3 Ways to Create Engagement

Hitting a wall with client callbacks? No worries. In this video I share three battle-tested techniques that'll have your prospects eager to talk and move to the next step. Let's get those phones ringing!

For more strategies like this, check out my sales tip video library on YouTube...

A seller recently approached me because he was really struggling, trying to get people to return his calls or engage in the next step on an initial sales call. And I had three pieces of advice for him to try that I know have worked for hundreds of thousands of customers of mine for years. And they are these three things.

Number 1 - Make sure you're going wide and deep inside the organization. Don't shut yourself out of an opportunity because you're hellbent on sticking to one single prospect. Make sure you're calling across the organization so you don't create a gatekeeper inadvertently in yourself.

Number 2 - Come up with an unique way to express your value. Saving the company time or money is what everybody is saying. So find a way to show them through examples or through a unique expression of that value, how you can help them and be very specific.

Which leads me to number 3 - Use a reference or a case study or an example. So customers really do want to compare themselves to others in the industry. They'd like to know what the best practices are and they want proof that you've done this before with people like them. And so either use a direct reference if you have one or company name if you're allowed, or at least the title of the person that you're talking to or the industry. If you're able to say people in this industry, other retailers, other electronics manufacturers, other trucking companies, other CEOs, other maintenance managers in that opening email or call, you're more likely to get a return call because people say, oh, you understand my business.

You understand me? And that is what's going to help you create engagement.

Don't forget to check out: The Power of the Business Review!