When it comes to describing all those bells, whistles, and the things that make your widget different;
Context is the vehicle that can really drive the point home!
There are two flavors to this “context” thing;
- Reduce To The Ridiculous
- Expand To The Extreme
Reduce To The Ridiculous
One way to “reduce to the ridiculous” is to break down the cost of your solution to not only the smallest conceivable, but put it in a context by comparing it to an every day item.
Here’s an example that’s been beaten to death;
“Less than the cost of a cup of coffee each day”
To make a point about sales reps NOT wanting to invest a few bucks to get better at sales, I wrote a blog post “Are You Worth More Than A Visit To Starbucks?”
Here are some examples that aren’t so typical;
Blue Air Purifier: “At 31 decibels, it makes about as much noise as these rustling leaves.”
Art Sobczak give the example of an SDR looking to convey how light their solution is. The rep asks the prospect on the other end of the phone to “Pick up a pen. It actually weighs less than that”
“Qualcomm’s Quick Charge 3: 0-80% battery in less time than it takes to hate yourself for watching Keeping Up with the Kardashians”
Expand To The Extreme is a great tactic to dramatize your idea, offering, etc.
Examples:
Lets say you have a solution that saves clients 30 minutes a day.
You could certainly tell them that or;
You could expand that to the extreme and say that your solution saves your users, on average, 3 weeks per year.
In a commercial designed to attract drivers, Lyft expanded to the extreme and mentioned that their drivers earned over 250 million dollars last year.
H&R Block “We’ve prepared more than 720 million tax returns”
Bridgestone Tires: “Tires built to drive around the earth 3 times!”
Bill Bourbonnais is a tax coach and demonstrated this tactic BRILLIANTLY;
“The Gettysburg address is 269 words. The Declaration of Independence is 1,337 words, and the Bible is only 773,000 words. However, the tax law has grown from 11,400 words in 1913 to 7 million words today.”
So the next time you’re looking to REALLY drive a point home and immediately separate yourself from the masses;
Use context in your messaging!
HERE ARE 75 MORE WAYS TO GET A DECISION MAKERS ATTENTION
This Thursday, April 21st, at 11:30 am EST, I’ll be hosting a special course to help YOU;
Get the ATTENTION of a buyer who finds it way too easy to forget about you!
It’s called How To Hunt For New Business More Effectively and;
It combines cold calling, email, LinkedIn, snail mail, creativity, etc, to help you get in front of MORE opportunities.
It includes suggested call and voicemail scripts, email templates, and a LinkedIn communication plan that also includes templates.
Here’s what I have planned for you;
In Session 1, we’re going to explore how you can seriously warm up your cold calls.
We’ll talk about 3 different “scripts” that I’ve designed to be used during the pandemic.
We’ll discuss how you can create a more objection-resistant dialogue while maintaining control of the call. And while we’re at it, we’ll discuss a revised objection handling formula that’s a must if you’re using the phone.
In Session 2, we’ll discuss how you can master this thing we call “email”!
I have tips that will help you with your subject lines, overall message, how to improve your response rates, and a few tactics that will forever change the way you approach emails going forward!
Oh, and you’ll get to send me one of your prospecting emails for an honest and helpful critique.
In Session 3, we’re going to talk about how you can use creativity to stand out and capture the attention of your prospects.
I’ll be sharing numerous real-life examples of what sales reps have been using during the pandemic.
In Session 4, I’m going to show you how to put everything together into an all caps EPIC prospecting campaign.
We’ll explore a lethal tactic called “Mixing and Mapping”.
You’ll be creating a well orchestrated prospecting campaign and sending it to me so I can provide personalized feedback.
When?
Class Begins On April 21st (from 11:30 am EST to 12:30 pm EST) and will continue each week, for four weeks until May 5th.
Can’t Join Us Live?
Well, then you’re screwed and should just go back to struggling through your prospecting. Just kidding! We deliver each session live and then send out the replay later that day. Go at your own pace, my friend!
And Check This Out . . .
You’re Going To Be Paired Up With An Accountability Partner!
The problem with most courses is that there’s no one to hold you accountable. No one to make sure you’re applying what you learned!
Not on my watch baby!
I’m going to pair you up with someone else taking the course and;
I’m going to assign homework after each session where I’ll offer personalized feedback!
You’re welcome!
What’s Included?
(4) 60-75 Minute Training Sessions
Session Replay Sent Later That Day
(3) Phone Scripts
(3) Voicemail Scripts
PDF With Suggested Responses To Typical Phone Objections.
(15) Pandemic Appropriate Email Templates
Bonus PDF With 10 Attention-Getting Subject Lines
PDF With 6 Ways To Increase Email Response Rates
PDF With 6 Ways Your Peers Are Using Creative Prospecting Tactics During The Pandemic.
PDF With 30 Creative Prospecting Ideas
Folder With A 10 Touch Prospecting Campaign Complete With Suggested Templates and Phone Scripts.
Bonus Prerecorded Session Getting Your Sh*t Together
Bonus Prerecorded Session How To Generate Leads Via LinkedIn
(10) LinkedIn Templates
Personalized Feedback After Each Session When You Hand In Your Homework Assignment.
Email Access To Paul Castain To Answer Any Course Related Questions
How Much?
$299
Click HERE to secure your spot in this program!
Train your ENTIRE sales team for $999!
Yep, Whether you have 5 sales reps or 5,000, you’ll only pay $999 total and;
Each member of your team will have access to Paul Castain and get his personalized feedback with the assignments.
I’ll even throw in a FREE 30 minute conference call for your team when you go with the $999 option.
