To be on top of your game you need to “connect quickly” at the beginning of your conversation.
Calling to set up meetings on the phone is a process that unfolds differently with every call you make. To be on top of your game you need to “connect quickly” at the beginning of your conversation.
You typically have 2 minutes to do the following:
- Introduce yourself.
- Deliver your bullet points of products and services.
- Close by setting up a meeting or phone call as your next step.
I have four children, one son and three daughters. When we vacationed, my wife and three girls loved their “girly” shopping time. My son Blake and I created our own thing. At age six, I encouraged Blake to start a pocketknife collection. BOOM! We had our own shopping tradition.
Searching pawnbrokers, junk shops, antique malls, dime stores and sporting goods stores we moved up and down aisles on our quest for really “cool” pocketknives. Our collection grew. So did our relationship. Finding something to do in common created a rapport that led to better communication, greater trust and mutual support and encouragement.
I have many memories of connecting with my young son and appreciate how quickly we bonded together in our treasure hunt for the right pocketknives.
You need to do the same type of thing to connect to the person on the other end of your sales call. It’s important to create a genuine encounter moment (GEM) by even the simplest but authentic means. You may say a brief “Hi! How are you today?” or a “Happy FRIDAY!” Or make a comment about the heat this summer; “I am sure ready for it to be over, how about you?” The important thing to remember is to put a smile on your face so your prospect can hear it in your voice and you feel it in your heart. Be sincere.
Create your list of “quick connects” that touch on the weather, sports, movies or current events.
Then move right into the rest of your prepared conversation.
Making a meaningful and genuine connection your top priority moves you closer to your customer, showing your human side and helps your prospects to relax, including lowering their guard about your call.
Having an edge over the competition by learning quick-connect tactics that are sincere and warm, gives you leverage and affects your bottom line sales.
Try it, you’ll like it!
John Eyres works with business owner and sales people who want to stay ahead of their competition. His workbook The Art and Science of COLD CALLING teaches three key principles for a solid calling program; 1. Defining and making quality lead lists. 2. Creating your script. 3. Cold calling tips, strategies and techniques,