Why Consultants Should Never Lead With a Sales Message

Originally posted 11-5-22 on Typeshare

Experts tell us that the average response rate for a sales message is less than 10%.

This means for every 100 messages you send, only 10 people will respond. It also means that 90 people who might be ideal clients, will ignore you.

3 reasons why sales messages don’t work

You’ve seen plenty of sales messages in your inbox. It’s a pitch; an attempt to get you to take some action to learn more about the sender’s product or service.

You probably ignore them too. Here’s why.

Reason #1: Sales messages are all about the sender.

Basically, it’s “let me tell you about what I do”.

But humans are much more interested in themselves. To them, sales messages are just noise.

Reason #2: You won’t get through

In 2021, LinkedIn sponsored a research study that found, among other stuff, at any point in time, less than 15% of a market is “in the market”.

If they’re not looking for what you do, your message won’t catch their attention.

Reason #3: It can damage your personal brand

Sales messages are considered by many to be spam. And spammers are not people we want to get to know.

Your expertise is too valuable to be treated that way.

Think “networking” instead of “sales”

Our work as consultants and coaches is based on relationships that take time to develop.

Find a reason to start a conversation based on something of value to your prospect.

Invite them to be on your podcast.

Ask them to contribute to your book.

Do a reality check on your latest research.

Give them a chance to share their expertise and ideas to help others. You’ll be surprised at who agrees to talk with you.