It can be the difference which leads to success having powerful sales messages. You can improve your level of lead generation when you’re able to grab the prospect’s attention as well as effectively communicate how you can help. You should see positive improvements in overall sales growth by having more leads.
Focus on Your Value
Commonly, sales people talk a lot about their products and all the great things that they can do. This is understandable because it’s usually the area that they have had the most training and where they feel most comfortable.
“What is in it for me?” is the most important thing for the prospect which is the challenge. Talking about products and features doesn’t help answer that question. We begin to get in the area of answering the prospect’s main question by explaining how the products help the prospect.
How your products help and what they help your prospects to achieve is the value you offer. Focus on the points more than the actual products when developing your sales messages.
Focus on Your Prospect’s Pain
It’s important to focus on the pain your prospect is having when trying to generate leads which is important for a couple of reasons.
One of the best ways to grab their attention would be to first focus on the area in which your prospect is having challenges. Next, if your prospect doesn’t posses pain, then it might not make sense for you to try selling to them.
While it’s good to talk with the prospect about the areas that they’re having pain, you really want to try focusing your sales messages on the areas of pain that you can help resolve.
This can be applied by including the pain points which you help to resolve in your emails, call scripts, voicemail messages, objection responses, and more.
Build Good Qualifying Questions
Commonly, we primarily think about what we say about ourselves when we think about sales messages. But, the questions we ask, is an important part. The questions asked are more important and more powerful than anything else that we say in many ways because get the prospect talking which helps us extract valuable information.
Composing questions which determine if the prospect needs what you’re offering is the key to developing good qualifying questions. Do they have pain in the same areas you help to resolve?
Prepare for Objections
What the prospect says to try to stop conversations are objections. These are the prospect’s messaging. How you respond to objections should play a key role in your sales messaging.
By simply listing out objections that you anticipate running into, you can compose the responses which have the best chance of keeping conversations going.