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Note: for a good resource, paste this url in your browser: http://www.sellingtobigcompanies.com/sales-tools/reports/strongValueProp.php
3. Share an Insightful Idea Nothing is more tempting to future customers than an idea that can help them achieve their goals or solve their pressing problems. You have to do some pre-work to use this approach, but oooooh, it is seductive.
When you leave a voicemail, don't tell your customers everything. Only tell them enough to get them drooling to learn more.
To be enticing with a thought-provoking idea, you combine it with some facts you've gathered from your research of their business and your value proposition. Examples might be:
•"Over past month, I've invested a great deal of time studying your website and what you're trying to accomplish with it. Based on my analysis, I have some interesting ideas regarding how you could leverage it to create additional revenue opportunities."
•"I've been following your firm closely for past six months, since its merger with Beta Industries. After hearing about your recent round of lay-offs, I have some ideas that I'd like to share with you regarding how you can reduce risks of potential legal action."
4. Dangle Important Information Do you know something that your prospective clients don't? If so, let them know you have this lucrative information. What tempts prospective buyers? They're always interested in learning more about:
•Their customers •Competitors •Industry trends •Visionary ideas.
If you have access to this knowledge, use it. One of my clients recently used this strategy to land appointments with hard to reach decision makers. Essentially, here's what they said:
"We recently conducted a study of how your customer's needs are changing relative to decisions on group life insurance. I'd like to set up a time to review some of key points with you. I know people in your firm will be very interested in what we've uncovered."
5. Conclude with Confidence Today's buyers won't waste time helping you learn about their business. Nor do they want to hear your product/service pitch. Enticing voicemail messages must end with strength, that customers will get immediate value if they meet with you.
Several options that have proven to be effective include:
•"We need to talk. The savings I'm talking about can drop right to your bottom line. Give me a call at 651-429-1922 and we'll set up a time to get together."
•"While I can't promise you exact same results, I can assure you that it will be worth your time. My number is 651-429-1922. Give me a call and we'll set up a time to get together."
•"If you'd like to find out how (big, well-known company in related industry) have utilized similar ideas to gain significant market share, you can reach me at 651-429-1922. I look forward to getting together.
Please notice how these closures demonstrate a quiet confidence and assuredness in value of an appointment.
SUMMARY Are you ready to be enticing? As you can see, it requires some serious thinking, a good understanding of your business case and panache to pull it off as a professional.
While strategies discussed don't ensure a callback, they will guarantee that you stand out from crowd. Creating a series of these enticing messages enables you to penetrate your customer's natural defenses. When you do actually connect, getting an appointment should be natural next step.
And, don't be too surprised if you pick up phone some day and it's your prospective customer - begging to meet with you!
Jill Konrath helps salespeople get their foot in the door and win big contracts in the corporate market. Sign up for her free e-newsletter by sending an email to firstname.lastname@example.org . You get a free "Sales Call Planning Guide" ($19.95 value) when you subscribe.
Contact Jill Konrath at www.SellingtoBigCompanies.com or at (651) 429-1922 to find out how she can help take your sales to the next level.