How to Really ENGAGE Your Buyers: Create a Lean-Forward Moment!
Peter Strohkorb
Top 27 Sales Advisor, globally | 25+ Years Sales Expertise, 100+ LI Recommendations, 2 x Book Author, Salesforce SalesBlazer | ?? Your Buyers Have Changed How They Buy -> Is Your Sales Funnel Buyer-Focused ? ??
Let me get straight to the point:
The hardest part of the sales cycle is no longer closing the deal.
The hardest part now is to open up a conversation with a prospect.
So, how do you engage your buyers when they don't want to be engaged?
First of all: You don't pitch them.
You grab their attention.
You INTRIGUE them.
You create a Lean-Forward Moment.
What the %^&* is a Lean-Forward Moment (LFM)?
It's when you say something meaningful that INTRIGUES your prospect.
Something that makes them take note, sit up straight, literally lean forward, and say:
"Tell me more about that."
Why is that?
Because only at that moment, when they ask you a question, have they given you their explicit permission to sell to them. Not before.
Only now are you ENGAGING with them.
You are starting a business conversation that positions you as someone knowledgeable. Someone who can HELP THEM make an informed buying decision.
So, HOW do you create a lean-forward moment?
There are only three ways to create a Lean-Forward Moment
They are...
1. You make them aware of a business opportunity they did not realize they have.
2. You warn them of a risk they did not know they are exposed to.
3. You help them to understand that they have a need for what you are selling.
The first two options are way more difficult than the third one.
Why?
Because you will need to do your research on your prospects first, almost to the point where you know more about their business than even they do.
It is difficult, but not impossible.
Your experience with other businesses like them, in their sector, and in their situation, may well equip you to lead with an intriguing point of view or with particular insight to challenge their current thinking.
The third option above is much easier to implement and use.
Plus, it is far more scalable than the other two, as it involves less research, time and effort.
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It is the technique I teach my clients. It can work wonders for you, too.
Here is how it works:
You come from a position of insight, knowledge and experience.
You lead with a Point of View.
This could be:
"The 3, 5 or 7 things that (insert your ideal prospects persona here) get wrong",
or "Watch out for these pitfalls..."
or "Successful (insert buyer persona) do (insert the 3, 5 or 7 things they do right)"
In short: Get your buyers intrigued.
Then, invite them to find our for themselves whether they have a need for what you're selling.
Invite them to self-assess their situation, perhaps with a checklist, a health check, a scorecard, or something similar. Let them discover by themselves where they are at.
Here is an example of what I use with my clients: Take our FREE Assessment now!
What Could You Use?
What could you use to intrigue your prospects with? To have them lean forward and beg you to tell them more?
What could it be?
To find out, I now invite you to explore what it is that you already have just waiting to be pulled out to intrigue your prospects with.
Visit our website
Peter Strohkorb
About The Author
Peter Strohkorb ?is the Founder and Principal of?Peter Strohkorb Advisory , the international Sales Acceleration Advisory firm with a growing list of clients in the b2b services and tech space in the USA, in Australia and in the UK.
Our motto is "More Sales, Faster" and that is exactly what we deliver to our clients.
Contact
Australia: +61 (0)411 865 301??|??[email protected]
NMF Founder and CEO, University Teaching, Int'l Development, SDGs; Focusing: Climate Action, Gender Equality, Environment, Good Health, Quality Education, and Well-being for PWD & MH; ex UN (FAO and WFP), and ex CARE USA
2 年Peter Strohkorb - "More Sales, Faster", all the best from Naifa Maruf Foundation
CEO - ROLM
2 年I love the term, “Lean forward moment”… it’s the moment of truth and the call to action to move the prospect forward. Or in the case of Joe Biden here, he may want to smell your hair or something. Peter, the world needs a better visual than this twit.