Don’t waste any time whatsoever not adding value.
This week my sales calls included:
A crying baby
Someone with a cold
And a husband whose spouse called
With a “car emergency”
All of whom chose to stay on the zoom
Even after I offered to reschedule.
All the calls lasted half an hour
And I got every last word I needed
For them to sell their prospects
And for me to sell them
On how I could help.
No time for chit chat:
Try not introducing yourself:
I know we both have limited time
So would it be ok if we got right to it?
Everyone so far has responded with a resounding
YES!!!! ????
And then I launch into questions about their prospect
Not them.
Because this is a working call:
Meaning even though there’s no contract
No payment
No agreement whatsoever
I need them to leave the call
With words they can use for their business
To make money.
I’m here,
Kevin
EPILOGUE:
I. The “car emergency” husband did leave rather abruptly but we were at the end of our call and I felt we had what we needed. Still, after he returned home, he called to apologize (unncessarily) and get some clarification.
II. The crying baby eventually calmed down and because she owned a daycare business, it added a lot of meaning (not to mention immediacy) to our work.
III. I asked the person with the cold how she felt at the end of our call and she said, “You know something? I wasn’t sure I was up for it, but I feel good now!” ????
I’m here,
Kevin
Having trouble getting your team aligned on your website?
Start by focusing on the one thing you can all agree on:
The Prospect Comes First: 7 Questions to Answer Before You Write One Word on Your Website*
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