Talking
to prospects is probably one of the most difficult tasks in
marketing. Before you can call them and start promoting products, you need to
build a relationship so that they can trust you and give you their time.
Initial Introduction
You
could start off by sending them an email to introduce yourself and explain the
service you offer and how it can benefit them.Then you would want to offer them
an incentive, for an example, a free consultation with you.
When
they decide to take your free consultation, they are the ones seeking your
assistance, you don’t have to push products on them. You are no longerpositioned as a marketer trying to sell them something, but a consultant whose
help they need.
Making The Phone Call
When
you finally have someone on the phone for a consultation, you need to listen to
their issues and then offer the right product for their situation. You need to
take control of the conversation and keep your position as an advisor.
Don’t
try to sell them anything. Ask them about their business goals, the direction
they wish to take their business, and any current situations they are facing.
Listen attentively and take note of their needs. Then repeat all their needs to
them and confirm that it is the current situation in their business.
Show
them how solving those situations they are facing can help save them a lot of
money and improve their business, and once they are interested, ask them if
they would indeed like to solve that issues.
When
they agree that solving that problem will be beneficial to their business, and
they would like to get it solves, then introduce them to products relevant to
their needs from the MOBE Marketplace.
Introduce
products in a non-pushy way that looks at how the product solves the issues you
have just uncovered, and how they are going benefit from the product you are
offering.
No more cold calling - how to create hot prospects
No more cold calling - how to create hot prospects
Conclusion
When
you contact prospects, always remember that people generally don’t like being
sold to. You want to change their
perception of you as someone who needs them, and have them see you as someone
they need. Be in a position where they want and value your consult, and trust
that the solutions you are offering them is for their own benefit.
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