As a salesperson, one of the most challenging parts of the job is reaching out to potential customers who have never heard of your company or product before.
It's a cold, hard fact that outbound sales can be tough. However, there's a way to make things a little bit easier: by focusing on previous users who have changed jobs.
Here are some reasons why it's much easier to book a demo with a previous user who changed jobs than it is to reach out to someone completely cold:
- They already know your product
When you're reaching out to someone cold, you're starting from scratch. You have to explain who you are, what your product is, and why it's valuable. But when you're reaching out to someone who has used your product before, you're building on a foundation of knowledge. They already know what your product does and how it can benefit them, which means you don't have to spend as much time explaining things.
- They trust you
Trust is a huge factor in sales. When you're reaching out to someone cold, you're essentially asking them to take a leap of faith and trust that your product will deliver on its promises.
But when you're reaching out to someone who has used your product before, they already know that you deliver on your promises.
They've seen the benefits firsthand and can vouch for your product's efficacy. This means you're starting from a position of trust, which can make all the difference.
- They're more likely to be receptive
When you're reaching out to someone cold, you're essentially interrupting their day with a sales pitch.
They may not be in the market for your product, they may not have time to talk, or they may just not be interested. But when you're reaching out to someone who has used your product before, they're more likely to be receptive.
They already know that your product can benefit them, so they're more likely to be interested in hearing about what's new and how it can help them in their new role.
- They may have more influence
When someone changes jobs, they often have to rebuild their network and establish new relationships within their new company.
This can be an opportunity for them to take on more responsibility and have more influence over purchasing decisions. If your product was something they used and loved in their previous role, they may be more likely to champion it within their new organization.
This can be a huge advantage for you, as you'll have an internal advocate who can help make the case for your product.
- They may be more willing to take risks
When you're trying to sell to someone cold, you're essentially asking them to take a risk. They have to trust that your product will deliver on its promises, and they have to be willing to invest time and money in something new.
But when you're reaching out to someone who has used your product before, they've already taken that risk. They know that your product can deliver results, and they may be more willing to take a chance on it again in their new role.
Reaching out to previous users who have changed jobs can be a highly effective sales strategy.
They already know your product, trust you, and are more likely to be receptive to your pitch. They may also have more influence within their new organization and be more willing to take risks.
If you're struggling with outbound sales, consider reaching out to your previous users – you may be surprised at how much easier it is to book a demo.
