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Use Your Noodle!
-by Jerry T. Hancock _______________________________________________________________________
Frustrated at the lack of success using the same old techniques? Chances are your prospects are tired of the same approaches as well. Get Creative! Think of ways to bring zest and vitality to your prospecting efforts. The various ways to impress prospects and customers and keep them on the line is as varied as one's individual creativity. Here are some ideas, but we would welcome things which you have learned as well:
Surprise Them People love surprises (the good kind) and are willing to listen to something different. For example, one copier salesman promised prospects a free meal at a specialty restaurant if he could not save them money with his product.
Make It Free With new customers, guarantee satisfaction or your money back for the first 30 days. This may seem trite, but it takes a lot of anxiety out of the decision.
Send Flowers Is there a particularly difficult prospect you have been unable to see? Send something unique--maybe not flowers, but something to catch their attention. For example, send an inexpensive fishing rod with a note asking what it would take for the prospect to get hooked on your company.
Make Them A Star Using desktop publishing, create a newsletter page with a headline that reads "Xyz Company Saves Hundreds By Switching Vendors" or some similar attention grabbing headline. If possible, include a picture of the prospect in the story (from their website?). Of course, once you have written the newsletter with all of your sales pitch in it, you can simply substitute name and picture for the next prospect as well.
Let Others Tell Your Story Tell the prospect that there are better people at telling your company's story than you. They are satisfied customers and you would like for the prospect to talk to them. Provide two or three references in businesses similar to that of the prospect. Of course, these ideas are just a few of the thousands which might work for you. Get Creative! Think about the prospect and how you can stand out from the competition--even before the two of you have met. What ideas have you tried that were creative? Share them with our forum page. (You may reprint this article or distribute it at will as long as it includes the following Copyright notice.) Copyright 2005 Jerry T. Hancock and sellingcoach.netTM
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