From the course: Business Development Foundations: Researching Market and Customer Needs
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Opening your call
From the course: Business Development Foundations: Researching Market and Customer Needs
Opening your call
- What keeps you awake at night? If I could show you a way to save money, would you be interested? Introductory calls that start like this are just plain bad. It's so overused and it's generic. As a business development rep, your job is to get to know the prospect and how you might connect to their business, but first you have to get their attention. We use a technique with our clients we call you, me, you: your world, my world, your world. It's a three-part technique you can use in a cold call, an email, or your first scheduled conversation with a buyer. And it goes like this. Start with a business topic that is of interest to your buyer. Do some research and find something out about their business or their industry that will be of interest to them. Then give a brief statement about you and your expertise, like, "We help people in your business "stay engaged with their customers." Finally, ask a well crafted question about their business that will get them to tell you more, like…
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