Smart Words: “You never get a second chance to make a first impression” –Oscar Wilde or Will Rogers (depending on who you ask)
Smart Tactics: Introductions mean everything in lead conversion. You MUST nail down a strong, confident and efficient introduction for each lead type you work.
We have some best practices for intros…here they are. The lead or prospect is always wanting to know 3 key things when a sales person reaches out to them. They are thinking “who are you, why are you calling me, and what do you want”?
The BEST introductions answer those three questions fast and confidently. PRO TIP…if you want to really be a sales sniper you will also match the first word the prospect says when they answer, know that it’s them (meaning don’t ask if it’s the right person), and ask a really pointed question (not the weak questions like “is there anything I can help you with” or “how’s your search going”).
So DO THIS with your spouse or friend (anyone who is NOT a sales person) to test your intros. Ask them to listen to you deliver your “script” and give you honest feedback…like you were a random salesperson they don’t know. WHEN YOU START YOUR ROLEPLAY: Pretend they are a generic website registration, they haven’t taken any action or responded to any messaging. You say “ring ring”, they answer, and then you do your normal intro with them.
Ask them what their initial reaction is to the way you started off the “call”. Did they want to hang up on you or shut you down? Did you feel kind of weak or shaky about calling them? If the answer is “yes” to any of those results…you really need to work on your introductions.
Because if you don’t have solid intros, you are either screwing up your leads, or worst case scenario…you are avoiding working your leads because you don’t have a good strategy.
Smart Offer: We can roleplay with you, give you feedback on your strengths and weaknesses directly, and quickly teach you the right intro strategy…consider it a “test drive” of our 12 week bootcamp 😉 Click here for more info about our Appointment Accelerator training.
Always get smarter,
-Dale
P.S. Next up in the “why am I not confident” series is objections and how to see whether or not you have a reliable process to “handle” them.