If you’re having trouble starting conversations with prospects, ask them to do you a solid.
Asking for feedback on something of value that you offer takes you out of selling
And puts your prospect on the offensive – rather than the defensive
Sure, I’ll help you out.
And if you end your request with a question
Along the lines of:
Can I sign you up?
Can I share this with you?
Can we have a quick chat so I can show you?
You give your prospect an easy call to make
See if this helps:
No matter the favor you’re asking:
- Start with the phrase “Totally ok to say no”
- Request the favor
- DO NOT explain what it is
The minute you explain:
It’s a daily email that helps you _________
You are now selling something.
The entire point is to spark a conversation with your prospect
That has them responding to the tune of:
“Maybe. What’s the download/video/email/course/etc. about?
Now you’re conversing