The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 3 years ago

Gerard Compte on Authenticity in Prospecting

ABOUT THIS EPISODE

Before you send that email – ask yourself, “Am I being authentic?”

It’s easy to send the same generic email to everyone on your prospect list. But this probably isn’t the most effective approach because you’re not being authentic.  

We sat down with Gerard Compte, CEO of FindThatLead.com, to talk about how being authentic in prospecting can supercharge your results and help you build solid relationships.

 

Were listening to the BTB revenueexecutive experience, a podcast dedicated El, a executives train theirsales and marketing teams to optimize growth, whether you're looking fortechniques and strategies wore tools and resources, you've come to the rightplace. Let's accelerate your growth in three to one: welcome everyone to the Bto b revenue executive experience. I'm your host Chad Sanderson today we'regoing to be focusing on authenticity and appreciation and prospecting andhow that can super charge. Your results make it easier for you to be effectiveand prospecting and be less Pasel vor. The people you're prospecting to tohelp us with that. We have Gerard Comptceo and Growth, hacking lover fromfind that leadcom or I thank you so much for taking time and welcome to theshow. Thank you, Chad. It sounds amazing. Coming from your word, yourcoming Ta lackon is perfect, but so before we jump into the topic athand, I always like to ask kind of, and you've listened to, some episodes.Obviously I always like to ask a kind of off the walk question. So what wasit? If you look back in your career? was there a pivotal moment or some typeof learning that change e trajectory of your career and what you decide to focson what you became passionate about? If you could share that with our audienceand tell us what that impact was, we would love that. Thank you. For yearsago, my I was crazy about enthing. My father, Ta told me, please, my son donot waste any energy with such a stupid way of I love it. Man I mean I love my father,but sometimes we want to do the opposite and obviously with I very well.This time usually doesn't work, but this time,when I'm very happy after like five years, my father's telling me well nowit' business. Isn't it now? It's real excellent, so help us understand howyou started. You know find that lead and what was the? What was the genesisfor the for the company for Yeus back ie read the amazing bookfour hours Work Week and I thought I was going to a millionaire and I wasgoing to travel around the war. My first company called Gooliver and itwas just a complete disaster. I forgot to e to do the two years before of TeinFebries was doing and was really n Peter Drop ufto like a year. Yes, I hadcustomers, but it was a learning Ku clear saying I didn't want to doservices and I didn't want people involved on it and that's why I took alittle part of the business that we had, that we used to do Betobe da Racis andcal calling and all that for customers- and I said I just want emailvarrification and we met with my prner Christian detalet. Whois I say is mybrother in law, I my brotherin business. Sorry, I sais my brother inbusinessit's, fantastic. When you have like it's like a partner of company togo to the same way. Without thing, it would have been impossible to go thestatuweare to place, and then this just developent Irelintevicity conforms femails. Andt'Si Whec just have something verysimple: to Sov a problem, that's very simple: We you very well so confirmemail, so walk us to how it works a little bit. I'm Chatte don't know if you have evercome to Rovlan type in the possible email of someone that you wantto contact this case. If you go to go and typeinjure at find that little comp, Google sometimes comes back to you nd give yousome possible answer or probably gave you the Realymat. I don't know if youhave tried this so sure sure I do usually when I'm looking for somebody'slinked in profile, good, the millions of people like you have Ar- and I remember when we start the peoplecome Poe is Lik. WWHO needs emails, it...

I yea fe people. If we think aboutit'sa bit more than four hundred million an Lintin today and ithink such millions of emonsaday, I wehave primary connected. This is great if you are HP, Co, it's great becauseto con't connect with anyone. But if you are a shit I stot up in southernSpain, it's difficult to connect with big guys on the US, so THAs thats, amn reason why I createdwe greated finthat Lik, when we knew a few things of. If we check the WHO E is,is where the COD Domanis Rutis to. If we check the patterns with all the domains, itwas a few little treats a weused to do it manoly. I remember the first fewemails. We God was from Indian guys. We had we order throughupboard, but it then thaguselv learning and it's impuring day by day, with a few millions of checks. Everyweek, and now we are on Eightytosano yusers o using the tool on a dailybasis, which it sounds good to me. That's a that's! A Nice Grove curve. It's been a few years now and it's beenvery high. We had very tough moments, chat, baselona, its FAMIS FOR SANGIAand SSTAN, not for making amazing softwork. This is, and it's really really difficult tobuild- I wouldn't just say a business but sad business, forlite generation inSpain. We are, I don' ant to say we are be behigh on that that, but, yes, weare behind on the Leagin Osin process in the Spain, things chool words verymuch qason relationships and called emal. It's not as ufficient as an Asin,the US, okay and and there's still, I mean there's a bunch of people thatwould say that they're still sceptical of emails effectiveness today rightbecause everybody gets hundreds of them but t just for the audience sake. Itwas a cold email from Gerard that resulted in him becoming a guest on theshow, and it was very well non. It was very authentic and we kind of talkedabout the beginning. It's a Bono, authenticity and appreciation, so candof help a audience understand your views on that and what makes it soeffective when you are Alentic yeah. I thanksjet. I really one of the things Itrid both ways I try being calld and I try and be God Clov I but things whenyou do is with all that power. When you put when you put focus on one thing and youfold just give it Oll, let's not just really do it let'sus give it all andwhat I want to say. Communication has gone from very long emal with PD tovery short emails. What's upstyle or messengers type A werwt, we can ofexplain what we do, who we are. That's that's Yocan checkling thing when Iwould recommendyou when you do an email go straight to the point: do not likeBushit people and and this I about how at least fror my point of Feol havecommunication is going from T bitobe. The generation is Strat to the point ifthey like it, go not a aggressive or was full of law, an being that Woll andthat's why I say: Promoting Tisis Sendimut with love, but it that's. Howi would talk to mygir to my girlsnen Lik Lov. Are you okay today you're having a great day slike yeah, I love you Bybyi seel like a we a this is anthis ISI. Think it's how we've been growing. It's notscullable, because you cannot send millions of emales like this yeah. Youcan use a few tos to say like fifty or hundred, but you need to hand pick thepeople who you want to Spak with, and I think that that give so much value toyou communications and sending like a message. That's truemessage that someone usually what I do...

...exact pay, listen a podcast. I like I,I send a namor. If I read the book that I love us in a NAMEA. If I go to arestaurant Eman, if it's not for busiess related, it's giving me goodfriendss, giving me a goop the business more different when you put Loff, Idon't know if you seen the film interresteler. Yes, I love that movie.I love it to I waithed a few times and and one of the thing that crossesthrough dime and everything is Love, and I know we Miss Wenees that part ofbusiness I mean. Sometimes I you seen the leaflet of the heart and love finde Leet. We cannot miss love. This is a notsounds a bit like allthe chartwen. You talk about start up it' and it's not giving that little love on our all ouremails. It makes a difference. Bek Difference. Well, THERE'S A it's! Soit's interesting, there's a bunch there I want to. I want to jump into, butthat people today sales wraps at least from the experience I've had withclients. They fall into companies fall to a couple of categories. You haveyour fast growing startups and they maybe when they started it was thisclose knit group of people and now all of a sudden, they're growing theyr. Youknow theire monthy, recurring revenues increasing and the sales vp or the COsays. Okay, I want more, I want more a on more and so now they try and scaleit, and in doing that, they end up compromising, I think at timesunbenoted to them not on purpose, but they end up compromising some of thatauthenticity of the people that that were helping them be successful in thefirst place, because at the end of the day people buy from people, that'sthat's what people get from right and if you're not able to be authentic, ifyou're not able to be positive and full of love, as you say and approach,someone in a genuine manner, people realize that people people sensethat and it shuts them down it shuts them down right away, and so I'm kindof curious if you've gotten any feedback or results from you know thatcampaign ind the things that you're trying that you could share with Em.Thank you love this question of this Commin, becauseit's something it's impossible to, let's say Multipli Jerret I can do afew calls. I can do speak to people and every time more, every time I do o theASELS called Ily. At least now it's not I'm not going to take the call. This isnot carble, I would say the Gose of the company today andthatfevricommendations ave give e yew in the State of growth and if youcannot multiply he bestsa Guy Wer, you see Yor who Pak to customers number one.I would definitely go a podcast. I would it's difficult. It takes time itit JAS. Tak Time US takes time. I mean I haven't don my own, and but I do what I have chat is a facebookgroup. I am not a Techi Guy, so I mean I iam a from the sires I, but the teckiguy is Christin thes a Sito Arcofunger, I'm terrible, I'm a SAS guy in sacise we hade greatin relations, wichshouldn't acknowledge I and what I want to say why Di thisfacebook. I was good on facebook and I created a facebook group, GIR haking anAPPO marketing and it was Super Azy for me to post- and I said, let's ost TaBid Day. Then it's like giving value in a way ofinseat of interrel or call calling different people. I just send them tothe group. My facewok is very open and I think facewolk, okay, let second hackof the day, is linking it's amazing and yes, pleasekeep sending invitation Ke talking only but do not forget to send and grow yourfacebook profile like if it was your linkting, my linking my best friend anda test customers. I know who the mother is, and I know when they go sailing-and this is not just on a Boad bood...

...system type of thing and with manychards I think, like I'm just sitting on a Ginune relationship building with your friends,let Nem forget people will, by ten times more if you are on facebook andif you are linting how many and if you want to ask how many people isapproaching you through facebook, to buy something on a bit to be basis, Yit. Well, I mean from my Symi I getmore it's funny. I've had more what I would consider authentic andgenuine conversations as a result of some of the facebook groups that I'm inthen I have n like because Lindon still has that. There's that I don't know, there's thatexpected type of interaction like there's this, this veil ofprofessionalism, which I think hit's in the way of a lot of people. Sometimes Ithink it's whet. I say please do not stop on linking. But let's, if youreally like to man, I think not everyone. You want to have on yourfacebook, but if you like, some, like a guy that you had o call is like. Oh, Ilike and youre straight add them O phasework and make sure you yourfacebook for Fileos at list professional, but children atleast on my side, Thi facebookise, my life as anntopreneur in Bacelona andwith my Darfo girlfriend hi, Wus pen, O full time, my showing of but enjoyingour life to the fory good. Everyone, it's nice and the group is about grothacking and Upper Marketing Forbi to be tart up for Le Generation. Whoeverwants to sell through a digital area, okay and whoever is in these two ranges.It's nice and when I send Basebook, has really changed my life and I don't sayit's anymore: it's not. A social network is a channel of communicationand at least today for mi or example, and then then give you a few exampleson that. Let's say Erik you, I was following them. I was forlunting andice. I also approach him like I hade a but you and he has an amazing podcast.Okay, I send him loads of emaps, never answer the emails and I'm just wt.I do sell emails, but I'm not saying it's the best way. Always I remembergetting him on Ful Messenger like Hi Erik Howa, youdoing you said hi s fuck, I said. Isn't that BOD like no? It's me like yeah,that's your Blia! No, it's me like prove it its like. Okay Err, d. You know find aletit's like yes fo. I no Fin Atli like what really did you see the AMAS? Isaid it? U Like! No, and we end up making each other in Outawhen I went a few weeks ago and we end up doing a session together, colductSomall conference. We, it was think thanks to place fook and a few ohethings, and I do send a thousand emails for a Poun Marketing Ever Day. I dosend one Ima of one Imaladay of full of love and I do send inverstal facebook messaging joined the groups and wereally, I would sayl that my kind of my hobby and the outcome. It's amazing. Weare surprised of what's moving growing and it's not just been grown, theinteraction is freearand and it's just. You cannot fake that and what we wantas a SA Guy- and probably hopefully, you agree with me- is Wi one wo beraked off Bi that sells guy we want to. I want to be secure. I want to knowthat at least my time and money it' safe with you. If you NEEDIF YOU WOGetin, ten of the BI I want to get and facebook is so transfurnt with that.Well I mean the trust. Part of sales is becoming even more and more critical asthe technology as a tendency, I think, sometimes to get in the way right. Youknow I spend a lot of time with clients saying look: The technology shouldspeed human connection. It should speed...

...an enable human connection, not besomething that you hide behind and so you'll see a lot of people lot of fielsis like I don't want to. I don't want to send an email. I don't want to pickup the phone or I don't want to do this. Well, you need to number one, but don'thide behind it right. The goal is to have that authentic connection right togive someone else, t experience of meeting someone new buildingcredibility, developing that trust, so that when they have to make decisionsthat will impact their careers in lives, they feel safe. Making that with you asa salesperson, as a collaborator has a friend I mean some of the best friendsI have were people that I've sold very large enterprise deals too. I mean Istill talk to them every day I was just at the house of a friend for theweekend. That was a guy I sold to five years ago a, and it was just it'sbecause you know now. I will say I have been told at times by certain sizeorganizations that perhaps my level of candor and authenticity is not aspolished as it should be, but that's because I calt bullshit when I seeBossit, we are people and that's what we want.We want to have business with real people. I want to sleep whether benight yen, so out e doubt without O. I wouldnot take if I know something find tha lit is not for everyone, and I said,I'm sorry Goy. This is not for you ous someone else, O go and Checke. Thegroup O go and do that and I will choup a least as a sales guy and, if ANC aswell I's like okay, it's not just I'm offering youll find a lit. Obviously Iwont everyone to find fiht The fit in the war. I tried it's not it's not foreveryone. My father is not going to be able to use, find that look, even ifeven if he needs emails, he call me and stay ar cand. You give me the Amor ofthis guy, but it's not for everyone, and what I want to say is: Okay, have aCOL business that it's it'seur for your customers, but have a littlecommunication ways of like let's say paper: If you can facebook groups andchannels and try to have everyone leaving you the value of the companys,it's not just one taller. I do not like porsential cause for me. It's veryannoying in a way a face to face meetings are not so good as skymlatings as stranger, it sounds, and I try to avoid them a lot. I Know ShonTimes I could close bigadills and were in the cases. What are we doing better, how we skalitdifferent type of business, and this is depens- I don't know if you said, ifyou have this problem on face to phase sky foophone email yeah,I'm a so. I have a business partner who excels at the networking events in theface to face I'll sit down and talk to somebody face to face. If they've got aproblem that I think I can help with like. If there's a reason for us to sitOuf face face, but I am the introvert in this- is maybe hard to believehaving listen to the podcast, but I'm the introver in his businessrelationship. An my business partner is the one that will go. You know, pressthe flesh and say hello and go to the netwerk. He weant. I can't I can'thandle it. I just can't handle it. I'm just like it's just not me, and I'velearned that the hard way over my career- and so you know, let's get onSky Letchtup on the phone I'm your guy but face to face then hes beer reasonfor it. It's funny, because I'm also I meanYoutan have to be with a bit technology: Tak Guy to run the podcast and I wouln't do I mean I think at least,where my point of view from Sallsgy we lace consistency. We, like, I would saytechnology think this is n't a big picture yeah. Obviously, I listen Spain to see a consistenttechnology sells guy yeah, it well insell people I mean we all have atendecy and I spend a lot of time with clients that consistency point is agood one right. I don't remember...

...exactly what the Percentageis Huc. Ithink somebody told me once that it takes seventy percent of the fuel in anairplane to get it off the ground and then wance its cruising out to alongletus right well prospecting is the same thing for sales. Like that's yourethat it's going to take it's a grind. It's relentless! It can be ruthless,but I think if people listen to what you're saying and do it in an authenticengaging honest manner that it's not so much of a grind right, therre meen, nowthere maybe some who feel a little bit more exposed to the normal rejection ofprospecting as a result of being so authentic. First, have you run intothat before yeah? It's funny I wish is actually thinking what you were talkingis when poblyit happen the same when yourun first time I run the FACEBOOK COP had zero people on the group, and I wasPostin and I have no Lifeandi was giving to a say to myself. This is justa help. I you ID do it because I like Kit, not for the Roy or anything else, it's been growing now and if I look opack is like it's Nice, but in the beginning you had number onefrustrations. I have, I don't think anyone pend us as many as spellingmistakes. As I do, my grandma is turrble. I am aentirwildescribing things what I write. I am bad itd justly you really is like thisguy has to few problems and writing. But you know what kept me going is likeI want to improve. I won't really to go. I'm not going to take a Courson Qithing,I'm not going to. I just going to be so a shame of what I thought that nexttime I's Gong to be natthat's awesome, I'm not afraid, I'm not afraid to admitthat. I'm not good at this right nout, but I'm going to keep practicing untilI get better. I think people would, I think, a lot more people would besuccessful if they embrace that. I for me Someti, I used to think oh I'mgoing to rite, I'm going to be going to go, and this is what happened most ofthe time I say I'm going to go for a Brok, writing cost, I'm going to Weithe ver good proger that I have to look or for or en ye get to the mop courseof our blogging and yes t great to get knowledge, but don't wait to get theknowledge to start, and I think this is i's, so important just get on get you selve together and and just do it, andsometimes it's lack. Sometimes it's because you have to wit- and it's justbeen so amazing- The path. Let me tell you a little bit how it is not thegroup we ornost were Surtein people and I do write the post a still writing,but I have now it's Isit's coming more money and we have a content guy and it was a day, but I remember postingit's like please, ter, not post any longer, send it to me, Yeahi mean that story isnot like. It's not a US film story. Te. An no happy ani is very happy because the versas ishappening. I haven't, I didn't, do an don't to Geindo a plogging amazingcourse for facebook. I sustsome one like my content, approachments likeJeret, I love I I mean I love what you Doi, I think t should have you write it. I seems like I found the perfect matchhe, I post everything on. Obviously it's mine with my bother faithey helpedme to make sure it's understandable and it has. He have he's, got lots of yearsof experience and I have what I want to explain and were win to be just get onand late. You friend, SOMMON FOM people, wholl, join the forces and you go back.The group is going so much more and interaction with the people so muchreal and we spending zero and PACEMO...

...gards Google Lat. We don't do any atany anywhere. We basically go for OL word by mouth and recommendations andthe businesses is growing and in a very organic steadyway without any injectionof cast for customers. We do have more leads Han, you can hand them. That's agreat. That is a great place to be M. Wely Educans s t is butthen, whoeverdoesn't have like okay, if you have more than when you can hunt them yourfunnal, it's not well structured JERB, it's like yes, I am. I am in TA process of learning,continuous learning and I think it's like, let's say Iwul Sai, I would saymy findal lead Tis on NBB and we will always be improving in a way of. I amvery active and more than passive, like I learned to I just a few minutesbefore we tet that the I did my first wem in or life today with a new Guy Ra.It doesn't Disaster Group is Fr. Yeah Thep, we had to tinkpeople there watching my disasters like wow man. If this is o exacte and I havefifteen people just from the number of friend ICONEC, it's very little peoplelike for me: It's Kas Bete in zero. Okay, wait! If I do it better, an nitedconsistent and I we transcrabed the first port and I was saying to the eChis. This is the first time I do facebook life, I'm sure I haven't doneit before, but it just Juston an ch weve been saying with my friend to dothis for two years we haven't done it, it's like fuck, wet lit's it now and wewin life. Now he told one hard Tat des really having prove him meanas. Well,we share few a few points of ter and that it e tin minutes. It's done. Let'smeet next week and like everything dit now with Butley, do take a next weekand that's it. You have a if we wait to do something better today.Well, never see results, and this very is motivating. Hou Will Never Beievebecause Itsnot motibatting right something you I mean that's an exampleof today with the faceul life wemen a ives, a disaster. We had fifteen peoplewow, that's not bad. This aste fifteen people, good. You give somebolue thatswre, we gon to do it, I'm going to post a bit for parents coming for moregrowth, acking and I'm very sure, I'm going to have like Ames tirto fortypeople, but you could double every time. That would be amazing, as I was to. Ofcourse it's like with triple. We are verysmall. Still on Finde ie e triper wat, you Wer, we were earning last year, Isaid wow and I was possible thein. The Mont of revenue and the man of USAL weehaving to Thay is say it's really. It's I'm very ffectful inthat they live morning. BAS very thankful, and it's somethingbeautiful that and at the same time and taking the line is emails can be usedfor Tam as it sounds, and that's why it's like guys do whatever you wantwith the emails a'm telling you wern works, get the emails and send love ofemails like Silles needle as possible good manually, I don't care, but it'sit really makes a different fon. You approach something being active on thatactiv news of I sen anemails chat. Sometimes I maemas has mistakes,ortographic mistakes because I havet read them, but a Lesa have send them.Yes, it sens ye an its terrbol but its better thane wrong than never gone...

...excellent. Willdrive. Really, if alistneris interested in talking more about these topics we touched on today,what's the best way to get in touch with you send an email, yes, and you can find my my ema at findthat little perfect prweek, I'm happy, and if youwant to write Madam twise Jer Conte a findthatlycom is Jerat Ger, ALD, dot,comte s, Om PTI at fine that Littl comp, andwill unser anything, and if you wantto, I would love fo, get an Ema with love from fomeone of our listeners,telling if they had the experience of saying an email of love to be and whatthe versons they got there you go guys so there it is, there's a email addressnow censrard and Hemail of love. Let him know what you got out of this: Howmuch you appreciateid his time drod! I can't thank you enough for being on theshow. It Ha's been an absolute pleasure. He's the San Tep tink very much allright, everyone that does it for this episode. Please check us out at btob,Revizeccom Shor the episode with friends, Family Coworkers Yeou, likewhat you hear to his favoritely is your view on itunes and until next time wehave value prime solutions with you all nothing, but the greatest success you've been listening to the BTBrevenue executive experience to ensure that you never miss an episodesubscribe to the show in Itunes for your favorite podcast player. Thank youso much for listening until next time.

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