With so many new options to communicate, why does it seem harder to connect with and secure appointments with prospects? Even when you use modern technology to reach prospects and schedule appointments, be sure you apply some fundamentals that have proven successful in the past. Here are a few reminders for contacting prospects in order to schedule time:
- DO address potential business challenges they may be facing in opening statements so you have their attention from the beginning.
- DON’T just say "hi."’ Communicate something of value – demonstrate that you understand their business or industry, how you have helped organizations like theirs solve problems or increase in areas like profitability or efficiency.
- DO offer research information or an article or whitepaper that pertains to some of the issues companies in that industry may be dealing with to pique their interest and position yourself as a credible resource.
- DO cut through the clutter. Keep your messages concise and relevant to show that you value their time and attention.
Most importantly, ask your prospects how they prefer to be communicated with: emails, texts, voicemails, instant messages, Linkedin, Twitter? Reaching out to them in the manner they prefer shows you will make them a priority as you advance your business relationship.
Excerpt from Miller Heiman
Posts
No comments:
Post a Comment