Will Prospects Remember Your Sales Message?
You don't get along with a prospect
These days you're lucky if you get five minutes on the phone with them. The trouble is the very next phone call may be from one of your competitors.
So here's a little test
At the end of the second call, will your prospect remember your sales message or your competitor's? It's important to make those five minutes count.
How do you get people to remember your sales message?
Use the TPD Principle. It covers three points that make prospects more likely to engage with you:
Choose a specific market sector and produce a sales message just for them.
Understand what challenges your prospects face in their business. By the way, it’s unlikely to be how to get hold of better quality print or receive better service.
Why should prospects choose you rather than a competitor? You need to create a point of difference.
If you create a sales message around these three elements, you may well end up being able to spend longer talking to your prospects.
p.s. Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, check out my book “How To Stop Print Buyers Choosing On Price” where you learn how to create TPD sales messages.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."