After you called someone who was referred to you or gave you permission to contact them through social media (steer away from cold calls please), you describe what your company does and offer proof to your claims. One of the best and easiest ways to do this is through telling a story of how your company helped someone in a similar business to the person you called. You want powerful results you can report.
What do you say? How do you organize it? Keith Eades in The New Solution Selling suggests telling a brief story describing the issue you tackled for a company like theirs, what was needed (which you provide) and the result obtained.
You want your prospect to admit pain. People buy more and faster due to pain than pleasure. You can pursue pleasure but solving pain is something acted upon immediately if framed in the correct way. From here, write up for yourself ways to respond to the various common problems admitted by the prospect. If you are prepared and wrote something powerful you can utilize when speaking, you have a chance at another phone call or in-person meeting.
Remember you must be interested in them and their company. It is often said that we do business with people we like, trust and respect”. Be that to your prospects and develop a relationship where they will stay with you long term.
Please write your comments below and what worked for you to get that initial appointment.