According to research conducted by Gloria Mark from the University of California at Irvine, the average office worker is interrupted from their work every 11 minutes.
The important thing to focus on here is that we’re talking about average, NOT C-Level decision makers, which I would think are interrupted quite a bit more.
So if we stick to the study and look at it on an hourly basis, we’re looking at a good 5 interruptions an hour. Technically it’s closer to 5 1/2 interruptions but a half interruption is kind of like being half pregnant.
Now if the people we’re about to cold call, warm call, lukewarm call, are getting mucho interruptions AND it takes them time to get back on task;
They need to see the value in your call IMMEDIATELY or you’re going to get ushered off of their phone.
Right about now, some cliche spewing “thought leader” will tell you “That’s why you need to provide value”
Well no sh*t, of course you have to provide value but;
Since nobody ever likes to tell you HOW, why don’t you start by being RELEVANT instead.
Being relevant will buy you the time to be valuable.
In fact, lead with something RELEVANT!
How?
First, don’t lead with something about your company. That busy person at the other end of the phone doesn’t care about that, YET.
Lead with something about THEIR Company, THEIR Industry, THEIR Competitors, Things That Impact THEM.
My suggestion is look for triggers during your research.
Once you find a “trigger”, lead with it, immediately as in skipping the foreplay.
An easy way to do that is to use the phrase;
I noticed that . . .
Then tell them what you noticed.
Example: Let’s say you’re me and you sell sales training for a living. You notice that a particular company is hiring a bunch of sales reps (a trigger because they’re going to want those reps to ramp up quickly), you would lead with;
I noticed that you’re in the process of hiring some new sales reps.
Now this is going to keep their attention more than the typical;
Hi Brad, its Paul Castain from Castain Training Systems and we’re a full service, blah, blah, f*cking blah
And getting their attention in the first few seconds helps you avoid those knee jerk blow-offs that are fired at you for the sole purpose of;
Getting you off their phone so they can get back to work!
So before you pick up the phone to call that busy decision maker, just remember that you’re one of several interruptions that hour and;
Make sure what you’re about to say passes the;
“Is this worth the time away from all the other sh*t I’m trying to do” test!
We talk about 30 different “trigger events” and developing a more compelling opening statement in our Prospect Like A Pro download.
Have you downloaded it yet?
Here’s what you gain;
30 ways to find potential clients who have a higher probability of needing what you sell TODAY.
How to research quickly and efficiently so it doesn’t become your life’s work.
33 ways to approach a potential client.
3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.
Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.
15 email templates that get opened, read and responded to.
How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!
How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.
12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!
A 3 step formula for responding to 95% of the objections you get on a regular basis.
3 really cool tactics to use when someone asks you to send them information.
4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.
Here’s What You’ll Get . . .
(2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts!
(2) Sets of worksheets (one for each session)
15 email templates
1 opening statement template
4 voicemail templates
Email access to me to answer any course related questions
Go At Your Own Pace
Since this is a download, there aren’t any set times you need to show up for class. View it at your leisure and go at your own pace. I won’t tell anyone!
What’s The Investment?
$199
Click HERE to download it NOW!
