Dwayne Johnson and Sales Prospecting

I bet you a penny that the title of this blog itself draws your attention.

I bet you another penny that the picture of Dwayne "The Rock" Johnson inspires you to click on this article to read more.

Why not? Dwayne Johnson is good looking on and off the screen. Has such a great charisma of character. Has a great network of people. Great acting skills and carries around with him the pecs that every guy so envy.

These traits landed him with multiple appearances in the movies like Central Intelligence, San Andreas and The Hercules.

Now imagine this - What if Dwayne has all the same traits except that he no longer has the six pecs and the pectoral majors. Will he still be cast as Hercules in the movie Hercules? Probably not. Probably in another role.

The movie would certainly end up with a different effect if a "muscle-free" Dwayne were to take on the role of Hercules.

The movie director who hired him certainly has a clear visibility of the profile of Hercules before giving the lead role to Dwayne.

So how is this even compared to Sales Prospecting?

Whether we prospect using Cold Calling or using Social, or even the age old way of Door-To-Door, there is one thing for certain - We are just like the movie director. We need to know how our ideal prospect looks like. Only then will we know what "movie scripts" to use , how to introduce ourselves, how to have a conversation with them and how to help them.

If we are engaging our prospects without understanding the traits, we will only end up Selling, not Solving their problems. We would probably be using the same standard "movie script" to engage every single one of them. And if our luck got a wee bit better, we will probably be showing the same demo to each of them.

It does not matter which industry you are coming from. An IT distributor needs to know the type of channel partners to recruit if they need to scale their Cloud offering to the market. A software application principal needs to find the right channel partner to expand their offering to the industry, not compete against other partners. A retailer needs to know the type of crowd they should attract to sell their hic and chic products. A hotel needs to know who to reach out first if they were to roll out a rewards program. And the list goes on.

If you need to understand about identifying the traits of a prospects, we've written a full article on this topic, "Searching for Your Mr Right".

"If we are engaging our prospects without understanding the traits, we will only end up Selling, not Solving their problems.

- Cherry B

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So let me ask you this question - Do you know the profile of your ideal prospect?

We would love to hear from you.

Cherry-O!

#Consideration