Business Development Representatives (BDRs) often spend their day bashing away at keyboards sending emails, social networking updates, sending connection requests or online messages. Moreover, they are increasingly using Sales Engagement tools to automate these activities.
Most of these online messages are a waste of time or at the very least could have been better delivered verbally. Sending an online message is a missed opportunity much of the time.
Sales is about relationships. Selling is about hunting, persuading, and seducing. An online message is bland, annoying, and often not read by future clients. Moreover, you lose control over the sales process, often having to wait for a response, or worse still it derails your sales process, after receiving a negative response.
Please do not misunderstand my message here. Digital sales tools have incredible application and I use them all the time. I am after all engaging with you via a blog right now. But I keep asking myself “what outcome am I trying to achieve, and am I more likely to achieve it by phone?
Our job as Business Development Representatives (BDRs) is about compelling people to action. What we do, or should do, is create outcomes by facilitating sales opportunities. Your job is about selling, understanding, and building trust. An online message does not do that.
Success in sales is about connecting. Technology is an enabler. If you want to compete, make sure you and your team talk to future clients on every possible occasion. Ask questions, listen actively, and solve problems.
Challenge your fellow BDRs. Why send an email? Why send a LinkedIn InMail? Why not make a phone call and have a conversation? Have we forgotten how to make a phone call? Are we hiding behind our keyboard?
David Barlow, Founder & CEO, Ascendia Works, is passion about our clients experiencing outrageous success with their outsourced sales development program.