Chris, I love the idea of getting customers to "Opt-In." Stereotypically, sales people try to force customers into a decision, thereby treating the relationship in an "opt-out" manner. We send the signal to the customer that they are expect to buy something unless they belligerently refuse. I don't think it works anymore (if it ever did) to shame or pressure a customer into buying. It is and really always has been better to TEMPT the customer into buying. Great sales people don't have to break down walls that customers have put up in order to reach them; they need to merely open the gate and allow the customer to come in. Thanks for the post!
Discover Prospecting 2.0
The most effective prospecting strategies are the ones that focus on creating a dialogue with the customer; that’s why Web 2.0 is so powerful.
For me, the mark of powerful prospecting is when the customer says “Tell me more…” – that’s the “opt-in” that you want. Clever prospecting takes the form of an invitation – where you are asked to join or participate with like-minded customers.
Doesn’t matter if you have a product or service; invite your customers – don’t “sell ‘em”. Show how your service has solved problems for other like-minded individuals, demonstrate your value, and create the dialogue you want.
BTW: Who likes “being sold”? But we all want to go where the action is – where the deals are – where the products are useful and practical, and the advice is proven and concrete.
The most effective prospecting strategies start with a story that is specific enough to be engaging, but broad enough that a contact replies with interest. Three magic words to look for: “Tell me more…”. That response lets you know that the dialogue has begun, and Web 2.0 is all about the dialogue. How does your conversation get started?
A great way to engage is using referrals or recommendations, from similar customers, to attract a response. How have others benefited from your offer, and why do you think you could produce similar results, right now, for your next customer? Make your message specific and targeted, based on your current client engagements, and you will create the kind of interest (and prospecting) that leads to a sale.
If you are interested to learn more about developing your best elevator pitch, ever, check out our upcoming webinars:
Take control of your communication, and tell your story with confidence and conviction.
Seven Steps to Stories that Stick – Thursday, August 25 at 10am CST ***Includes FREE eBook and personal elevator pitch evaluation from Chris Westfall
The NEW Elevator Pitch – Wednesday, September 7 at 10am CST