Posts tagged: Approach

The Approach Results

Typically people make up their mind in the first ten seconds. Most of the time they jump to conclusions without knowing enough to make a decision at this point, so you need to know how to get their attention.
Often I’ll follow up with, “I’ve been looking for someone who is a (fill in their business industry) to work with others I know.”
You can create instant rapport with someone when they are referred to me through a mutual acquaintance. I have found if they don’t remember the person who introduced us, they are still more likely to be more open minded about talking with me.
You’ll need to understand the difference between a prospect and a suspect. A suspect is someone you might suspect could be a prospect, but a prospect is someone who you know to be a viable potential client.
If you identify your ideal client, you will save yourself quite of bit of time and effort. I’ve met people who believe everyone is a prospect, but the more narrow your focus the more focused your prospecting will be. You will have higher close ratios and spend less effort to obtain a much higher income.

Typically people make up their mind in the first ten seconds. Most of the time they jump to conclusions without knowing enough to make a decision at this point, so you need to know how to get their attention. Often I’ll follow up with, “I’ve been looking for someone who is a (fill in their business industry) to work with others I know.” You can create instant rapport with someone when they are referred to me through a mutual acquaintance. I have found if they don’t remember the person who introduced us, they are still more likely to be more open minded about talking with me.  You’ll need to understand the difference between a prospect and a suspect. A suspect is someone you might suspect could be a prospect, but a prospect is someone who you know to be a viable potential client. If you identify your ideal client, you will save yourself quite of bit of time and effort. I’ve met people who believe everyone is a prospect, but the more narrow your focus the more focused your prospecting will be. You will have higher close ratios and spend less effort to obtain a much higher income.

The Approach

A lot of sales people use scripts. I think a script is great to use as a guide, but not to use as the actual conversation. People are more savvy  today and will recognize a script. They will be put off and easily dismiss you. If you need to write out the points you want to cover, that’s great, but be sure to be engaging and be interested in what the person you are calling has to say.
For The Approach, I typically open with “Hi, this is Sharyn. I’m calling to see if you’d be interested in attending our business development group as my guest.” The typical reaction I get is “How did you get my name”, “What is a business development meeting?” or my favorite, “Tell me more about what you do.”
It is not important to them what my last name is or even the company I’m calling from. What they want to know is “why should they continue to take their time to talk with me?”

A lot of sales people use scripts. I think a script is great to use as a guide, but not to use as the actual conversation. People are more savvy  today and will recognize a script. They will be put off and easily dismiss you. If you need to write out the points you want to cover, that’s great, but be sure to be engaging and be interested in what the person you are calling has to say. For The Approach, I typically open with “Hi, this is Sharyn. I’m calling to see if you’d be interested in attending our business development group as my guest.” The typical reaction I get is “How did you get my name”, “What is a business development meeting?” or my favorite, “Tell me more about what you do.” It is not important to them what my last name is or even the company I’m calling from. What they want to know is “why should they continue to take their time to talk with me?”

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