TWO FAIL-SAFE OPENERS FOR EVERY B2B SALES PROSPECT

November 7, 2018

Have you ever sat down to watch a new TV series that everyone has been raving about, only to turn it off after 10 minutes when it just doesn’t pique your interest? Or New Music Friday comes out on Spotify and you find yourself skipping track after track if it doesn’t get you grooving after 10 seconds? An important opener is the most crucial element we have, especially when it comes to sales.

Whether it be a voicemail, cold call or personal email, in the first few seconds, you have to grab their awareness. You have to capture their attention, address a need or benefit, and make a personal connection. No pressure!

It’s a lot to accomplish, but we can help! Some of the more effective call openers that we have trained are:

The “What’s in it for me” Opener

Mention one of the most important benefits that your company can offer [see this blog post for more info], being as specific to their industry/field as you can.

Example: “We help textile companies like you to track every single unit of inventory from arrival in the warehouse to shipment to the end-user. These companies know where every single one of their thousands of units are at any moment.”

The “I was researching your company…” Opener

If you are able to do a little research before calls, use some piece of information you’ve learned to open the call. It shows initiative and familiarity with their company, or even their position.

Example: “I was doing some research and noticed that your company made the Inc. 5000 list this year. What an accomplishment! Many of our clients are also high-growth Inc. 5000 companies, and they use us because…”

At the end of the day, an outstanding opener addresses the prospect. It should be brief and to-the-point while still being personal. What are your best openers?

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