3 lessons I learned in journalism that I use in my sales process
I spent the early part of my career as a writer and journalist, and I still use some of the lessons I learned from that experience in the way I approach helping companies improve their messaging by connecting it to strategy.
These will work as guiding principles for messaging you use in outreach (whether inbound or outbound)
Lesson #1: Always show proof -- Case studies and testimonials should be structured in a before-process-outcome format rather than cheerleading about how amazing, fantastic, and helpful you are. Don't be afraid to show your customer's situation when they arrived, show the process you used, and get specific about the outcome. Great way to build trust.
Lesson #2: Don't get too technical -- Too many times, businesses that sell technical products and services get too in the weeds before even learning which pain points prospects are trying to solve. Ultra technical info usually causes prospects (even technical ones) to glaze over.
Lesson #3: Focus on the human -- Yes, I'm impressed by your 26-step A.I. workflow. But until the robots get their hands on the credit cards, we're still selling to humans. We need to construct messaging that accounts for human psychology and emotions.
Thoughts?