Let’s face it, prospecting has definitely gotten harder in recent years. People hide behind voice mail and they seldom respond to emails because they are exceptionally busy…receiving upwards of 150 emails every single day!
One of the reasons people don’t call you back is that you don’t give them a reason to. If you want to catch their attention you need to develop an effective message to capture their attention and stand out from the crowd.
During a recent sales training workshop, participants shared how they opened a call, and at first, they all sounded the same. Blah, blah, blah.
They were too long. Too focused on the sellers’ company. Too similar to every other person calling.
An effective call opener does not include information about your company, your solutions, products or services. It does not outline what you do or how you do it.
The purpose of the first 10-30 seconds of a call is to catch the attention of your prospect. Here are a few examples…
“We specialize in helping healthcare organizations streamline their fund-raising efforts and achieve their fund-raising goals.”
“I recently learned that you are currently researching the best way to…I’m not sure exactly what you’re looking for but I might be able to save you some time.”
“We help sales leaders bring their sales team from good to great so they can achieve year-over-year sales growth.”
A good call opener is tailored to each prospect. It is specific to the person you are trying to connect with. And most importantly, it is clear, short and concise. Remember, your goal is to get a return call or face-to-face (or telephone) meeting, not present an entire solution.