Start By Focusing On The Customer

 

The first thing to think about regarding marketing, regardless of the service or product, is the customer.  Any company that begins marketing by talking about how great they are is making a mistake.  It’s always about the customer, not about you.  What’s in it for them?  How will they benefit from your product?

Many things must come together to eventually close a sale.  However, it all starts with the ability to complete a simple presentation, filled with benefits, which will lead to a sale or an appointment.

Following is an example of a presentation that will relax prospects by assuring them it will take just two short minutes of their time.  It also gives them the power to say, “No.” right up front!  Then, more prospects will give you permission to speak, because they feel you have given them more control.  Actually, they have ultimate control anyway, so you gain trust and credibility by acknowledging that fact right away.

The benefits of utilizing your service or product can be tremendous, however, if you can’t get a potential customer’s attention long enough to explain those benefits, you won’t get the sale or appointment.  It’s as simple as that.

Sales or Appointment Setting Pitch 1:

“Hello, is this Mr./Mrs.____________?  This is _________  from __________.

I understand your time is very important.  Therefore, if you would allow me just 2 minutes to share with you  something of interest to (homeowners, candidates, whatever applies) in  (City/ Area), our company will reward you with a complimentary vacation for 3 days and 2 nights accommodations at a major hotel on the strip in Las Vegas or other popular cities.

At the end of the 2 minutes, you can either say you’re not interested, or that you would like to receive more information.  Either way, the vacation offer, valued at up to $400, is yours as a complimentary gift for allowing me two minutes of your time.  I think you’ll find that this information will be very valuable if you ever do consider _____ for your ________ in the future.”  [Then pause and wait for reply]

“Thank you and this starts my 2 minutes.”

[Here is where you pitch your service or product, then, afterwards you prepare to close…]

“Well, my 2 minutes is  up.  Would you like to receive more information such as _______________:”

Wait for their response, answer their questions and book the sale or appointment.

 

Top sales agents use the following opening statement at in-home or phone presentations?  Although the wording can vary a little, the message is clear.

Sales or Appointment Setting Pitch 2:

“First of all I want you to relax as I am not looking to sell you anything today.”

“Put your checkbook away – there is no way I am going to sell you anything today.  I am only here/calling to give you some information.  After you hear all the facts, you will be in a better position to decide for yourself what would be your most economical choice.  [Next sentence, you state their current situation vs the better one you offer.]

“Before we begin, I want to let you know, I am here to give you some important information about __________________.   After I finish you can tell me, no, you’re not interested; or you can ask me some questions.  Is that fair enough?”

People don’t want to be sold.  People want to buy.  Again, one of the most persuasive things you can do during a sales interaction is to remind your prospect that they can say “no”.  Reminding prospects that they have the power to walk away will actually make them more likely to buy from you.

Why?

Because people instantly become more relaxed when they realize they are in control of the situation.  If you want your prospect to lower their guard, show them that you understand that they don’t have to buy from you.

If you want your prospect to lower their guard, remind them that they are the ones with the power to choose. Doing this makes them more open to listening to what you have to say.  Then, the great benefits will convince them to say “yes”.

The reason many companies don’t have enough leads for their sales reps, is because of their lack of new marketing ideas to take the place of the old ideas which no longer work.

That can now be changed by using our rewards.  And, it adds value to any business!