Know your purpose.
Posted: Wed Jan 29, 2025 4:18 am
When you approach a new prospect, whether by email or cold calling, you need to grab the attention of your contact and make them want to talk with you. But too often sellers spew on about their product or lead off with a trap question that screams sales person.
Business owners and executives are busy people, with too many responsibilities, too little time, and too few staff to pick up the slack. They don’t have time for a conversation unless it will help them do their job more efficiently and effectively.
Too often the prospecting business discussion is one designed to gather a prospect’s needs and covertly qualify if an opportunity exists. While you begin the conversation discussing the business issue you uncovered in your research, it quickly deteriorates into a series of questions that feel much like a sales call. Your contact ends the conversation without agreeing to a first appointment and you don’t know why.
Four Keys to Getting Busy Prospects to Talk to You
If you want to catch your prospects’ attention, you must go beyond even the business discussion. You have to have something important to talk with them about, something that feels almost life changing for them. Here’s how it works:
In your first call or email, your purpose isn’t to close for an bahamas telegram data appointment. I know you’re shocked, but it isn’t. Rather, it’s simply to have a conversation to get to know each other, begin building a relationship, and see if you should have a meeting.
While you’re feeling the pressure to fill your pipeline this moment, many of the people you’ll speak with won’t be ready to make any immediate changes. But if you leave a positive impression as a thoughtful, intelligent person who may be able to help their business in the future, they’ll want to stay in touch. That gives you a lead for 3, 6 or 9 months from now.
Better still, they’ll probably call you because they’ll remember your discussion.
Offer to share your expertise freely.
Research is important but it’s how you apply it that is truly distinguishes you. Determine the business issue you could assist with, then offer your expertise on what they should be thinking about to address that point.
Don’t hold back because you think a prospect should pay for your advice.
Business owners and executives are busy people, with too many responsibilities, too little time, and too few staff to pick up the slack. They don’t have time for a conversation unless it will help them do their job more efficiently and effectively.
Too often the prospecting business discussion is one designed to gather a prospect’s needs and covertly qualify if an opportunity exists. While you begin the conversation discussing the business issue you uncovered in your research, it quickly deteriorates into a series of questions that feel much like a sales call. Your contact ends the conversation without agreeing to a first appointment and you don’t know why.
Four Keys to Getting Busy Prospects to Talk to You
If you want to catch your prospects’ attention, you must go beyond even the business discussion. You have to have something important to talk with them about, something that feels almost life changing for them. Here’s how it works:
In your first call or email, your purpose isn’t to close for an bahamas telegram data appointment. I know you’re shocked, but it isn’t. Rather, it’s simply to have a conversation to get to know each other, begin building a relationship, and see if you should have a meeting.
While you’re feeling the pressure to fill your pipeline this moment, many of the people you’ll speak with won’t be ready to make any immediate changes. But if you leave a positive impression as a thoughtful, intelligent person who may be able to help their business in the future, they’ll want to stay in touch. That gives you a lead for 3, 6 or 9 months from now.
Better still, they’ll probably call you because they’ll remember your discussion.
Offer to share your expertise freely.
Research is important but it’s how you apply it that is truly distinguishes you. Determine the business issue you could assist with, then offer your expertise on what they should be thinking about to address that point.
Don’t hold back because you think a prospect should pay for your advice.