I had a very instructive experience
the other day I wanted to share with
you…
I received a message from
a fellow professional on Linkedin.
This guy was from one of the big banks.
Anyway..I started reading it and at the
end I was no further as to understanding
– who this guy was
– why he had contacted me or
– what he had to offer
chance went begging
Then he rang me and I thought “ok I
might actually find out what this guy
actually wants” but again, I was no
further along the road to understanding
anything about what this guy could
possibly do for me.
And in the nicest way possible I told
him
I said “after reading your email and
now talking to you, I still have
absolutely no idea what you are
really doing”
He even had another go at that point
and still I was in the dark.
I actually felt sorry for this guy
because he sounded like a good bloke.
Anyway…
The key point here is you have to be
relevant and the old adage WIIFI which
stands for "What's in it for me?"
Instead of using platitudes in your verbal
and written scripts and descriptions of
what you...
Get specific
for example if you are offering a free
consultation, explain in detail what will
happen in that meeting.
For example as an accountant you
could say...
"I will take you through our 17 point
tax savings process where typically
our clients save between $1500 - $6000
in tax savings"
Which is a whole heap more powerful
than
"we'll look at how you can save money"
and...
Explain it in a way that your client will
see it as an opportunity
Have a call to action
In your communication ask for a specific
action - ask yourself even, "what do you
want them to do at the end of your call
or email.
I want to help you with this...
This really does underline the necessity
for me to get my act together and
run this Webinar for you guys on
scripting.
Scripting Webinar
I now have about 50 people who want
in so if you'd like to be one of them
click here and I will notify you once
it's all dialled in.
chance went begging