The Best Thing to Say to a Prospect
Stephen Covey famously said, “Begin with the end in mind.” These words have never been more true than one prospecting for new business.
What is your end goal? Sure, you want an order but is that all? Isn’t there more?
Ultimately, I would imagine you would also like the repeat order. And the order after that.
Wouldn’t you like it if they stopped asking for quotes and just trusted that you would treat them fairly?
Wouldn’t it be nice if they called to pick your brain, allowing you in that the ground floor instead of at the very end when the conversation is about specifications, paper stock, inks and quantity?
In short, what you want, what you really, really want isn’t just that order. So during that first conversation with a new prospect, speak with the end in mind. Make a statement that demonstrates that you are thinking long-term, that you are different in every way.
This is the best thing you can say to a prospect:
“My goal is to be doing business with you 10 years from now.”
What it’s going to take for that to happen is a lot of trust and a lot of give-and-take. A customer who understands that, one who is looking for the same thing, will get it. That is your ideal client.
Most often, we approach prospects with kneepads on, begging for business. Don’t. Set the bar high. The cream will always rise to the top.
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Bill Farquharson is the president of Aspire For and is a sales trainer for the graphics arts industry. Email him at email@example.com or call (781) 934-7036. Farquharson is also the author of the book, "The 25 Best Sales Tips Ever!" which can be purchased on Amazon. For more information, go to www.25BestSalesTipsEver.com