Sometimes getting through to our prospect is so challenging we lose sight of our ultimate goal. We become so focused, even obsessed, with getting past the screener that when we finally do get to the decision-maker, we don't know what to say.
If you're tongue tied, try the following openers to kick off communications:
- How important is it that your employees can process a transaction quickly and efficiently?
- If you designed the ideal service, what would it offer? Stop payment coverage? Multiple check ability? Coverage for innocent mistakes?
- I've heard that your industry is increasing every dayówould you like to hear how I could help you manage that increase?
- How do you feel about your current service? On a scale of 1-10, what would they score?
- Have you heard of us? Did you see the article in The Green Sheet? No? Well, I have a copy here. (This one is keyókeep a portfolio of all the press your company receives. Include everything from small mentions to feature articles. Don't worry if they are a few years old, a few years adds stability to the company. Show prospects that others, people who don't work with you, believe you're accomplishing important tasks.)
Open-ended, thoughtful, questions will get you on the way to strong communications. They'll also differentiate you from the run-of-the-mill openers such as, "Would you like to know how to increase sales and profits?"
