It’s a sad fact but buyers say that only 3% of the salespeople that call upon them truly differentiate themselves or their offering. That could be a reason why buyers are doing more shopping on-line for your products or services than ever before. If your introductory message doesn’t provide a good enough reason for them to talk to you, then you won’t even get a chance to participate.
I can’t tell you how many times I get messages from salespeople that I just delete. Why? Because they aren’t telling me anything of value to me or even thinking about my needs. If I have done my homework, i.e. checked it out on-line, I have a pretty good idea of what I want. But if someone calls my attention to something that perhaps I haven’t thought about, an unconsidered need, I am compelled to listen. A proactive message that begins by introducing an unconsidered need enhances your persuasive impact by 10%. After all, I don’t know what I don’t know and they do.
