Workshop 1
September 17, 2021
Live Session #1: Provoking conversations with curiosity
Noise levels are increasing. Everyone is pushing, educating, sharing... and customers see right through it all. Engaging prospects takes a counter-intuitive strategy: Saying less. The less said the more messages pull. The more curiosity created. Whether you’re working cold or warm leads, curiosity is the key to unlocking customer conversations.
This lecture-based session will deprogram and rearrange how you think about sales outreach messages. Jeff reveals "blind spots" in email messages which sabotaging response. You'll take away the framework for attracting conversations to you -- rather than asking for it.
Duration: 80 mins
Workshop 2
October 1, 2021
Live Session #2: Diving deeper into provoking curiosity
In this session we dive deeper into ways to re-write messages to provoke curiosity... and examine early successes Mike McKenna is achieving -- in cold and reviving "gone silent" leads. Jeff challenges the group to think beyond general benefits -- instead, as niche problem solvers. You'll take away:
- Effective subject line guidance
- More ways to use the idea of "seeking nos" as a means to provoke conversation
- Example of how to provoke a dental group practice decision-maker
- An effective initial office visit follow-up technique
- Insights on message strengths and weaknesses via Roxanne
- The reason why educating clients often sabotages messages
Duration: 94 mins
Workshop 3
October 15, 2021
Live Session #3: Provocation development workshop
In this session you'll take away:
- A simple way to "wake up" those "gone silent" leads
- A similar "remember me?" follow-up tactic starting to produce results
- More follow-up options -- to re-start conversations
- An advanced tactic to combat "every refiner says they'll pay more, big deal!"
- A list of provocative challenges & facilitative questions to aim at dental, funeral home & crematory clients
- A handful of ways to respond to "no thanks" of various flavors (e.g. "I'm happy with my current refiner" etc.)
Workshop 4
October 29, 2021
Live Session #4: Provocation development workshop
In this session you'll take away a checklist to be sure every message you send will provoke curiosity. We also get into the weeds discussing how each team member is changing their messaging tactics. As a bonus we collaborated as a group in ways where, for example, Charles was able to provide tips to Roxanne. Cheers!
Workshop 5
November 12, 2021
Live Session #5: Following up provocations
In this session you'll take away the confidence needed -- to persist without feeling like you’re pestering. Plus, quick, effective ways to use email provocations as voicemails. As a bonus we learned a new way to respond to "Sure, just send me some info on Core for my file" and "not interested" email responses.
Workshop 6
November 23, 2021
Live Session #6: Provoking conversations with curiosity
In this session you'll take away insights from Mike McKenna -- on how he's engaging more client conversations and moving them forward using curiosity-based practices. We also collaborate with Roxanne and Charles to sort better ways for Roxanne to revive conference leads which have gone silent on her... and more!