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Why Should I Meet With You?
Brian Grinonneau
Marketing and Sales Management
If you want a prospect to meet with you, there better be a good reason--a compelling can hardly live without knowing more reason.
Today's business world flies at break-neck pace making time the most precious commodity and if a prospective customer is giving up some, he has to get something of greater or equal value in return.
What do you have to give? What is your value proposition? If you don't know, it's time to define it.
A prospect will spend time with you if he perceives you have something that will in some way(s), make his life better. You won't get in the door satisfying a want or need. He can find that satisfaction anywhere. You aren't the only shop on the block. You do have something that is unique that may entice your prospect to meet though. Figuring it out is the cornerstone of your approach.
Here is a typical approach used by more sales reps than you'd care to imagine:
Good Morning, This is John with XYZ Widget Company and we help our clients streamline production by using our innovative products.
What does that mean exactly? Nothing! Like the blind squirrel finding the acorn, an occasional appointment can be had with this below average attempt, but it sure won't fill a sales pipeline.
To really attract attention, give examples of what your product does for named clients and how they feel using it. Be specific. Talk about cutting expense, adding more dollars to the bottom line and customer experience. For instance:
Good Morning, This is John with XYZ Widget Company and we have a process that has helped ABC, DEF and GHI companies increase sales by more than 30%. They also cut labor expense by 20% and the managers, like you, received nice cash bonuses and were able to stay home weekends.
Be specific. If you want a prospect to spend valuable time with you, give him a reason-a real reason to do so.
Article submitted Tuesday, June 24, 2008
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