MOST of the people who are in need of what you sell don’t even know they have a need. Therefore, they will not seek help on their own. If you are to be successful you must identify your target market and then begin to contact those people.
The most effective way is to pick up the phone and call these people to see if they have any interest in talking with someone who does what you do. This approach is not complicated or difficult. The key to being successful in this approach is to have an effective 30 second commercial that identifies 3 to 5 “pains” that you help people fix or improve.
“My name is _________. May I take 30 seconds and tell you why I called and you can tell me if you want to talk any further?” (Most people will say OK. Some will not. Don’t worry about it. Just hang up and call someone else.)
“I work with clients who are
Frustrated…
Upset…
Concerned…
Angry…
Once you have completed this ask them “Are any of these things important enough for you to spend two minutes talking about ?” (If they say yes continue by asking “Which of these issues is the most important?”
Get them talking and you will help them discover for themselves that they may need what you have.
If you will use this approach you can make 35 dials per hour, contact 5 to 7 people, and make a least one appointment. The beauty of this approach is that it is quick and inexpensive.