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Blog Bling
May
15
Get Their Attention Fast By Getting Right to the Point
May 15, 2007 | Anita Campbell
All too many sales pitches involve someone who wants to come in and spend a few hours of your time to “explore your needs.”
If I have an overwhelming problem, then I may want to have my needs explored. But like most small business owners, I have so many needs that I couldn’t possibly afford to solve them all. :)
Most of the time, a “needs exploration” meeting just sounds like a big price tag on wings flying toward me — and ultimately a waste of time.
Dan Sitter describes in a recent post how he made a successful sales call by demonstrating something useful that caught his prospect’s attention. It was a 28-second video that combined two technologies in a unique way. It immediately got his prospect thinking.
To have done that in only 28 seconds, it must have been a hard-hitting and compelling video that got right to the point.
Sounds like an excellent sales technique for reaching busy business owners.
Comments
3 Comments so far
That’s a sure way of getting positive attention. I’m sure his sales approach will be remembered & talked about well over anyone else’s.
“I approached it from the viewpoint that I must first offer enough potential value to warrant the meeting and then enough additional value to cement my further relationship with his company.”
This is a great point that he speaks of! Offering value to warrant the meeting in the first place is your foot in the door. Speaking to the needs of your potential client, rather than speaking “at” them. Great food for thought when approaching potential clients.
“Focus” upon prospects and his needs. Great point! Also, cost-effective and profitable ideas also makes a great hit. I’m impressed!!!