Your introduction accounts for over 80 percent of the importance of the entire call! When you're selling in a noisy, crowded, and fast-paced market, calling distracted and busy decision-makers who have short attention spans, your first impression needs to stand out and capture attention. This video is all about those delicate moments of the first impressions. It introduces you to the Triple Threat and provides you with tactical examples to make your first impression stand out.
- You only have seconds to make a good first impression when you're selling whether it's by phone, online, or through LinkedIn. You want to make sure your introduction stands out. There was a time when you could leave a voicemail and expect your call would be returned, but those days are long gone. Some might also think that voicemail is dying, but really it just needs to be used as part of an integrated strategy.
That's why I want to introduce you to the triple-threat technique, which combines several introductions together. It includes voicemail, email, and LinkedIn. These all work together to increase your response. Let me explain how it works. When you're reaching out to a prospect for the first time, you'll want to leave your voicemail and send an email simultaneously. Email and voicemail must be submitted within seconds of each other.
That means you can't leave a voicemail and follow up that afternoon with an email. Response will really drop when the two are not combined and synchronized. Check out the exercise files for samples of scripts you can use. Your voicemail shouldn't be longer than 20 seconds and it helps to script it out. Remember to watch your tone, which should sound conversational, enthusiastic, and professional.
The complementary email should be short, no more than two paragraphs, and include a great subject line with a signature line. Make sure your email subject line includes your company name, prospect's company name, because this suggests a partnership. It might look something like this, ABC Company for XYZ Company. Since your voicemail and email work together, they don't need to include the same content in the introduction, but you should try to answer some of the following questions.
Who are you calling or writing to? What is your purpose? Why are you sending the email? How do you want your prospect to respond? I've included LinkedIn in this triple threat because your social customer may respond to that faster than they'll respond your voicemail and email introduction. Make sure you customize your LinkedIn introduction and keep it under 300 characters. Also be careful when sending cold introductions through LinkedIn because you could be spamming your prospects.
However, if you're part of the same LinkedIn group or you've had a previous discussion with them, then sending them a LinkedIn invite makes sense. Take the time to customize your invite and change the generic text. Now it's time for you to draft your scripts for your triple threat and make a verbal, written, and social impact on your prospects to increase the chances for response.
- Understanding the qualities of successful inside sales pros
- Using the right sales tools
- Social selling with LinkedIn
- Improving your response rate
- Building a foolproof qualification plan
- Getting past gatekeepers
- Handling objections
- Closing the sale