Tuesday, September 28, 2010

Constructing a Relevant Message

Yesterday's post concluded with the thought when it comes to getting prospects to pick up the phone, you need to be polite, pleasant, persistent and relevant.

Here are some ways to construct a relevant message that matters to buyers:

• Be specific. Avoid vague and empty promises. Phrases like “We save you money,” are
fine if you follow the phrase by telling the buyer exactly how you accomplish that.
• Use positive language.
• Focus on helping people today.
• Communicate benefits—the “what’s in it for me” aspect of your product and service.

The right research helps you construct meaningful messages. In ten to fifteen minutes, you can
check out the prospect’s website, read the latest news release, and search for information on
the buyer. Making mention of information you uncovered tells the buyer you cared enough to
invest time in learning about them.

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