Somerset CPA Reveals: How to Refresh Your Approach to Prospects
March 3, 2011
“A slender acquaintance with the world must convince every man that actions, not words, are the true criterion for the attachment of friends.”
– George Washington
How’s business? Is there anything we can do to help you this week? I hope you realize–we *exist* to help YOUR business thrive in the midst of this environment. That’s why we invest in so many layers of verification and analysis for your books. Sales are down for many, many small businesses right now. And people love to play the blame game.
“The economy stinks.”
“Funding dried up.”
“The big chains are killing me.”
“My employees are screwing up.”
Etc., etc., ad nauseum. Well, I don’t want to see you falling prey to shifting blame or responsibility in your biz. It’s up to YOU, the business owner, to be the primary driver of revenue and growth which lasts. And I’ve got a tip which many sales people and business owners should truly take to heart, in taking responsibility. Even if you’ve “heard it before”, it’s important that, during these difficult selling conditions, you maximize every sales opportunity you’ve got. This concept might need a refresh for your business.
Mark Clark’s “Real World” Business Strategy Scripts Don’t Have To Sound Like a Robot Many sales people and business owners simply “fly by the seat of their pants” when they meet with prospects–relying on experience and their own instincts to close a deal.
Well, here’s some “old advice” for you, whether you are meeting with folks face-to-face, or if you do your selling from the phone or on the web… Every time you approach a prospect or customer, you should be prepared with a powerful and proven marketing script. It seems to be unfashionable today to talk of sales scripts, but what do the numbers say?
Well, testing results overwhelmingly prove that a practiced presentation massively outperforms one that’s simply delivered off the cuff. Yes, whether you’re selling face-to-face or online, you need to be flexible and be able to cope with things that crop up, but you should not allow them to divert you from your main flow. But here’s the key point: remember that your interaction with your prospects is a sales presentation and not a chat around the coffee table with your buddies.
The purpose of your webinar, online demo, or meeting is to sell and make you money! And, as sales is a “process” (not an event), your process — your sales presentation — should be carefully planned, constructed, practiced, and delivered.
Here’s what a script will do for you:
- It makes your message consistent.
- The results can be measured and the script improved.
- It systematizes your business.
- You can make a strong first impression (without blundering for something to say).
- Prepares you for any prospect objections, questions, etc. without getting you off track.
One caveat: Many times people who use sales scripts sound robotic and unnatural. You can still read a script and be real. And when you do both … you can see an incredible increase in your sales.I truly hope this helps. It’s the reason I write them!