Episode #363: Sonia Dumas
Sonia Dumas is a selling strategist that helps entrepreneurs build their digital empires. She’s coauthor of The Market Ownership Method: 7 Proven Principles and One Profitable Plan for Higher ROI Clients. She’s worked with incredible brands such as Intuit, Investopedia, Faena Hotel Group, Hotel Bel-Air, Proper Hotels, Starwood/Marriott Hotels, Financial Planners Association, SBE Entertainment Group, Women Sales Pros, Sales ReInvented, DCG, and many more.
Our Mission Is To Change The Negative Perception Of Sales People
Our Vision Is A World Where Selling Is A Profession To Be Proud Of
ChatGPT is one of many AI applications and platforms available that is making writing content, analyzing data, and creating sales and marketing campaigns easier. ChatGPT can help you make your communication more compelling and clear, leading to better-informed decisions.
According to Sonia Dumas, when you leverage ChatGPT as a co-creator, you can see phenomenal results. Find out how she uses ChatGPT to form connections with prospects in this episode of Sales Reinvented.
Outline of This Episode
- [1:04] What is ChatGPT and how can it help the sales process?
- [3:01] Key features of ChatGPT that make it useful
- [4:40] Using ChatGPT for lead gen and prospecting
- [7:39] Challenges/limitations of using ChatGPT
- [10:42] How ChatGPT handles personalization
- [14:00] Sonia’s top three ChatGPT dos and don’ts
- [16:32] Use ChatGPT to write better communication
Using ChatGPT to form connections with prospects
ChatGPT can create content that can connect the pains, challenges, and problems that your prospect is facing. If you can understand their #1 problem, you can create a stream of content from the awareness through decision-making phases. You can create a campaign in an hour that normally would’ve taken three weeks.
You can then create scripts or talking points for client and prospect communication. You can send better cold messages. It’s about forming connections with people in a way that’s more efficient and less time-consuming.
Challenges/limitations of using ChatGPT
If you’re using ChatGPT to analyze data to use for market research, the numbers and facts matter. Make sure it’s giving you accurate information and that what it’s saying is true. One way that you can do this is by asking ChatGPT to include links to its sources. Sonia’s come across times when the link is incorrect or no longer working.
The paid version of ChatGPT now has access to real-time data through Bing. If you’re using the free version, you only have access to data before 2021. Hopefully, as time goes on, more real-time data will be accessible.
Make sure the content it creates is in line with your brand and what you’re trying to accomplish. It needs to be relevant to your audience. At the end of the day, a human is reading what’s written and going to take action—or not. If it’s too complex, you’re working against your efforts instead of working toward the results you want.
How ChatGPT handles personalization
Sonia recommends that you give ChatGPT samples of things that you’ve written. You can create a prompt, ask them to study any of the work that you’ve input, and request the AI to pick up on your tonality, style, cadence, word use, etc.
Your prompt could say, “Based on my style, create an email series for [topic/subject].” When it comes to style, your tone matters the most. Are you confident? Casual and down to earth? Sonia worked diligently with ChatGPT, so much so that it nailed her style as persuasive, motivating, and confident.
Sometimes she will take what ChatGPT outputs and use the content for ideas but write the email herself. There’s going to be a difference between the people who use AI to write everything versus those who use AI for ideas and write their own content (or blend it).
Sometimes you’ll get a phenomenal one-liner from ChatGPT that you never would’ve come up with. AI is a creative co-creator that can help you form a better connection with your audience.
What are Sonia’s top three ChatGPT dos and don’ts? Listen to find out!
Leverage ChatGPT as a Co-Creator
Sonia was working with a marketer with a huge subscriber list that was going cold. They didn’t know how to get unstuck. So Sonia created a specific ChatGPT prompt formula they could use to engage cold leads. They took the prompts and created one email.
A gentleman who had been on their email list for 10 years—and never responded to a single email—read this email and responded “This is exactly what I need right now. Let’s set up a meeting. I need to have you guys help me in my business.”
They realized they weren’t engaging their subscribers. More people from this cold list started responding after just one email they co-created with ChatGPT. Don’t underestimate how ChatGPT can help you communicate in an engaging and motivating way.
Learn More About Sonia Dumas
Are there any resources on ChatGPT that you recommend? Follow OpenAI on Twitter to stay up to date about the latest improvements. The industry is moving fast.
In the field of AI and Sales – Who do you most admire and why? I most admire the people who are finding ways to blend human creativity with assisted intelligence. AI can feel displacing if we forget that it’s a creative process and not a replacement for imagination.
What are your top ten favourite prompts in ChatGPT – Your Golden Question/Prompt Set?
Even better than 10 prompts. Get over 2,000+ here. There’s a prompt of nearly everything you can think of.
What are some of the most important considerations that companies should aware of as it relates to their employees usage of ChatGPT? Verify the results reflect the goals and initiatives of the brand. Don’t assume AI results are 100% accurate.
Should training be provided for employees to utilize this tool safely and effectively and should this be included in a salespersons induction / onboarding process? Yes, there should be guidelines about AI use that’s in alignment with the brand and job duties.
Can you share some examples of how ChatGPT has helped companies improve their sales process or increase sales. A forward thinking platform – XIQ is using AI to increase engagement and prospecting for sales teams that manage complex deals. Using AI for research and understanding each buyer/stakeholder is key to the future sales.
Are there any aspects of your own ChatGPT skills that you are working on improving at the moment? Prompting engineering. A well worded prompt can generate results that fuel my ability to create intriguing content and new offerings.
Hobbies, Interests? Being in the zone of creativity is my hobby. Whether it’s creating art or cooking. Activities that activate imagination are an intoxicating elixir I enjoy daily.
How can our listeners contact with you? Connect with me on LinkedIn.
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