Would you like your prospecting targets to choke on the words “I’m all set” or “Send me some info?”
Read on.
Lets take a moment to focus on just one element of breaking through the mind defenses of your high worth prospects and getting an appointment.
This is about giving your targets “cause for pause” so that the auto-response blow-off’s get stuck in their throat. You stop them dead in their tracks by projecting a message that says, “I am different and better than the rest. You may get something valuable from me. It would be worth it to listen to me just a few seconds longer.”
You can project credibility and value in a variety of formats, but there is one fundamental key to them all.
Here are 5 ways to project credibility and value followed by the one constant in all of them.
– dropping recognizable names of major companies who have worked with you.
– dropping recognizable names of local companies that have worked with you.
– relate the number of companies that have worked with you within a period of time
– relate results that have been achieved with your solution.
– relate benefits meaningful to your prospects (not just you.)
– there are others
The one important key to cut through the B.S. barrier and getting your target to take your seriously????????????? Specifics, specifics, specifics.
You must relate specific companies, a specific number, specific meaningful benefits, specific results.
So throw away all the … we do good work, we give good service, we are swell… meaningless generalities that mean nothing.
Say something like this…
Mega Industries, Goliath Intergalactic and The Humongous Company
have chosen us to…
Locally, Charlie’s place, Hometown Manufacturing and Mayberry’s
Best work with us because…
Last year, 103 companies with more than 250 computer stations chose
us to…
We helped a widget plant like yours realize a $225,000 savings
within 90 days and increase throughput 4.2% within 6 months, we
would like to share info…
Specifics, specifics, specifics. Shoot them between the eyes with specifics that project credibility and worth and separate you from all the other schmucks who think appointment setting is just a numbers game and all they have to do is dial more.
You have to have something to say. You have to have something to say that gives them cause for pause.
So how are you projecting credibility and worth?
Are you really saying anything that is different or has major impact on your target?
If not, you are costing yourself a lot of opportunities.
Best wishes for sales success,
Scott Channell
copyright 2008-2011 scott channell
