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Tips for Getting Prospects to Take a Meeting - Force Management
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As you work to find relevant information, keep in mind that you don’t need to find information that exactly fits your prospect's current situation. If you can find enough information to break the surface and be prepared to hold a buyer-focused conversation, you will be able to use discovery questions to uncover the specific business challenges they’re facing. One way to find relevant information that warms up your opportunities is to think of your prospect as a bullseye. The dot in the middle is them, one layer out is their department, another layer out is their company, another layer their industry. Find relevant information that helps you peel back the layers. Regardless of your methods, make sure you're doing your research to find relevant insights. You don't want to ask your prospect something you could easily Google. This podcast highlights key ways you can peel back the layers, gather impactful research and execute on what you’re hearing. Here’s a quick breakdown of a successful pre-call preparation routine that you can use to get relevant information and capture your prospect’s interest, repeatedly: Prepare a daily call sheet by listing each prospect or company you’re going to call that day Next to each prospect, list relevant warm info you have on the company, individual, industry or their department within the company If you don't have any, go get some using the bullseye method above List a purpose process and payoff statement that you want to cover with each prospect, and practice it before the actual conversation Do this every day before you get on the phone Bonus — keep track of the things that work and the things that are less effective so you can optimize your talking points for future calls. Earn the right to move the opportunity forward Being prepared with the three P’s and relevant research will give you an edge or help you be uncommon in your initial sales conversation. “Know your solution’s value proposition or proof points cold.”