In the past, I’ve written about how to leave a prospect a six-sentence voicemail which makes an impact. But what do you say when you get someone live on the phone? You can’t stuff a six-sentence voicemail into a conversation and expect it to work. And, you won’t get a second chance at that same conversation. You must get it right in the moment the prospect answers the phone. In fact, when you reach someone live, you have less time to get his or her attention and get your point across. So, I recommend preparing two sentences and a question to engage prospects in dialogue and start a short discussion. Here is the framework which will help you.
Your name and your company name. “Hi, this is Caryn Kopp from Kopp Consulting.”
Exactly what you do in language which is relevant and compelling to your decision maker. “We do new business development and we get our clients the initial prospect meetings they can’t get for themselves.”
A question which springboards the conversation. “How important is getting more new meetings with key prospects for you this year?”
If I’ve done a good job selecting the right prospects to call, the decision maker will answer my question by saying, “That is important to me.” Then, I would say, “Glad I caught you!” And, the conversation would continue.
Of course, it’s important to craft language that is right for your business and your target. Be sure to incorporate the concept of the “gap” which is what your prospects could gain by talking with you or meeting you versus what they have now without knowing you. In other words, how can knowing you make your prospect’s life better?
Before you use the sentences and question in a live setting, make sure to evaluate the sales message from your prospect’s point of view. Imagine your prospect just arrived at his or her desk after attending a morning of three meetings. He or she has put down some items and is quickly getting ready to go to three more meetings. This person is busy and distracted. The phone rings, your prospect picks it up, and it’s you. Will your two sentences and question engage your prospect in dialogue?
If the answer is “yes” it’s time to practice your two sentences and your question on 10 “C-level” prospects. See how it works. Do any of the words need to be changed or deleted? Do you need to add some language or clarify what you mean? Every word matters.
Keep your messages short and simple. Specificity is key. Avoid saying sentences or phrases that makes someone say, “What do you mean by that?” Avoid industry jargon and “vanilla language” which are meaningless phrases and words that make a sentence longer than it needs to be and don’t get you anywhere. Examples include; “best in class,” “great service,” and “boutique”.