SMART PROSPECTING

SMART PROSPECTING (comment below):

We have all heard the phrase about "working smarter and not harder," but what does that mean exactly for SALES PROSPECTING? Well, there are lots of ways to prospect smart instead of harder. One of those smarter ways to prospect for new business is to INTRODUCE YOURSELF IN A WAY THAT CATCHES THE PROSPECTS ATTENTION.

Without their attention your sales prospect says things like "No thanks, we're good," "We are already working with someone for that," "We tried that and it didn't work," or "I don't have time right now. Call me back next quarter."

So what will catch the attention of your sales prospect? Here is a list of things they are NOT INTERESTED IN:

YOU

YOUR COMPANY 

YOUR PRODUCTS 

YOUR SERVICES 

FEATURES AND BENEFITS OF YOUR OFFERING

When you introduce yourself to your ideal sales prospect, if you lead with any of those things you are immediately lose the attention of your prospect.

So what will catch their attention then?

ANSWER: 

Their own business challenges, frustrations, problems and issues.

If you begin your sales introduction with those items you are 10X more likely to catch their attention and hold onto it.

Introducing yourself with the business problems you solve instead of the products you sell will open new doors of attention for you and help your prospects actually WANT TO TALK MORE WITH YOU.

Give it a try.

Brain storm 3-5 common problems that your product or service solves. Figure out a simple way to introduce yourself using those things.

For example, is customer retention is a problem for your clients than introduce yourself by saying, "My name is Terry Hansen and I partner with companies who are concerned that their customer retention could be much better. How satisfied are you with your company's level of customer retention?"

Do you hear anything in there about my products or services? NOPE.

Do you know what I sell? KINDA.

But do you understand the immediate value I can bring to your company? YEP!

If your company struggles with customer retention, than I now have your attention.

Give it a try this week. Brainstorm a list of 3-5 problems and find a simple way to insert those into your 30 Second Sales Elevator Pitch and see what difference it makes for you.

I'd love to hear your success stories. Post them below as you have them.

In the meantime, comment below on the top problems, issues and challenges that your customers have that your product does a great job at solving. Ready, go!