Good Morning. It’s National Face Your Fears Day. A great day to pick up the phone and call that prospect you’ve been dodging since June. Worst case, they hang up and you get 10 seconds of silence to reflect on your life choices. Best case, you close them. Middle case, you black out halfway through your pitch and wake up with a calendar invite. Sounds like a win, win, win to me. Now, let’s get into today’s Follow Up. (:
Bringing it ‘in-house’ 🗣
3 unconventional sales tactics 🔍
Michael Jordan’s car salesman 👀
Sales jobs & a meme 😂
Sales Tip of The Day 💡
When a prospect says, ‘We’ll probably handle this internally,’ investigate why.
❌ “Totally understand. Let me know if anything changes.”
✅ “Makes sense. What made you decide to take it in-house instead of using a partner?”
This exposes whether it’s a real plan or a polite rejection, and lets you identify capability gaps they may have overlooked
Your goal is to find the holes where “do it yourself” eventually breaks.
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3 Unconventional Sales Tactics that Just May Be Crazy Enough to Work
You have tough competition, so how do you beat them?
Simple - take a radically different angle.
If you’ve got a little bit of crazy, it can separate you from the pack in (hopefully) a good way.
So today, we’ve got 3 unconventional sales tactics you should try out to stand out and get your prospect to open their wallet.
Put a Model for Status in the Background
Studies have shown that people like being associated with status.
Eric Siu has shown in a video that men’s minds respond well to having beautiful women in the background of sales calls.
It was tested 50 times, with the model, it closed 67% of the time, without the model, deals only closed 24% of the time.
If you’re trying to convince a prospect to jump on a call with you, know what kind of status symbol will attract them, and lead with that.
You can lead with an email that lets your prospect know a high-status person (i.e., CEO, VP of Security, etc.) will be on the call with you.
Or, you could meet with them at a stunning venue, inviting them to join you.
Humans are naturally wired to associate social proof with desirability.
If someone else likes you, maybe they should, too.
If you’re hanging out in an unusually nice spot or are surrounded by people who elevate your status, you will become far more attractive to do a deal with.
Pay for Their Time if They Don’t Buy
We like to call this one the “reverse bribe.”
Basically, let your prospect know how much you:
Value their time
Believe your product is perfect for them
You can bring this point home by committing to pay for their time if your call doesn’t convince them to come on as a client.
“If, at the end of our call, you’re not 100% sure we’re a good fit, I’ll PayPal you $100 for your time.”
How can they possibly refuse? Worst-case scenario, they walk away with a hundred bucks. Best-case? They’ve got an amazing, high-quality new product.
However, bring your A-game to this call, because the prospect is going to be looking for reasons not to switch to your service so they can collect.
Send Welcome Packages Before the Close
Everyone knows you send a welcome package to new clients… once they’ve come on board.
But, and hear us out on this one, what if you send that package before onboarding?
What if you send it out before you even get on a call?
Now that’s something that just doesn’t happen.
And your prospect has to be wondering, if I’m getting all this attention before we even talk, what kind of attention will I get once I say “yes?”
Additionally, it creates a sense of reciprocity.
They’ll feel like they have to give you something back.
Just make sure you don’t offend them.
Seriously. Don’t send over some cheap $5 Wendy’s gift card.
Invest in a nice package worth something with items tailored to the client. It could be wines, cheeses, and chocolates.
And, if you really want to make an impression, an engraved item or a nice bottle of champagne.
Which unconventional tactic is your favorite?
