The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 4 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.

 

You're listening to the B Tob Revenue Executive Experience, a podcast dedicated to helping the executives train their sales and marketing teams to optimize growth. Whether you're looking for techniques and strategies or tools and resources, you've come to the right place. Let's accelerate your growth in three, two, one. Welcome everyone to the be tob revenue executive experience. I'm your host, Chad Sanderson. Today we're going to be focusing on authenticity and appreciation and prospecting and how that can supercharge your results, make it easier for you to be effective and prospecting and be less thankful for the people you're prospecting to. To help us with that, we have Gerard compt CEO and Growth Hacking lover from find that leadcom Gard, thank you so much for taking time and welcome to the show. Thank you, Chad. It sounds an amazing coming from your ward chair call. The action is perfect well. So, before we jump into the topic at hand, I always like to ask kind of an and you've listened to some episodes, obviously I always like to ask a kind of off the wall questions. So what was it? If you look back in your career, was there at pivotal moment or some type of learning that change the trajectory of your career and what you decide to focus on, what you became passionate about? If you could share that with our audience and tell us what that impact was, we would love that. Thank you for Yus a goal. My I was crazy about mean thing my father's told me. Please, my son, do not waste any energy with such a stupid way of doing business. I love it, man, I mean I love my father, but sometimes we want to do the opposite, and obviously we did very well this time. Usually doesn't work, but this time, when I'm very happy after like five years, my father telling me, well, now it's business, isn't it? Now it's real excellent. So help us understand how you started find that lead and what was the was the genesis for the for the company? Feus back I've read the amazing book for Hours Work Week and I thought I was going to be a millionaire and I was going to travel around the world and my first company goal Gholiver, and it was just a complete disaster. I forgot to write to do the two years before of the in ferries for doing and was really pear drop off to like a year. Yes, I had customers, but it was a learning cue cure saying I didn't want to do services and I didn't want people involved on it, and that's why I took a little part of the business that we had, that we used to do, be to be databases and cold calling and all that for customers, and I said I just want immiverification and we met with my partner, Christian the Tallis, who is I say it is my brother in law and my brother in business. Sorry, I say it's my brother or in business. It's fantastic when you have like a it's like a partner of company, to go to the same way. Without think it would have been impossible to go the stage we are to play and then we just develop. And I reading that basically confirms emails and let's see which is have something very simple to solve a problem. That's very simple and we do very well. So confirm emails are workers to how it works a little bit. I'm chat. I don't know if you have ever gone to rule and type in the possible email of someone that you want to contact. In this case, if you go to go and type injured at find that little camp. Google sometimes comes back to you and give you some possible answer or probably gave you the real emath. And know if you have tried this. Oh, sure, sure, I do. Usually when I'm looking for some reason linkedin profile good. There are millions of people like you. have to fry and I remember when we start the people company, as I could, who needs emails? It's like, yeah,...

...a few people. If we think about it's a bit more than four hundred million and linking today and they've been such millions of emails a day. If we have primary connected, this is great. If you are HP CEO, it's great because you can't connect with anyone, but if you are a city start up in southern Spain, it's difficult to connect with big guys on the US. This is how that's doesn't mean reason why I created. We created find that lete. We knew a few things of if we check the WHO he's is, where the good domain is, rough sister, if we check the patterns with other domains, it was a few little truths that we do it manually. I remember the first few emails we God was from Indian guys that we had. We order through upward, but it then dilgorithm is self learning and it's improving day by day. We do a few millions of checks every week and now we are on Eightyzero users using the tool on a daily basis, which it sounds good to me. That's that's a nice growth curve. M It's it's been a few years now and it's been very high. We had very tough moments. Chat Barcelona. It's famous for SANGREEA and CEST, not for making amazing software. This is true, and it's really, really difficult to build a wouldn't just say a business, but assess business for lead generation. In Spain we are, I don't want to say we are bit behind on that, but yes, we are behind on the leigeneration process. In Spain thinks cool works very much based on relationships and called email. It's not as efficient as and not seeing the US. Okay, thanks. And there still, I mean there's a bunch of people that would say that they're still skeptical of emails effectiveness today. Right, because everybody gets hundreds of them. But just for the audience sake, it was a cold email from Gerard that resulted in him becoming a guest on the show and it was very well done. It was very authentic and we kind of talked about the beginning. It's about authenticity and appreciation. So can help our audience understand your views on that and what makes it so effective when you are authentic thanks to that. That really one of the things. I try both ways. I try being called on, I try and big love, I but things when you do it with all that power, when you put when you put focus on one thing and do it full, just give it all. Let's not just really do it, let's give it all. And what I want to say communication has gone from very long emails with pdf tow very short emails, what's up style or messengers style, and when, I would we kind of explain what we do, who we are. That's that's you can check. Linking when. I would recommend you, when you do an email, go straight to the point. Do not like bullshit people. And and this is about how, at least from my point of view, how communication is going from me B to b. The generation is strick to the point, if they like it, go not aggressive, always full of love and being not well, and that's why I say I promoting this is send emails with love and what's it? That's how I would talk to my girl, to my girlfriend's like love, are you okay today? You're having a great day. It's like yeah, I love you, but I see later we call this is and this is I think it's how we've been growing. It's not scalable because you cannot send millions of females like this. Yeah, you can use a few tool say like fifty or a hundred. You need to hand pick the people who you want to speak with and I think that that gives so much value to new communications. I'm sending like a message that it's true, a message that someone usually what I do is psyche, I listen a podcast...

I like, is I send an email. If I read a book that I love as an an email, if I go to a restaurant, even if it's not for business related, it's giving me good friends, giving me good the business move different when you put off. I don't know if you see the film interestellar. Yes, I love that movie. I love it too. I watch it a few times and one of the things that crosses through time and everything is Love, and I know we needs. We miss that part of business. And then sometimes I you see the leaflet of the heart and love, find athlete. We cannot miss love. This is I know it sounds a bit like of to chart when you talk about startups, but and it's not giving that little laugh on our all our emails. It makes it froms the difference. Well, and there's a's. So it's interesting. There's a bunch there I want to want to jump into. But that people today, sales reps, at least from the experience I've had with clients, they fall into. Companies Fall into a couple of categories. You have your fast growing startups and they maybe when they started it was this close knit group of people and now all of a sudden they're growing there, you know, their monthly recurring revenues increasing, and the sales vp or the CEO says, okay, I want more, I want more, I want more, and so now they try and scale it and in doing that they end up compromising, I think, at times unbeknown to them, not on purpose, but they end up compromising some of that authenticity of the people that that were helping them be successful in the first place, because at the end of the day, people buy from people. That's that's what people buy from the right and if you're not able to be authentic, if you'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 sense that and it shuts them down. It shuts them down right away. And so I'm kind of curious if you've gotten any feedback or results from, you know, that campaign and the things that you're trying that you could share with a thank you, a love this question of these coming, because it's something it's impossible too, let's say, multiplied. Chaerar, I can do a few calls, I can do speak to people and every time more, every time I do that's a sells cade. I'll at least now it's not them not going to take the call. This is not scarable. I would say, for the growth of the company today and Dutch, a few recommendations I'll keep. If you're in the State of growth and if you cannot multiply, your best seals guy or you seeo who speak to customers. Number One, I would definitely do a podcast. I would. It's difficult, it takes time. Let's just say time. Just takes time. I mean I haven't done my own and but I do what I have. Chidi is a facebook group. I am not a tachy guy, so I mean I am aside from the size Si, but the taky guy is Christian. There's the city, and so founder and terrible. I'm myself Guy in self. Guys. We had great and relations, which shouldn't technology myself and what I want to say, what I did is facebook. I was good on facebook and I created a facebook group grow packing and apper marketing, and it was super easy for me to post and I said, let's post a video day day. It's like giving value in a way of instead of interviewing or cold calling different people, I just send them to the group. My facebook is very open and I think facebook. Okay, let's second half of the day. It's Linkedin. It's amazing and yes, please keep sending invitation to talking only, but do not forget to send and growth your face book profile, like if it was your linkeding, my linkeding my best friends and my best customers. I know who the mother is and I know when they go sailing, and this is not just on a bought BOOT system type of thing. And both many chads and th...

...in like I'm just sitting on a genuine relationship building with your friends. Let's not forget people will buy ten times more if you are on facebook. And me if you are on Linkedin, how many? And if you want to ask Chat, how many people is approaching you through facebook to buy something on a bTV basis? Yet well, I'm in from my smp I I get more. It's funny. I've had more what I would consider authentic and genuine conversations as a result of some of the facebook groups that I'm in then I have only because linkedin still has that. There's that I don't know. There's that expected type of interaction like that. There's this veil of professionalism, which I think it's in the way of a lot of people sometimes. I think it's where I say, please, do not stop on linkeding, but let's if you really like so much. I think not everyone you want to have on your facebook, but if you like some, like a guy that you had a call, it's like, Oh, I like and you straight abdom on facebook and make sure you your facebook for a file looks at the least professional. But choldren, at least on my side, is facebook is my life of entrepreneur in Barcelona and with my beautiful girlfriend, I will spend our free time, but showing off, but enjoying our lives to the fully. Good everyone. It's Nice, and the group is about girl hacking and other marketing for B to be start up for the generation whoever wants to sell through a digital area. Okay, and whoever is in these two ranges. It's nice. And when I send facebook has really changed my life, and I don't say it's anymore. It's not a social network, is a channel of communication and at least today, for me for example. And then let me give you a few examples on that. Let's say Erics you. I was following them, I was following him, and I I also approached him like I had about you, and he has an amazing podcast. Okay, I sent him loads of emails. He never we wait, he never answered the emails and I just I do sell emails, but I'm not saying it's the best way. Always, I remember getting him on through messengers. I hi, Eric, how you do? It's like hi, fuck, I said, isn't about that. No, it's me, like yeah, that's your bea. No, it's me, like prove it. It's like, okay, Eric, do you know find that lead? It's like yes, I flos, I know find that least. It's like what really, did you see the emails? I said, it is like no, and we end up meeting each other in our team when I went a few weeks ago, and we end up doing a session together for that Sumal conference where it does thanks thanks to facebook and a few other things. And I do send thousand emails for about marketing every day. I do send one email of one email a day of full of love, and I do send emails to facebook messaging, joined the groups and we really I would say that's my kind of my hobby, and I'll come. It's amazing. We are surprised of what's growing and it's not just been growing. The interaction is real and it's just you cannot fake that. And what we want, as a sales guy, and probably hopefully you agree with me, is we didn't want to be ripped out by that sells guy. We want to I want to be secure. I want to know that at least my time and money, it's safety. If you give you one will get me ten of the body I want to get. And facebook is so transparent with that. Well, I mean the trust part of sales is becoming even more and more critical as the technology as a tendency, I think, sometimes to get in a way right. You know, I spent a lot of time with clients saying, look, the technology should speed human connection, it should speed and enable human connection, not be...

...something that you hide behind. And so you'll see a lot of people, our sales reps like I don't want to I don't want to send an email, I don't want to pick up the phone or I don't want to do this. Well, you need to number one, but don't hide behind it. Right, the goal is to have that authentic connection, right, to give someone else experience of meeting someone new, building credibility, developing that trust so that when they have to make decisions that will impact their careers and lives, they feel safe making that with you as a salesperson, as a collaborator, as a friend. I mean some of the best friends I have were people that I've sold very large enterprise deals too. I mean I still talk to them every day. I was just at the house of a friend for the weekend. That was a guy I sold to five years ago, and it was just it's because you know. Now I will say I have been told at times by certain size organizations that perhaps my level of candor and authenticity is not as polished as it should be, but that's because I call bullshit when I see bullshit. We had people and that's what we want. We want to have business with real people. I want to sleep well ever night. Yes, he's outed out without a dom. I wouldn't take if I know something, find that little it's not for everyone and I say, I'm sorry, Guy, this is not for you. You, someone else would go and take the group or go and do that and I won't show up, at least as a sales guy. And you want to go as well. It's like, okay, it's not just I'm offering. You'll find a lad off. You say, I want everyone to might find anything the war. I just try. It's not. It's not for everyone. My father is not going to be able to use find that league, even if, even if he needs emails. He called me and stay Chark, and you give me the email of this guy. But it's not for everyone. And what I want to say, okay, half a core business, that it's it's it's yours. For your customers, but have a little communication ways of like, let's say paper, if you can facebook, groups and channels and try to have everyone giving you the value of the companies. It's not just one channel. I do not like presidential call. For me it's very annoying in a way. FACETOFACE meetings. I'm not so good as skype meetings, as strange as it sounds, and I try to avoid them a lot. I know sometimes I could close big deals and we're in. The case is what are we doing better? How we scalate different type of business? And this is the pends. I don't know I've said if you have this problem on facetoface, skype, to phone email. Yeah, I'm a so I have a business partner who excels at the networking events in the facetoface. I'll sit on and talk to me facetoface if they've got a problem that I think I can help with, like if there's a reason for us to set on face face. But I am the introvert in this. It's may be hard to believe having listened to the podcast, but I'm the introvert in this business relationship and my business partner is the one that will go, you know, press the flash and say hello and go to the network. Humans. I can't. I can't handle it. I just can't handle it. I'm just it's just not me and I've learned that the hard way over my career. And so, you know, let's get on Sky, let's step on the phone. I'm your guy, but facetoface, there needs to be a reason for it. It's funny because I'm also I mean you, Chek, have to be a big technology that guy to run the podcast and all that. I would I mean, I think, at least where my point of view, from Sellsky. We lack consistency. We luck, I would say, technology. You think this isn't a big picture? Yeah, obviously I listened to Spain. To see a consistent technology, says guy. Yeah, it well and tells people. I mean we all have a Tennsei and I spent a lot of time with clients. That consistency point is a good one. Right. I don't remember exactly what the percentage is with I think somebody told...

...me once that it takes seventy percent of the fuel in an airplane to get it off the ground and then, once it's cruising out to a lot less. Right. Well, prospecting is the same thing for sales. Like that's your that's 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 authentic, engaging, honest manner, then it's not so much of a grind. Right there may now there may be some who feel a little bit more exposed to the normal rejection of prospecting as a result of being so authentic first. Have you run into that before? Yeah, it's funny. I was just actually thinking when you were talking, is when, polly, it happened the same when you run. First Time I run the facebook group had zero people on the group and I was posting and I have no life. I'm I was giving to say to myself this, it's just a hobby. I do it because I like it, not for the royal or anything else. It's been growing now and if I look back, it's like it's nice, but in the beginning you had number one frustrations. I have. I don't think anyone spenders as many as spelling mistakes as I do. My Granma is terrible. I am. I am terrible describing things what I write. I am back and seriously, you really like, Oh, this guy has to feel problems in writing. But you know what kept me going is like, I want to improve. I won't really doing good. I'm not going to take a course from writing, I'm not going to the just going to be so ashamed of where I thought that next time it's going to be much that's awesome. I'm not afraid. I'm not afraid to admit that I'm not good at this right now, but I'm going to keep practicing until I get better. I think people would. I think a lot more people would be successful they embrace that. I peple for me some time I used to think, Oh, I'm going to write, I'm going to be I'm going to go, and this is what happened most of the Times. I'd say, I'm going to go for a blog writing course. I'm going to be the very good progger that I have to do the course force or let me get to the mob course of our blogging. And yes, that a treat to get knowledge, but don't wait to get the Knowlwich to start, and I think this is this is so important just get on, get you self together and and just do it and sometimes it's lacks, sometimes it's because you have to do it and it's just been so amazing the path. Let me tell you a little bit how it is now the group. We are a well, certain people are. I do write the post. I still writing, but I have now it's it's it's coming moment and we have a content guy and it was a day that I remember postings like please, your do not post any longer. Send it to me. Yeah, it's certay. I mean that story is not like a it's not a US film story doesn't and no happier. A different if it's very happy because the pursus is happening. I haven't, I didn't do and don't didn't do a blogging amazing course for facebook. I just someone like my content approach me, like jared. I love what I mean. I love what you do it. I think shit how you write it, anyone, and I seems like I found the perfect match. He I post everything and obviously it's mine. It's my better fairly helped me to make sure it's understandable and it has. He have been. He's gone lots of years of experience and I have what I want to explain and when I want to do just get on and later you find someone from people who join the forces and you go like the purpose growing so much more and the interaction with the people so much real. And we...

...spending zero on facebook ads, Google Arts, we don't do any at any anywhere. We basically go for word by mouth and recommendations and the businesses is growing and in a very organic, steady way without any injection of cash for customers. We do have more leads than we can handle. That's regret. That is a great place to be really dig it is. It is, but then whoever doesn't have like, okay, if you have more than when you can handle your funnel, it's not well structured or it's like yes, I am. I am in a process of learning, continuous learning, and I think it's like, let's say, I would say, every my final it is an MVP and we will always be improving in a way of I am very active for more than passive, like I learned to just a few minutes before we started the I did my first women in our life today with a new guyd it does a disaster, disaster and the group is for a yeah, the group. We had fifteen people. They're watching my disasters like wow, man, if this is a disaster and I have fifteen people, just from the number of time I connect, it's very little. People like for me, it's okay, is better than zero. Okay, wait, if I do it better, and I did consistent and I will transcribe the first spot. And I was saying to the Christ this is the first time I do facebook life. I'm sorry, I haven't done it before, but it's just just went on as the check with we. We've been saying with my friend to do this for two years. We haven't done it. I's like fuck, let's wait now and we will life now. He told the one heart that really having proved him meal as well, we share a few, a few points together, and that's it. Fifteen minutes. It's time. Let's meet next week and, like everything, do it now with bad lie. Do you taken next week? And that's it. You have another. If we wait to do something better today, will never see results and this various motivating. You will never do it because it's it's no motivating right something you. I mean. That's an example of today with the facebook life womena it is a disaster. We had fifteen people. Wow, that's not bad disaster. Fifteen people. Good, you give some value. Next week we got to do it. I'm going to post it before pears coming for more growth hacking and I'm very sure I'm going to have like at least thirty four, two people. You can double every time. That would be amazing. That's I will double, of course. And it's like we tripple. We are very small still and fine athlete, but we tripple what you work we were earning last years like wow, and I was possible that in the amount of revenue and the amount of user we having today, it's like it's really it's very thankful and a day live morning based very thankful and it's something beautiful that and at the same time, and taking the line, is emails can be used for spam, as it sounds, and that's why it's like, guys, do whatever you want with the emails. I'm telling you, when works, get the emails and send love emails like sin, as little as possible. Good Manually, I don't care, but it's it really makes a different when you approach something being active on that activity. News of I send an emails chat. Sometimes I might emus has mistakes or the graffic mistakes because I haven't read them, but at least I have sent them. Yes, it sounds, yeah and it's terrible, but it's better done wrong than never done excellent. What d are really if a listeners interested in talking more...

...about these topics we touched on today, what's the best way to get in touch with you? Send you an email. Yes, and you can find Matt my email at. Find that little perfect first. I'm happy. And if you want to write the email down to ways jerk comte, I'd find that. Letcom is Gerard Ger a, the docomte, see Om pte at. Find that little dotcom and will answer anything. And if you want to, I would I love forget the email with love from from one of our listeners telling if they had the experience of sending an email of love it to be and what they fosons they called. There you go, guys. So there it is. There's the email address. Now Center ARD and email of love. Let him know what you got out of this, how much you appreciate it is time. Dared, I can't thank you enough for being on the show. Has Been An absolute pleasure is the sentip. Think very much all right, everyone that does it. For this episode, please check us out at BB REV exaccom. Share the episode with friends, Family Co workers. If you like. What's you here? Do His favoriteleaveus review on itunes and until next time, we have value prime solutions. With you all, nothing but the greatest success. You've been listening to the BB revenue executive experience. To ensure that you never miss an episode, subscribe to the show and Itunes or your favorite podcast player. Thank you so much for listening. Until next time,.

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