Comic Relief

December 11, 2020

Prospecting into a new account always seems to have an allure and mystery that gets us a little excited each time — similar to the feeling of a new beginning. I was taking a new approach to a certain group of prospects this time, which upped that feeling even more.

I tried doing a little less online research and instead was hoping to get an internal referral for a warmer introduction. After a week or so of my typical call processes I decided to send a small mass email. It generated an…interesting response. In my emails I was asking very broad, open ended questions about strategies for the year and to learn more about the prospects specific role.

Responses came in right away. The usual suspects: out of office, take me off your list, no longer at the company, etc… One stuck out immediately: An email with an attachment!

The prospect went on saying he was excited to discuss his current tech stack with me, and that he attached all of the information I had asked for. This one was served up on a silver platter! So, with the excitement of a kid on Christmas morning, I opened the attachment to find it was a YouTube video:

Yeah. I got Rick Rolled at work.

At first I was a little humiliated and even a bit angry, feeling bamboozled and disrespected to a certain extent. But this helped me realize that we’re humans – in most ways we are all alike – and I tried to see the humor in his response. Whether he was making a mockery of me or not, the prospect understood my position and approach and was lightening the mood for me. And hey, it was a new twist to the day.

It made asking for a meeting that much easier, and the conversation we had lacked that typical small-talk awkwardness that often accompanies a first call. That original feeling of anger and humiliation was totally forgotten, and I had a great story to tell my sales manager. Lesson learned — be persistent in your approach and remember, we’re all humans out here.

aj alonzo

AJ Alonzo is the Head of Marketing at demandDrive. A former SDR turned marketing leader, he's made it his goal to develop resources for sales reps who are looking to level up and for managers who are looking for guidance. Outside of work you can find him trying to shoot under par at his local disc golf course, sipping on a bourbon on the rocks, or continuing his quest to be the very best like no one ever was.
Follow on LinkedIn

Let’s talk about your path to success

Lorem ipsum dolor sit amet, consectetuer adipiscing elit.