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How to Get Prospects Listening

Oct 9, 2007
Imagine you're standing in front of a group of 100 people. You don't really know these people, but you've been given the opportunity to get up and say a few words about your business. What would you say?

If you know much about marketing, you know that the first thing you'd want to do is get your prospects' attention. So, here's what I want to ask you. Would you rather get the attention of all 100 people or would you rather get the attention of a small percentage, say 10% of those 100 people? Answer that in your mind before you read on.

If you're like most people you probably thought, "I'd rather get the attention of 100 people than 10. Duh!" But that's where the problem begins. Because you'd rather get the attention of 100 people than 10, you usually say something with the intention of getting everyone to want to buy your product or service.

I'll bet you've heard the old saying, "You can't please all the people all the time." I'd even be willing to bet that you've said that a few times in your life. Perhaps it's time to really take that old saying to heart. If you can't please all the people all the time, why bother trying? What a waste of energy. And in this example of standing in front of 100 people, it's a wasted opportunity.

You'd be much better off designing a short pitch that's targeted to a small specific group of people, but because it's so targeted to that group, they would know that you are talking to them. And further more, they'd most likely come running up to you wanting to know when or how they could get your product or service.

Imagine going to a networking meeting and hearing someone say, "I'm a bankruptcy lawyer. If you're looking at a possible bankruptcy, you need someone who knows this area of the law inside and out. Also, be sure to come see me if you need a divorce lawyer, if you're going to file a suit against someone, if you're in a car accident, or if you need a will. I can handle all of that." As soon as the lawyer mentions all these other things that he can do, your mind fails to classify him as the person to call if you face a bankruptcy a year down the road.

This is what happens when we think we need to get everyone's attention, when we think we need to get as many of these potential clients in our door as humanly possible -- we often end up struggling to find good, consistent, and loyal customers who recommend us to others. But consider what could happen if you could get your prospects to listen? Notice I said your prospects, and not any old prospect. The key is identifying your ideal prospect.

The reason we often shy away from focusing on a particular targeted group is that we think it's going to limit our business. However, the truth is that it helps your business to grow much more quickly. Again, the key is to speak to a very select group. If you would imagine yourself back in front of those 100 people again, what could you say that would cause your ideal prospect to not only listen, but also to sit up, even stand up and ask when he can get what you're selling.
About the Author
Author and Professional Speaker, Tammy Stanley directs The Sales Refinery, a sales training firm that assists independent sales professionals generate more business through powerful marketing, selling and leadership strategies. Click here to get your FREE report, 3 Simple Secrets to Attracting More Business "
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