Burlington, Ontario, Canada—Is telephone selling dead? Between voicemail and caller ID, even getting someone to answer the phone so that you can try to prospect is harder than ever, and if you try to prospect via email, you’re competing with 150 other emails in the inbox.
How do you prospect in an environment where the customer has more ways to avoid you than ever? In a blog on Fearless Selling, Canada’s Robertson Group says you have 10 seconds or less to capture a prospect’s attention. Those 10 seconds must be focused entirely on the results you deliver, not on who you are. Examples from the blog:
- “We specialize in helping healthcare organizations streamline their fund-raising efforts and achieve their fund-raising goals.”
- “We help sales leaders bring their sales team from good to great so they can achieve year-over-year sales growth.”
Remember, the goal of prospecting is to get a return call or meeting, not to close the deal then and there.
Top image: Dartmouth.ps.des.schoolfusion.us