Chip Heath, co author of Made To Stick once said;
The most basic way to get someone’s attention is this; Break someone’s pattern!
That statement has prospecting written all over it!
Too many times, we find ourselves knee deep in a pattern of;
We call, they blow off the call and let it go to voice mail.
We call and they give us their default “We’re all set” “No need” etc.
We email, they ignore the email.
These are all patterns that typically go nowhere until;
You break the pattern!
There are numerous ways to break someone’s pattern like;
Asking a question
Saying something completely unexpected.
Using a shocking statement
Changing your message (especially if you’ve been saying the same thing over and over)
I saved the best for last . . .
You can break the pattern by changing the form of outreach.
So if your potential client is used to getting phone calls and emails;
Perhaps you should try something different!
You could do something creative.
You could shoot a short 1 minute video, calling them by name and introducing yourself.
You could approach via a warm intro
You could reach out via LinkedIn or “bump into them” on another social network or their blog.
You could drop in
You could drop something off
If you know that they attend industry events, you could “bump into them” there.
And you could do something that 99.9% of the sales population DOESN’T do;
Use snail mail.
Human beings are creatures of habits and patterns which puts us in sort of a bad “stimulus response” type of thing when we prospect.
They see your caller ID, hear your voice, see your name in their inbox and;
They disregard and delete!
That’s when you need to break the pattern by;
Changing things up!
And most of the ideas I suggested today take less time than beating your head against the wall and bitching to your coworkers how nobody ever gets back to you.
Ready For Some Fresh Prospecting Ideas?
On March 23rd, at 11:30 am EST, I’ll be hosting a special online webinar to help YOU, get the attention of a buyer, who finds it way too easy to forget about you!
Here’s what you’ll gain by joining us;
- 25 Ways To Find The Business Everyone Misses
- 5 Creative Ways To Get A Potential Client’s Attention
- A 4 Step Messaging Framework That Will Set You Apart
- The One Sentence That Gets A Potential Client’s Attention IMMEDIATELY
- 5 Ways To Get Someone’s Attention By Using Snail Mail
- 5 Email Templates That Get Opened, Read and Responded To
- The Phone Template My Coaching Clients Have Been Using To Generate MORE Appointments
- How To Handle Stalls and Objections.
Here’s What You’ll Get;
(1) 90 Minute Webinar
(5) Email Templates That Get Opened, Read and Responded To
(1) Phone Template
Access To A Secret Resource Page
Email Access To Me To Answer Any Webinar Related Questions
March 23rd at 11:30 am EST