We've Helped Clients Similar to You...

EP Huddle #11

The intro to a phone call is really important. Especially when it's the first contact you've made with a prospect. And, there are several ways to introduce yourself and why you're calling, break the ice and then move into the purpose of the call.

One of the most effective things to do is to quickly identify how you've helped people similar to the prospect. And you can do this in a few different ways, which lets you stay fresh and also try different phrases to see what resonates best.

• "I wanted to introduce myself and share how we're helping small business owners in your area..."
• "We are helping small business owners in your area, and I wanted to share some of the ways they're accomplishing their goals by..."
• "I've been talking to a lot of people in your area and they all seem to..."
• "I talk with a lot of business owners and they tell me..."

Beginning a call this way removes the selling factor. Instead, you're introducing yourself and hoping to share things you've learned from talking with people similar to them. You're talking the education approach, which is typically reason enough for someone to hear you out and commit to spend a few minutes listening to what you have to say.

As a team:
Discuss as a group various ways you help different types of customers. Think about the company size, type of decision makers, challenges your product/service solves, etc. Come up with a list and have each sales rep (and customer service rep) write down various examples and keep it on their desk. Practice this approach until it's second nature.

Follow this model: I've been talking with a lot of __________ (job title or type of company) and they're saying __________ (pain point). We've been able to help them by __________ (solution) which provides them with __________ (result).

In addition to using this early into the call to build credibility, this is also a good exercise which will help you during sales presentations and negotiations to share specific ways you're helping other people just like them.

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