The unbreakable laws of successful sales prospecting – Part 2
The law of the first statement – This law states that, in a busy world, your first statement must grab the prospect’s attention, then elicit the response, “tell me more.” Your first statement should be a summary of the value you offer. When I meet clients I used to say, “Hello my name is Iyore and I train businesses on how to sell when no one wants to buy so they can make more money.” This should elicit a response, “tell me more.”
Finding your value statement– which is your attention grabbing statement- is gotten by identifying the end result of the value you give then walking backwards to craft the value process. For example what is the end result of people buying your furniture, comfort? With comfort comes what? Happiness. So the end result is happiness. Now walk backwards as I mentioned earlier by identifying the value process used to produce this happiness. For furniture it could be bespoke furniture or readymade furniture then having identified the value process, choose your niche. For example your niche could be salaried individuals.
With all these your value statement will then be, “I help salaried individuals through bespoke furniture achieve happiness.” Your first statement could also be a question, for example, “a lot of clients have called me lately to thank me for making their lives easier, would you want to know why?” The prospect can then say, “okay, tell me why.” Then you begin selling from there.The strength of your attention grabbing statement is not in its complexity but in the response it provokes from the prospect.
The law of existing clients – This law states that, prospects associate the quality of your product to the quality of existing clients you serve. At one of my sales seminars a participant complained that he hadn’t been able to get high paying clients to buy his product. I then asked him a question, “How many high paying clients do you currently do business with?” He replied, “None.” That was his problem. I’m sure you’re wondering, “How do you expect him to get high paying clients?” The answer is, do some jobs for free and let it be known that you do business with those clients. No one cares if they paid you or not all they know is you do business with them. So, using the furniture value statement mentioned earlier you can say, “I help salaried individuals through bespoke furniture achieve happiness. I have done this for staff of Google, Oracle and Standard Chartered Bank.”
The law of the testimonial – This law states that, what clients say about your product will greatly influence the prospect’s expectation of your product. Become eager to get as many testimonials as you can. Get testimonials in all formats including written, video and audio. Sometimes you may have to write testimonial letters yourself with the client’s permission (if they’re too busy) so they can just sign. If you’re new to selling, test the market with your product, get feedback and testimonials based on the results people got from your product. So again, using the furniture value statement mentioned earlier you can say, “I help salaried individuals through bespoke furniture achieve happiness. I have done this for staff of Google, Oracle and Standard Chartered Bank.