Where do you generally find your prospects? Let’s eliminate any form of advertising and focus on the traditional means;
- Face to face at functions such as Chamber of Commerce and networking groups
- Face to face as a referral while visiting a client
- Face to face while at a trade show in your booth
- Face to face in a presentation
- Face to Face in an unexpected environment
- Through written communication
The opening words should be carefully crafted and as catchy as possible. Always remember it is not about you, it is about them. Each of these areas is different and needs a modified approach over the other methods.
In face to face, you want to deliver your opening words and get them talking back to you immediately. If they don’t you go to your backup. If they still don’t, you go to plan B.
On The Phone
The first words out of your mouth should answer the question… what is in it for me (me the prospect). Those words should make your prospect curious enough not to hang up on you and give you another minute or two. If you sense interest, get consensus. Am I correct in assuming you want to ….. ?
- Thank you for taking this call. Increasing your rate of employee retention. That is what I called about. I am Joel Schaffer from the Schaffer Group. We specialize in helping HR executives such as yourself build employee retention programs. I assume you have one now?
- Thanks for taking this call. Developing new membership and retaining the existing members. That is what we do at the Schaffer Group, Assuming you need to do both, we can help. I am Joel Schaffer, CEO. Are you in the hunt for new members? What has been your most successful method of membership development?
- I am calling because I can help you increase your sales. I am Joel Schaffer, a branding expert with the Schaffer Group. I have studied your company in depth and I know that if we could talk for a few moments, you will see the creative value we bring to you.
Face To Face
When you are at a network event, breaking the ice is not that difficult, once you overcome the fear of rejection or failure. Here are a few icebreakers that should open a conversation:
- Hi, I’m Joel Schaffer, What brought you to this event today?
- Hello, I’m Joel, this is my first time here, How did you get connected with the Chamber?.
- Hello, I’m Joel, this is my first time here “I’m meeting a lot of interesting people today—what’s your focus area?”
- I guess you are here to network like I am.. what kind of clients or partners are you hoping to meet tonight?”
- “What’s the biggest challenge your industry is facing right now?”
- “If someone here could help you with one thing, what would it be?”
- “What’s something exciting your business is working on this quarter?”
- “I love connecting people—who here would be a great contact for you?”
Now, be prepared with your stock reply about what you do and better than that, practice how you can customize the answer to the prospect relating it specifically to their job description or business.
“I help businesses turn their branding into revenue-generating ideas.” or “I work with companies to elevate their marketing impact with creative promotional strategies.”
If you can think on your feet, relate it to their industry or job.
- I help sales and marketing people increase sales and profits.
- I help HR executives motivate performance and recognize.
- I help move and introduce new products.
- I help motivate employees to work safe and stay healthy.
- I help businesses cash in on their brand.
Via The Internet
This is generally email. Why don’t you open spam? Why don’t you read the spam if you open it? Sending an email is very easy. Getting it opened and read is not so easy.
You need to start with your subject matter. Take a tip from newspapers…if you remember what they are. Often, a one, two or three word headline sold papers at a newsstand better than many words. “WAR”, now that would compel me to read more.” So is WINNER”. You may see a supplier email that comes to you from one of the batch email providers. Every time I see it, it catches my attention. The subject line reads “New Order”. You bet! I want a new order.
The take away… work on your first few words or sentence. It is the door opener you need to move ahead.
Joel D. Schaffer, MAS is CEO and Founder of Soundline, LLC, the pioneering supplier to the promotional products industry of audio products. Joel has 48 years of promotional product industry experience and proudly heralds “I was a distributor.” He has been on the advisory panel of the business and marketing department of St. John’s University in New York and is a frequent speaker at Rutgers Graduate School of Business. He is an industry Advocate and has appeared before the American Bankers Association, American Marketing Association, National Premium Sales Executives, American Booksellers Association and several other major groups. He has been a management consultant to organizations such as The College Board and helped many suppliers enter this industry. He is a frequent contributor to PPB and Counselor magazines. He has facilitated over 200 classes sharing his industry knowledge nationwide. He is known for his cutting humor and enthusiasm in presenting provocative and motivating programs. He is the only person to have received both the Marvin Spike Industry Lifetime Achievement Award (2002) and PPAI’s Distinguished Service Award (2011). He is a past director of PPAI and has chaired several PPAI committees and task forces. He is a past Chair of the SAAGNY Foundation, Past President of SAAGNY and a SAAGNY Hall of Fame member. He was cited by ASI as one of the 50 most influential people in the industry.