In selling, one of the things we want to do is find a way to connect with people, especially potential clients (PCs), whom we’ve never met before. What makes it harder is that they’re being inundated from all sides by other people attempting to do the same thing.
The Radicati Group released an Email Statistic Report that shows that 190 billion emails are sent and received worldwide every day. That’s a lot of email interruptions! It highlighted that the average office worker gets over 100 emails daily. This sounds well within the ballpark of normal. CEOs apparently more than their fair share. Apple’s Tim Cook says he gets 700 to 800 daily emails and he reads each one. I don’t buy it (see why below).
Given the deluge of emails, social media pings and carrying out their daily duties, getting a potential client’s attention has become quite the challenge. One solution is to use AI, more specifically Machine Learning, to connect with your PCs. Using specific algorithms you can direct the system to monitor your PC’s social media postings on LinkedIN, Twitter, Facebook, et al. From these data points the machine can begin to build a profile of topics of interest the client has at the moment.
For example, Charlie Client comments on an article that was recently posted. The machine can go onto the network, search and curate other articles that Charlie Client might be interested in. The machine (or you) can then send Charlie Client an email, along with the article link, saying, “Charlie, saw you were interested (fill in the blank) and thought you’d find this interesting.” If the topic is of interest, Charlie might respond with a thank you. At this point the human-to-human (H2H) conversation has begun; ironically, facilitated by a machine.
These types of machine algorithms already exist; it’s often referred to ‘customers who bought X also bought Y’. Amazon uses it to recommend other products. Netflix uses it to recommend movies you may have never considered.
The power of tuning into your potential client’s Interest first in order to then grab their Attention flips the ‘AI’ in AIDA (Attention-Interest-Decision-Action) model. No pun intended.
p.s., There are 1,440 minutes in a day. If each email takes an average of 2 minutes to respond (i.e., read, comprehend, formulate a response, send) and he gets a minimum of 700, that’s 1,400 out of 1,440 minutes spent daily just on emails. Even if Tim Cook were an android requiring no sleep, no potty breaks, and lives at Apple to avoid traffic, it would only give him an 40 minutes a day to run Apple. Not buying it!
p.p.s., Unless...he's using AI (Natural Language Processing and Generation algorithms) to answer his emails! That I buy! :-)