Thoughtful Thursdays – Getting your prospect’s attention
You have impressed the gatekeepers and determined the name of the person you need to talk to.
After a few follow up calls you are beginning to wonder if the person really exists as you have not been able to get through to get that all important first appointment. You have asked the gatekeeper when you are most likely to get through and still no success.
Let’s face it, everyone is busy. How do you get your prospect’s attention?
Being busy is often an excuse, to cover the fact that meeting you is just not a priority. The task is to raise the priority with your prospect.
Showing the value of taking the time to meet with you is one of the first steps in a sales process. When leaving messages, are you communicating the value you bring or merely asking for a meeting? Would you meet with yourself if there was no good reason. Remember that you are also busy and there is competition.
Give your prospect reasons to take a meeting with you. Have them thinking that if they delay, they may be missing an opportunity for a new supplier to help them. The sooner you meet the shorter the sales cycle will be.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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