Decision makers are busy, make sure your conversations and messaging are both informative and concise.
Working through lunch, picking up the kids from school, cracking open a laptop at 9PM to answer emails – such is the life of the modern work force. With an abundance of work and a severe lack of time, it’s more important than ever to keep your sales message simple and to the point.
Here are 3 tips for having the most productive sales conversations:
No matter what industry you’re operating in, you will have competitors. The most important thing to establish with any prospective partner is the value of your opportunity. In other words, what sets your opportunity apart from other similar products or services available? For instance, if your publication reaches a specific demographic that no other publication reaches, this should be one of the first things you mention.
Don’t memorize a script. You’ll be speaking to decision makers who will have heard it all before. They’ll be savvy marketers themselves, as the ones making their company’s marketing decisions. Be able to have a quick, casual conversation where you convey the most salient points about your opportunity in a friendly but informative manner.
At the end of the day, it’s all about the bottom line. An opportunity can meet all the criteria the decision maker is after, but if it is outside of their budget, they likely can’t pull the trigger. To save everyone’s time, make sure to provide information on the cost range of your product or service.