Tag: entrepreneurship

One plus one does not equal sale

FabrizioLeave a comment

In the past four years, I have only replied to four cold outreach from sales or business development reps.

In two cases, I already knew the company. Their brand was so popular in my circle that I was just seeking an opportunity to work with them. When the sales reps reached out, I was sold already. I booked a meeting, and from there on it was just a matter of how.

In one case, the sales rep really put work and effort at personalising the outreach. I did exchange some emails with them, and the whole thing turned into a deal with another side of the organisation a few months later.

In one case, there was an offer for a €125 Amazon voucher to attend a demo. I did reply, the thing got too complex, and since I had absolutely no interest in the tool they were selling, I gave up easily and with a smile on my face.

I can’t say how many others I have gotten, but they all went to the trash bin or ended up accompanying some pungent posts on social media.

And yet, there is people that still believe that one plus one equals sale.

Faith in success

FabrizioLeave a comment

Success – however you define it, in whatever field you are pursuing it – is a matter of faith.

Faith that what you are doing today is going to bear fruits. Faith that despite not seeing any sudden improvement, change is happening in small increments every single day. Faith that even failure is important. Faith that the good work you are putting out there is worth it, for you and for the people you serve.

Always believe in the method and apply it systematically.

That’s what faith in success looks like.

Not how people work

Fabrizio1 Comment

Subject: Such Interesting Mentorship Programmes

Body: Hi Fabrizio, came across your LinkedIn profile and wow you have participated in such interesting internship programmes. I’m just checking to see if you are the person responsible for lead generation. If you aren’t the right person to speak with, can you forward me on to someone more appropriate?

I guess the assumption here is that personalisation is easy. That to establish a relationship it is sufficient to point at some trivial thing, such as the colour of your hair, or the fact we both have two eyes and one mouth. That after quickly exchanging some pleasantries, it is ok to not only go straight to business, but also to ask for further introductions. That the receiver of a cold outreach is nothing but a necessary evil to surmount in the name of the business goal.

Of course, that’s not how it works. Because that is not how people work.

Scripts

FabrizioLeave a comment

The best way to build a relationship with others is to not treat them as if they were playing a support role in your masterpiece script.

Like the entrepreneur who can’t figure out why employees don’t care as much as they do. Or the manager who gets mad when someone resigns for a better position. Or the friend you don’t hear from anymore because you moved to the neighbouring city. Or the parent who can’t accept the fact their kids are taking a path they had never imagined for themselves.

Everyone has their own script they are working on, and when two people come together to co-author some parts of theirs, it’s a blessing, not an obligation.

We tend to forget that very easily.

Right there

FabrizioLeave a comment

The internet is full of messages that try to get someone’s attention to direct it somewhere else.

Banners that link to a landing page.

Welcome emails that link to three video tutorials.

Social media posts that refer to a comment that links to a blog article.

CTA buttons that link to a short form that links to a longer form that links to a privacy policy.

It is tiring, frustrating, and there is a huge opportunity to actually deliver the value you have to deliver right where your audience’s attention is.