ChatGPT has been front and center for us across all our business at KLA Group throughout 2023.
You’ll see, in the poll below, not every company has fully embraced the tool. Have you?
- Before We Start, You Need To Know the Major Caveat Around ChatGPT
- 3 Steps To Secure a First Appointment Using ChatGPT
- 6 More Ways To Use ChatGPT in Prospecting
In our Coffee with Kendra webinar, 8 ChatGPT Strategies To Supercharge Sales Prospecting, I asked attendees: Do you use ChatGPT to help with sales prospecting activities?
70% had either never used ChatGPT or had never thought of using it for prospecting. These responses mirrored my expectations.
ChatGPT is ever-evolving, and it’s hard to keep up with all its features and capabilities. That’s why I hosted the webinar and why I’m detailing here how you can use artificial intelligence (AI) across your sales team to perfect using emails to request prospect meetings.
Use the guidance and prompts in this article to test one way your team can employ ChatGPT for prospecting, increase efficiency, and get more first appointments. Share the article with your team, then work through each prompt in a group or one-on-one meeting.
Before We Start, You Need To Know the Major Caveat Around ChatGPT
ChatGPT works based on prompts. You ask it questions, like you do with Google.
The difference is when you ask Google a question, it uses keywords from your query to return answers in the form of weblinks.
ChatGPT looks across all the data that it has at its fingertips as AI, and returns written answers to you. It will provide links, but only if you ask.
It’s a well-formed answer, but …
ChatGPT is AI, you still are the subject matter expert.
Even though it’s continually improving, ChatGPT will never know the nuances about your prospects or your proprietary business information. AI-generated content is your starting point. Your subject matter expertise is your competitive edge, vital to your success.
3 Steps To Secure a First Appointment Using ChatGPT
1. Zero in on your prospects’ problems.
Sometimes your salesperson has a referral and can launch a conversation using the referring contact’s name in an email or call. More frequently, they don’t have a referral. In that case, they are starting with the issues a prospect has that they believe are top priorities right now and that the contact will want to talk about.
If you don’t know what those challenges are, salespeople cannot secure meetings or have productive prospecting conversations. Your rep throws out vague phrases or hits on the wrong problems in a meeting. The prospect feels like your rep is wasting their time. They haven’t done their homework. That executive writes off any idea of doing business with your company.
To properly prepare, reps need to zero in on your target prospects’ top problems. But sometimes your salesperson sits down to list out their issues and draws a blank. They can’t think of anything.
ChatGPT can help with that if you use a prompt like:
What are the top 10 business challenges a managing partner of a law firm with 10 to 20 attorneys may be experiencing?
Tip: Be specific with your prompts.
The more specific you can be in your prompts, the better the information that you’re going to get back.
The example above is looking for business challenges. Your rep knows they are reaching out to partners at law firms, and they know the size of the law firms that they’re targeting. Put all that into your prompt and you’ll get a more detailed response from ChatGPT about the industry challenges that your prospects regularly encounter.
2. Pair each problem with a unique value proposition.
Here is where your subject matter expertise shines. ChatGPT cannot know your company’s unique value proposition, but you do.
Review the challenges identified in step one. For each one, ask yourself:
- How can we help?
- Which of our solutions align with this problem?
After you answer those questions, ask yourself one final, follow-up question: Why are we best suited to solve this issue for the prospect?
Now you have a value proposition that will grab your prospects’ attention with the right problem and why you are the right person to talk to about it.
Tip: Want to quickly tailor your existing value propositions to different buyers?
Watch 8 ChatGPT Strategies To Supercharge Sales Prospecting to see how to do it.
3. Send personalized emails and secure a meeting.
While I love the phone as a prospecting approach because contacts hear your rep’s voice and interest in talking with them, email is an easier way for contacts to respond. That means you want your team to use their value proposition both ways.
There is no single definition of a successful prospecting email, but I can tell you two traits they share. Winning prospecting emails are personalized and compelling.
How do you write personalized, compelling emails with ChatGPT? Tell it to:
1. Frame the message using the challenges from step one.
2. Share your unique value proposition from step two.
3. Ask for a meeting.
Be clear in your instructions.
Provide background information, including the title of the target contact and their business problem. Set a word count limit – otherwise ChatGPT might write a mini novel!
Here’s a sample prompt:
Write a prospecting email to a business owner who is concerned about potential cybersecurity breaches. Mention that most breaches happen when employees click on a phishing email, and often these are avoidable.
Incorporate our value proposition and then suggest a short meeting to talk about their cybersecurity preparedness.
Use a casual, professional voice, and keep it under 99 words.
6 More Ways To Use ChatGPT in Prospecting
These are only two ways you can increase your efficiency using ChatGPT in prospecting. In a Coffee with Kendra webinar, I covered six more.
Watch it on YouTube here: 8 ChatGPT Strategies To Supercharge Sales Prospecting
Then sign up to attend a live Coffee with Kendra, so you get the chance to ask questions and interact with our community of sales, marketing, and business leaders focused on enhancing their revenue generating system: https://www.klagroup.com/coffee-with-kendra/