Timing is everything. Research, and make a list of what you don't know but want to know. Don't jump directly to pitching or what you think 'value' is (tip, you stating value is not value). First listen, be curious and ask questions, and remember that value is not what you think it is...It's what they acknowledge it is (perceived and acknowledged value). If you go on this journey then you will also have built rapport

Be a human not a salesperson. Stop selling and start connecting. Find a common thread that you have in common and use it to build rapport and trust. In a sea of sameness, BE DIFFERENT!!! “Different is better than better”

Engage before connecting. If you are trying to get in touch with a prospect, understand what they care about and what are they posting about. I'd try to add value or my opinion on it and seek their attention. If they like your comment, or visit your profile, then I'd send them a contextual connection request.

leverage tools that allow us to filter the TAM by: strategic hiring, use of technology related to the solution we are providing, visits to our website or our competitors', expansion, etc. This allows us to identify the Tier 1 TAM that is willing to buy in the immediate and short term. It is key to focus efforts and dedication in approaching these prospects, through the different channels in which they are active.

Understanding your prospects business is the first step to successful prospecting. Research and get deep insights, delve into their annual reports, social media presence, their clients and other sources to understand their goals, challenges & priorities. Finding the right person to connect. Use LinkedIn and Sales Navigator. Connect with users, stakeholders, decision-makers, and individuals who have authority over the problem your solution addresses. How can your solution address the company's problem? Use Perplexity for account research, Crunchbase for company information. Backed by comprehensive research and the right connections, can lead to meaningful conversations and collaborations.

Just be real! Take some time to learn more on your prospect. Don't connect immediately, but see what they're working on. It's not a sprint, it's a marathon. Treat it like that!

Personalization needs to be relevant to the next sentence of the message. Don't send a message talking about a local restaraunt, only to immediately change the topic to a pitch in the next sentence. Your personalization should add to the "why me? Why now?" Question that goes through everyone's head when someone they don't know is talking to them. Address the elephant in the room ASAP...why are you talking to them?

En una reunión con un potencial cliente, él debe hablar el 80% del tiempo, tu rol es escuchar. Conectar con su necesidad, muchas veces hay algo más profundo incluso que lo motivó a tener esta reunión. Si lográs una conexión desde la empatía y emocional con tu potencial cliente, vas a tener más probabilidades de cerrar ventas. Y un consejo adicional: Haz una pregunta a la vez.

Use Videos, almost no one does it. Now with AI you can even scale them. Send out 100 messages on LinkedIn and you will see you will get at least 10-20 replies. Don't forget to follow up, simple, no spam just, "any thoughts?", "waiting for you feedback".

Building rapport and trust with prospects is all about thoughtful personalisation. I focus on understanding their unique challenges and goals, which helps me offer relevant insights and create real value from the start. This approach not only strengthens relationships but also builds influence by showing genuine commitment to their success.