The Rise of Revenue Innovators • Oct 12
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Personalize your discovery calls with data powered by Dark Sky
It may be called small talk, but it can have a big impact on building rapport with your prospects.
Why do we prefer to buy food from a farmer’s market instead of a gigantic grocery chain? Why do we use local numbers when cold calling? Why do we always buy Girl Scout cookies from the adorable little kids next door? Because LOCAL MATTERS.
People are four times more likely to pick up a phone when you dial with a local number. That’s old news. So what do you do when you have them on the line? You need to be relevant to their lives. You need to connect in a personal way. When you use a simple piece of data like someone’s location, you can build context and personal anecdotes around that information to forge a more personal and local connection with your prospects, even from hundreds or thousands of miles away.
Sell like a neighbor with Mapbox
The way we do business is more globalized than ever, but the average American trusts businesses that sell locally far more than big corporations. That’s why we partnered with Mapbox to build sales intelligence tiles that display localized data. When setting out to source localized data, our goal was to give you access to the best, most accurate, most up to date data. Mapbox is a mapping platform for developers. Their building blocks make it easy to integrate location into any mobile or online application. They’re changing the way people move around cities and understand our planet.
Mapbox takes a prospect’s company address and visualizes it in map form. Simple? Perhaps. Powerful? You bet.
Think about it. We’re not saying you should cyber stalk someone’s home with live satellite views (actually, consider this explicit advice NOT to do that), but if you see your prospect lives in the same town as your in-laws, that’s an easy icebreaker. Are they located in the same city that you just visited on vacation? Another icebreaker! I think you see where I’m going here… Something as unassuming as a map can be a powerful way to naturally open the conversation to more than a sales pitch and build rapport with your prospect.
At the end of the day, we’re all humans, and our goal with each discovery call is to leave every new prospect feeling more supported and understood than before they got on the phone with us. We want to transform our relationships from something transactional into something personal. It starts with calling at the right time, and continues with the power of localized connection. Sales intelligence tiles empower you with data to sell locally that’s so seamlessly integrated into your existing workflows that it becomes intuitive knowledge.
Consider this your personal challenge to turn a new prospect into a more meaningful connection with sales intelligence tiles (oh, and win back over seven extra working days each year in the process). Are you up for the challenge?