5 Tips for Getting Your Prospects’ Attention

submitted by Leci, Senior Administrator, Corporate Services

Many sales people recognize that they need to get the prospective client’s attention in order to initiate the sale. In fact, the prevailing mindset today is how you open a sales call is more vital than how you close the call.

So if you’re trying to get a call back from a voicemail, introduce yourself to a new contact on the phone or trying to get introduced into a new company, what is the best way to get the contact’s attention?

Here are 5 ways to get your prospect’s attention whether you are leaving a voicemail or establishing a relationship:

1. Use a compliment. People love to hear compliments, and they appreciate the fact that you noticed a certain fact about their accomplishments.  Give your prospect a sincere compliment and, in their minds, you will become extremely significant, not to mention extremely perceptive and intelligent.
2. Ask a question. Asking a question of your prospect immediately turns their attention to finding an answer.  Make the question relevant to a common challenge in their industry.  And please refrain from asking the standard question, “If there were a way to increase your revenue/income, would you be interested?”   This question is just too trite, and your prospect just may hang up the phone on you.
3. Use a referral. Using a referral is transference of credibility.  If your prospect respects the person you are referencing, then you attain some of your client’s credibility and gain your prospect’s respect.  The key here is knowing how your prospect views the client who gave you the prospect’s name.  If you are with a client and asking for a referral, be sure to ask about the relationship, how they know the person they are referencing, and some of what you can expect when you visit the prospect.
4. Educate. Opening with a statement that provides information is establishing value.  You are showing that you have done your homework and that you are a valued resource in the industry.
5. A startling statement. This type of opening can be an analogy, a statistic or a little recognized fact that reaches out and grabs your prospect attention by changing their perspective.  Again, make sure that the statement has relevancy to the industry or the challenge that you are solving.

If you want a good source for finding attention getting statements, look no further than you junk mail pile.  Direct copywriters use the text on the front of the envelope to get your attention and open it up.  Then the copy on the inside has to