The Way To Get A Sales Prospect's Attention - Fast

I've been working with a sales force for an internet marketing agency - they build internet sites, mobile compatible sites, internet marketing campaigns, and so on.

Initially I learned was that their sales team had no idea how to discover new clients. My first training for them was centered around how to uncover ideal new customers, and when I was ready to move into converting those prospects into customers, they all said, "Hang on! We have no idea how to prospect for sales to begin with! We have no idea how to approach them."

Okay... I asked to know what they were doing, and it turns out they were... pause for effect... COLD CALLING!

I inquired about the success rate: approximately 1 in 200.

At that point one of them said, "Keep working at cold calling until you get to 1 in 100 and then you will start seeing results." I ignored this blazing idiot, and told the sales reps to stop making cold calls altogether, and instead to devote that time to networking in its place, because I know from experience that good old-fashioned networking, for whatever reason, is especially effective in the online advertising world.

Fast forward a week... I spoke with a sales rep just yesterday and he was whining that networking just isn't effective for him.

I asked him what he's telling people when he meets them at events. His reply: "I say that I do online marketing for local businesses."

Could that intro be any more boring?

I supplied him with a brand new opener to say when networking, or anytime someone asks him what he does for work: "I get your website printing money for you."

I think that's a lot more attention-getting. I know from my own experiences in selling that it'd get my attention, for sure. Especially if I was one of the majority of small business owners whose website is doing nothing.

How to get prospective customers interested: Stop boring them to tears!

Consider what you're saying to your sales prospects. Is your opener boring? Do you sound like every other sales rep they've met with? Or are you getting their undivided attention with something similar to, "I turn your website into a printing press for money money for you"?

If you aren't doing that, you need to take these two action steps right now:

1. Create an introduction that blows people away. Differentiate yourself from your competition, who are most likely saying the same tired sales lines to people.

2. Fill your inbox with a never-ending supply of hot leads, with prospects who are extremely interested and need what you're selling. Then use your new killer opener during the initial conversation with them.

In case you're wondering exactly how to fill your inbox with hot leads, it's simple: Take your brand-new, hard hitting opener, and attend as many networking events as you can. Breafkast, lunch, and happy hour. Don't ever pass up an opportunity to go to a networking mixer, business cards in your pocket, dressed to kill, and ready to go with your new conversation starter. Do that and your sales will skyrocket!

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