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The 3 Secrets of Instantly Establishing Interest

Written by: Mike Brooks

Article Overview: You have all heard that you have about 15 to 30 seconds to establish a connection or generate interest on a cold call, right? While some may say you have even less, the point we can all agreed on is that you don't have much time and whatever you say, it had better be good! This article will provide you with the most effective way of making that connection.

The 3 Secrets of Instantly Establishing Interest

You have all heard that you have about 15 to 30 seconds to establish a connection or generate interest on a cold call, right? While some may say you have even less, the point we can all agreed on is that you don't have much time and whatever you say, it had better be good!

So here is how to do it. As you know, your prospects get a lot of sales calls every day, and many of them from your direct competition. So why would they want to talk to you? What can you do to separate yourself from all the other calls?

The answer is that you have to establish a real connection with your prospect and stop sounding like all the other sales reps who call them. Here are the 3 secrets to instantly establishing interest:

#1) Acknowledge that you know they get a lot of calls -- this will immediately help you establish a connection because you will be saying exactly what they're thinking and feeling. Use --

“Hi ________ this is _______ _______ with (your company), how is your day going? Great. Listen, _______, I know you probably get a time of calls so I'll make this brief……

#2) Quickly state your value proposition: Use --

“_______ we provide/service/work with (companies like yours) helping them service/provide/process/do better at _________. Let me ask you a quick question:

#3) Immediately ask a qualifying question to get them involved. Try

“If I/we could show you a better way of _______, (or) and save you money doing it, would it be worth spending 10 minutes with me next week to show you how?” Or,

“What is the one thing you could change that would have a dramatic impact on your productivity and that would save your company money?” Or,

“If you had a magic wand and could change one thing about how you currently do (their business), what would it be?”

Can you see how this would be much more effective than what you are currently using now? Believe me, 80% of your competition still ad lib their way into the opening of their calls and talk and pitch their way into getting nowhere. And that's why they all sound the same and keep getting brushed off the phone.

You can separate yourself from this group instantly, starting today, by using the techniques above. Use them and learn how to instantly establish a connection, separate yourself from the other 80%, and watch as your appointment and sales revenues soar.

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Article Tags: closing sales, closing scripts, closing techniques, cold calling, inside sales, overcoming objections, phone sales, phone sales scripts, phone script, phone scripts, phone scripts examples, prospecting, telephone scripts, telesales



Related Forum Posts
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!! - Success = Thinking (Head) + Heart (Feeling / Interest) + Hand (doing/ action). Success - H3 Robert
Advertisement that sales - Plan your marketing programme. It should include commitment to capital resources. If you run a small business, you aren't likely to have a generous enough advertising budget that will allow you to run costly branding or campaign ads. Every advertisement you run must convey to your prospect a solid offer and attractive reasons to act quickly, and result in increased sales and an enhanced image of your company. Good advertising always pays its own way through increased sales and profits, improved cost-effectiveness, reduced selling costs and shortened selling cycles. A useful formula that will help you increase the effectiveness of your advertising efforts is A-I-D-A, which stands for Attention, Interest, Desire and Action. When creating an advertisement, always remind yourself that it should: (1) capture your prospects' Attention, (2) arouse their Interest in your offer, (3) create their Desire for your product or service, and (4) provide a powerful spur to Action, that is, turn your prospect into buyers. Remember, bad advertising is an unproductive expense, and good advertising is an investment in future profits!
Re: When does a trend become a legitimate business opportunity? - Moreover, I recall the time when bubble tea was the next big thing in Toronto... and then the market became flooded with new shops, only for the trend to die off and result in many failed small businesses. "Interest" and "confidence" are not enough to help a business stay above water.
Received my first Letter of Interest, What now? - After blasting financial and VC firms with my executive summary, I have finally received my first Letter of Interest. I'm really excited that my work is finally starting to show results, but that makes me all the more cautious. The terms aren't very good, give up a little less than half of the company for less than a million dollars of funding. It also says I'll basically have to do what they say so they can 'protect' their interest. So my question is, how open are these letters of interest to negotiations? I really appreciate any information/advice from anyone who's been through the process so I don't sign up for something I will regret. Thanks!
Homepage Promotions CAN work - I've also noticed with items that are popular, make them easy to find on the homepage. For example on a car sales website I made up an icon for a particular type of car and placed it on the homepage. Instantly we had a lead contact us within a week of the new icon being placed on the homepage when we had NEVER had 1 lead for this car in the last 12 months. Previously users would have to navigate through 2.5 webpages to find this car so it's definitely worked for us. Place priority products or services on your homepage in a convenient and attractive format. Try not to over do it either, maybe stick with 1 - 3 products max promoted products on the homepage to start off with to see if sales/leads increase. Also another idea (for an online bookshop) is if you stock a book that author is currently advertising themselves, place it on your homepage and take advantage of the Author's own marketing so if a visitor comes to your online bookshop looking for the advertised book, they will instantly see it on the homepage and may buy under impulse.


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