 years, I worked with various agencies, looking for this silver bullet.

All the businesses just found “their” silver bullet, right?

I figured it just was a matter of a time till I found it.

I never did find one.

THERE ARE NO GREAT MARKETERS, ONLY GREAT TESTERS.

What did I find?

When I look back on all those efforts I invested in, things I tried etc…

Forward Progression.

I had made progress and dialed things in.

Some things worked, others not so much.

I was much further along than when I started.

Studies show that even professionals only predict winning variants 52% of the time.

Unless you want a franchise, you’re going to need to optimize things like…

– Avatar
– Messaging
– Positioning

The burning question is: how can we guarantee that we’re testing the right elements?

How do we steer clear of aimless dart throwing and instead hit the bullseye with precision?

This is where systematic optimization becomes a game-changer.

THE CLOSEST THING TO A SILVER BULLET IS A HEAT-SEEKING MISSILE.

In 2019 I was on a flight to compete in the IBJJF Nationals, Brazilian Jiu-Jitsu Tournament in Vegas.

My flight was about 4.5 hours.

I love reading on planes, so I brought a book, “Hacking Growth” by Sean Ellis.

I read the entire thing during my round-trip flight.

What I found out, was that no business knows exactly what will work.

What did they do to grow?

They tested consistently and systematically.

For example, Dropbox used Growth Methodology to boost their customer base by 60% overnight.

Dropbox Growth Hacking

Dropbox growth curve. Source: Viral Loop

See more inconic examples of growth hacking.

How exactly did they get this explosive growth?

They would gather these ideas and hypotheses from team leaders and put them in a doc.

Market Research
Client Feedback
– Team Suggestions
– Etc.

Once they had ideas of what they could test, they would create the “Minimum Viable Product”, by asking themselves:

“What’s the smallest test we can run to see if this works or not?”

Next, they score the ideas:

– Amount of effort needed
– Confidence it will work(based off previous tests)
– Impact it will make
– Cost

Next, they have the team vote on which ideas should be tested.

Once the test is complete, they review the progress and categorize it as a winner/loser.

– If it’s a winner, they can refine the test with a stronger hypothesis and higher “Confidence Rate”.
– If it’s a losing idea, see why, it may lead to another competing idea, or be scrapped altogether.

Later that year, I helped PlusThis, an automation tool company, integrate growth methodology into their business.

APEX Conversion emerged from this precise process, empowering us to consistently achieve above-average results on LinkedIn.

Silver bullets do not exist.

Operate like a heat-seeking missile.

 Want to go faster? 

1. If you’re looking for traction on LinkedIn, the best place to start is with a free audit so you can know what you personally should focus on: → LinkedIn Profile Audit 

2. Level up your messaging: → Prospect Primer Pack

3. Consistently Secure High-Quality Clients on LinkedIn with Our Proven System →  Market Domination Plan 

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