When a decision maker answers your call, you have 27 seconds to earn the right to pitch your product or service. That’s it, just 27 seconds. And a lot needs to be done to earn that right – Who are you? Why are you calling? What do you want? – and you must do it in a fleeting moment with near surgical precision. At this point, you may be asking why this post has odd formatting or sentence structure. I would love to explain why, but unfortunately at the end of this sentence, my 27 seconds are up!
You cannot say hello then just straight into a pitch and expect the call to be successful. Introducing yourself, and earning the right to pitch is one of the most important parts of prospecting. Doing it right is the key to every successful sales team.There are 5 main points that you need to hit to earn the right to pitch a decision maker. They need to be greeted properly, know who you are, why you’re calling, be provided with a credibility and value statement, and then engaged – all within a time span that is less than your average radio commercial.
The proper greeting. To formulate the proper greeting, you must first understand your prospect and their role in the organization. Be professional at all times, and respect the prospect and their time.
Who are you? This isn’t a deep, philosophical question – its just your name and the company or service you represent.
Why are you calling? Get to the nitty gritty here. A powerful 1 sentence statement about your company or service.
Credibility / value statement. Building instant credibility and adding value is key. Your prospect now knows who you are, and why you’re calling – now tell them why its important for them to want to continue the conversation.
Prospect engagement. Now the fun begins! With successful engagement, you have earned the right to pitch your wares.