Have you taken the time to think about your telephone presentations lately?
Sometimes it seems as though the hardest thing to do is reach the decision maker. But what happens when you do reach them? Are you prepared? We can get so used to being shot down or listening to voice mail box instructions that when we actually do get a decision maker on the line, we get all tongue-tied.
The best way to avoid that is to plan your opening in advance. Write it down. Create an opening that makes people want to listen to you. Avoid writing a prepared script that sounds like a direct mail piece. All too often when I look at prepared scripts, I notice sentences that might look well in a direct mail piece but will either get you shot down quickly or simply won't engage your prospective customer. You've gone through so much to get to a decision maker, make sure that you are making the most of the opportunity.
Here's two examples of less than stellar openings: openings that tout (1) money savings or (2) a saving of time and effort. Either of these may very well be the case, but everyone says their product either 1) saves you money, 2) saves you time or 3) makes your efforts more efficient thereby also giving you savings from 1 and 2 as well. Seriously, everyone says it. Doing this actually makes it easier for a decision maker to tune you out - because you're not different from anyone else who calls - and they'll try to get off the phone as quickly as possible.
Let's think about a better way. Why not simply introduce yourself and your company name, make a quick one sentence statement about what your product is, and then ask some questions. Take the opportunity to learn more about your potential customers. In fact, one of the things you might find is that this decision maker is not a potential customer. Isn't better to find that out up front? Isn't it better to learn who you should be talking to or know that currently your products/services are not a good match for a particular organization?
Sit down and review your opening. Make it natural sounding. Avoid tired and hackneyed phrases. Take the time, instead, to become genuinely interested in your prospect. You'll be far happier with the results.
Here's two examples of less than stellar openings: openings that tout (1) money savings or (2) a saving of time and effort. Either of these may very well be the case, but everyone says their product either 1) saves you money, 2) saves you time or 3) makes your efforts more efficient thereby also giving you savings from 1 and 2 as well. Seriously, everyone says it. Doing this actually makes it easier for a decision maker to tune you out - because you're not different from anyone else who calls - and they'll try to get off the phone as quickly as possible.
Let's think about a better way. Why not simply introduce yourself and your company name, make a quick one sentence statement about what your product is, and then ask some questions. Take the opportunity to learn more about your potential customers. In fact, one of the things you might find is that this decision maker is not a potential customer. Isn't better to find that out up front? Isn't it better to learn who you should be talking to or know that currently your products/services are not a good match for a particular organization?
Sit down and review your opening. Make it natural sounding. Avoid tired and hackneyed phrases. Take the time, instead, to become genuinely interested in your prospect. You'll be far happier with the results.
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