Why Should I Talk to You?

Before any sale can begin, the target of your efforts has to talk to you. They have to engage.

I know, this is the most remedial concept in theory, but in practice, it’s a bitch. Making it worse, even though theoretically it’s simple, sales people continue to forget. They make this mistake over and over again, by not offering their target any reason to talk to them.

Your target prospect is busy, tired, and inundated with shit to get done. You’re email, LinkedIn request or voice mail is interrupting their day.  Therefore, to get through all that clutter, ask yourself, “Why should this person talk to me?”

Why should your prospect take 15 minutes out of their schedule to talk to you?

Why?

Be careful, the answer matters. You can’t just lob out some weak, baseless story about your product. That’s not valuable. If your reason includes anything about your product, you’re headed in the wrong direction.

Take a look at your marketing material. Take a look at your emails?  Evaluate you voice mail pitch. Are they compelling?  Do they inspire a callback, a return email anything?  Yes, why?  Why does it inspire a callback?  Validate your feelings by asking a current client or buyer. Ask them, if they received that email or voice mail would they respond? If they say yes, then you’re headed in the right direction. If they say no, it’s time to check yourself.

If you answer no to your question, fix it.

Change your messaging. Focus on the buyer, give them good, solid, compelling reasons to talk with you.

You can’t start a sale if no one talks to you. No one is going to talk to you if you don’t give them a compelling reason to do so. Hearing about your product and all its GREAT features isn’t reason enough.

Would you respond to your emails or voicemails if you were them?  I didn’t think so.

So, fix it!

 

Keenan

  • Barry Hall

    Many thanks Jim, for the quality and benefits you give from your great insights. Why Should I Talk to You? And that’s the reason I answer you.

  • Kelly

    Hi Jim – awesome post! Would you please provide us with some pointers, in terms of ensuring the prospect gets back to us? Whether that simply be a voice mail we leave for them, or even a mail asking to get in touch with us? Something we so easily miss. Learning a lot – thank you so much!