3 Ways To Get Your Prospects’ Attention Without Being A Nag:
Attention Business and/or Sales Professional;
Someone shared this little piece of advice with me recently and it’s made a dramatic impact on my approach to sales, my attitude and my business.
I have been a business owner for 27 years, a student of the sales process, personal development, writing, and internet marketing.
I imagine this simple concept has been around for quite some time. If you’ve heard it before, I hope you’re using it. If not, I hope it becomes a breakthrough for you as it has for me.
My motives for sharing this with you:
1. It’s good Karma. I share something worthwhile, especially with worthwhile people and good things are bound to happen.
2. The more I share, the more I learn. (plus, it keeps me on my toes)
3. You and I probably share some similar types of clients and a good relationship between us could be beneficial.
Introducing: The 3 i’s
How do you follow up with a prospect? When you use one of the 3 i’s, you’re going to look a heck of a lot better than someone who calls who says, “I’m just following up on our previous…” When you use a phrase like that, you’re coming at your prospect with your own self-interest in mind. And it shows.
Today we understand sales is about relationships. Do Not Call your prospect back until and unless it is to
• Introduce him/her to an important or influential person
• Deliver information you sincerely believe is valuable
• Invite to an event he/she would find enjoyable or fruitful
Want to be a welcome guest rather than an unwelcome pest?
Imagine how much easier it will be to get through the gatekeeper by avoiding the same old droning-“I’m calling to follow up with…” with something juicy like,
- “I want to introduce him to a friend and author” or
- “I’m calling to see if he would join our luncheon where we have a guest speaker on the subject of…” or
- “I just read this very interesting e-book and this has much to do with your current situation“.
Think you would add more value to the business relationship? Think this approach will most likely transcend terms and price?
I believe the 3 i’s make a solid foundation for a great salesperson. I would love your feedback!
I’m Andrew Mazer,
Business owner, Author, and Internet Marketing Expert
I write and share ideas you can use to improve your business and your life. You will even find worthwhile material for your 3 i’s follow-up strategy.
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Andrew Mazer is the creator of
moderncoupon.com, Internet Gravity Wheel(servicemark), and architect of
The 3 Cornerstones Of A Rock-Solid Online Presence