A guy pretending to be a courier delivered his resume in boxes of donuts, and the result? He got 10 interviews after he came up with a brilliant idea to get the attention of the recruiters. Amazing, right?
The idea of this guy only shows that in landing clients, a framework is essential. Imagine the same offers heard and received by your client in a demo call screaming: “Hire me, hire me, hire me!”
Seriously, the clients have already heard it all and they know what to expect if you use the same strategy that’s being used by everyone. So, how will you approach your clients like you have a box of donuts?
In landing clients, you need to be different from the rest and have them turn to your offer. To do this, you'll need to focus on three things:
- Make your offer stand out. This means thinking about what makes you different from the competition. What can you do that they can't? How can you make your service and sales call more appealing?
- Being valuable to your clients. This means providing them with something of value that they can't get from anyone else. This could be information, resources, or even just your time and attention.
- Attention-worthy. Make sure your sales calls are memorable and impactful to capture the attention of prospective clients. It could be a topic that they can relate to or something amusing.
When you're making a sales call, it's important to remember that you're not just trying to sell your product or service - you're also trying to build a relationship with the person on the other end of the line. And one of the best ways to do that is by adding a personal touch.
One way to do this is to add a sprinkle of value to your calls. What does that mean, exactly? It means finding ways to give the person you're speaking to something extra, whether it's valuable information, a helpful tip, or even just a friendly word of encouragement.
Keep in mind that it doesn't have to be anything big - sometimes, the smallest things can make the biggest difference. So when you’re making a sales call, don't forget to take your framework and add a little sprinkle of value to it.