Here are three science-based reasons why

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If you’re a salesperson, getting customers and prospects to respond to your outreach at the best of times can be challenging. In the past, I’ve spoken about some of the reasons why customers ignore your outreach, not the least of which are generic, drive-by pitches that far too many sellers still seem to use. I’ve also provided some tactical advice on how to get them to pay attention.

The good news is when it comes to messaging, some sellers are upping their game with narratives that are specific and tailored. But my advice to all those who still practice drive-by pitching remains the same.

Do. Your. Homework.

Besides making your content more relevant and engaging, there’s one big reason why doing your homework is so critical.

Great sales outreach isn’t about getting the sale. It’s about getting your customers to RESPOND!

And when it comes to a prospect deciding whether latvia telegram data or not to respond to your outreach, effort is rewarded.


1. Your Brain LOVES Stories That Revolve Around You
If your life and everything that happens in it were a movie, who would be the star?

YOU of course!

Since the primary function of our brains is to keep us safe, we automatically contextualize all the information we encounter on the basis of how it impacts us personally. That’s why we tend to be drawn to information that features relevant details about us; the star of our movie.

In fact, in a Harvard University study, researchers noted that 30-40% of everyday speech is used to inform other people about ourselves and our own subjective experiences. Further experimentation in the area of financial rewards also discovered people prefer to answer questions about their own beliefs and opinions even when answering other types of questions would have earned them more money.

The key message: people will pay to talk about themselves!