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etailinsights eCommerce Data and Sales Blog

Building rapport, by Holly Exner

By Rachael Love on Jul 14, 2020 9:58:42 AM

Power User Spotlight: Holly Exner, Bolt


Holly's Hack: Building rapport

It's no secret that people buy from people they like. Which is why developing a relationship with a prospect prior to the sale, or the ask, is super important. Sure, sometimes you'll catch someone at the right place and at the right time, but overall it takes time to build the trust it takes to say yes. Do your research on LinkedIn, find unique pieces of information about a prospect or mutual interests, and weave it into your outreach. They'll appreciate the time and care you put into getting to know them and will (hopefully) want to return the favor.

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Leverage relatable success stories with your prospects, by Christopher Vanning

By Rachael Love on Jun 16, 2020 2:29:08 PM

Power User Spotlight: Christopher Vanning, ClearSale


Christopher's Hack: Leverage relatable success stories with your prospects

Your company should have a positive history providing value to merchants and clients - use it! There will always be other competitors and ways to resolve the problems your product or service addresses. What they don't have is your company and client stories to relate to the prospective merchant. It's not about features and benefits, it's about outcomes! If you can identify and communicate the desired outcome that can align with your solution, you will almost always eliminate being reduced to a commodity.

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Be yourself, by Ashley Applegarth

By Rachael Love on Mar 24, 2020 2:35:58 PM

Power User Spotlight: Ashley Applegarth, Doddle


Ashley's Hack: Be Yourself

The true sales hack is be authentic, be yourself. It’s that simple.

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Tell a story that relates to your prospects, by Melanie Pawlak

By Rachael Love on Feb 18, 2020 11:28:11 AM

Power User Spotlight: Melanie Pawlak, LinkConnector


Melanie's Hack: Tell a story that relates to your prospects

Tell a story! Online retailers often want to know how someone in a similar role or industry vertical has benefited from affiliate marketing and LinkConnector’s capabilities.  By telling a story which describes how we have helped a customer overcome specific challenges and the results achieved through our technologies and affiliate relationships, helps the prospect to create a picture of the growth their company could obtain through an affiliate program.

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Build strong in-person relationships, by Birdie Bartholomew

By Rachael Love on Jan 7, 2020 10:57:06 AM

Power User Spotlight: Birdie Bartholomew, Happy Returns


Birdie's Hack: Build strong in-person relationships

Build strong relationships and take every opportunity you can to do so in person! There are a lot of companies out there solving problems, selling you things and wanting to work with you. Differentiate yourself by listening to them, getting creative in how you can solve their obstacles and go out of your way to meet them in person. In fact, make it a point to get to know the entire team and not just the decision maker. When I began building the Happy Returns relationship with Rothy’s, the VP of Operations was my main point of contact and primary decision maker. But, I went out of my way to individually get to know members of the Ops, Finance, Tech, Marketing & Product teams because I knew our integration and partnership would impact every single one of them. Make yourself an invaluable resource to your prospect before, during, and after the sales process is complete.

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Leverage previous conversations, by Jessica Rayner

By Rachael Love on Nov 21, 2019 4:53:02 PM

Power User Spotlight: Jessica Rayner, Clutch


Jessica's Hack: Leverage Previous Conversations

It's so important to always leverage previous conversations when reaching out cold. Referencing previous interactions will go a long way to show a prospect that you remember them and you value any communication with them. As you build rapport with prospects, and perhaps you find out something on a more personal level such as an upcoming vacation they're taking, it always goes a long way to reference any details you learned about them previously. This small touch shows openness and transparency in how you relate to your prospects! 

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Ask the right questions, by Mariam Avetisyan

By Rachael Love on Oct 23, 2019 4:33:17 PM

Power User Spotlight: Mariam Avetisyan, Annex Cloud 


Mariam's Hack: Ask the right questions

There is not really one sales hack, but one of my favorites is asking the right questions. Our ability to provide the right solution to our prospects depends on the questions we will ask. If we form our questions correctly, they will lead us where we want to go. Sometimes we get carried away with the conversation, focus on the things that are not important. We forget to ask the most important questions to determine our prospects needs, pain points, whether we are dealing with the right person, or if there is a fit between our companies. Doing prior research about the prospect and writing down our questions can help prepare for our call or meeting. Also, it’s better to ask questions rather than make assumptions.

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Use a personalized approach to connect with prospects, by Morgan Kamins

By Rachael Love on Sep 17, 2019 11:29:25 AM

Power User Spotlight: Morgan Kamins, Klarna


Morgan's Hack: Use a personalized approach to connect with prospects

My sales hack is to approach each conversation with a current or prospective retailer as a way to get to know them and their business on a more personal level and to use alternative avenues of outreach to your advantage. 

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Be genuine, curious, and passionate, by Nico Santos

By Rachael Love on Aug 12, 2019 11:35:52 AM

Power User Spotlight: Nico Santos, Drip


 

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Know how your prospect's revenue is derived, by Ryan Valdez

By Rachael Love on Jun 26, 2019 3:11:47 PM

Power User Spotlight: Ryan Valdez, Skava


 

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