First Contact
Your first contact with a prospect has one goal whether that contact is over the phone, via e-mail or in person. That goal is to set up an appointment to make your sales presentation. This should be your overriding goal when first meeting someone. In my opinion, if you are contacting this person in the hope of doing business with them, an appointment should be your only objective. You should not start selling, talking about your product or experiences, drop too many names or brag about your accomplishments, rattling on nervously. Nor should you send out a brochure when asked. This is typically a polite way to end the conversation. You should:
• Be concise and brief. Don’t waste time. Get to the point.
• Speak in terms of their interests, their concerns, their desires.
• Use your one sentence, benefit-oriented description of what you have to offer.
• Tell them where you got their name, giving a specific personal reference whenever possible. If you got them from a list you can say that your research identified them as someone with a specific need for your services.
• Ask for a meeting to show them how you can help them.
• Offer them a choice of two specific dates and times. If they cannot make either have another specific time ready.
• Always offer actual times. Don’t say: What works for you? Control the situation.
• If they’re not interested at all, don’t push. Ask again for the opportunity to show them your product and if they firmly state their lack of interest thank them and go on to a prospect who is interested.
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