3/24/2015
2015 Prospecting: Every Phone Message Should Include A Compelling Statement
The Keys to getting responses from your clients is to say or do something that is different than what everyone else says and does. You must ask yourself; “Is what I’m doing different than what everybody else does?” There are three critical parts to every good message. You must have:
Compelling Headline or Delivery
Your introduction must be different to attract their attention. For example:
• Everyone else sends an expired letter in the mail- You send it via Fed Ex
• Everyone else puts an open house sign out- You use balloons
• Everyone else calls on the phone- You stop by
• Everyone else tells them the problem – You tease them and say:
“You won’t believe what’s happening here!” – Make them call to find out.
“This is not what you think it is!”- Make them call to explain.
“It’s finally changed!” – Don’t tell them how it’s changed.
“Not Again! This is unbelievable!” – They must call to find out what it is.
Photo by NEC Corporation of America: used under Creative Commons license
Interesting copy
You only have seconds to keep their attention. Less is more. Be brief, be direct and get to the point! For example:
Highlight and send a listing sheet.
Include photos with brief captions.
Send an article and highlight key info.
Exciting Call-to-Action
Don’t be timid. Ask yourself; “Does my message compel them to contact me?” If your message doesn’t convey confidence, your clients won’t trust that you can get the job done. Be Strong! Don’t say, “please” or beg your prospects for their business. Good examples of powerful Calls-To-Action include:
“We need to talk as soon as possible.”
“Call me at your earliest convenience.”
“This won’t last, let’s talk.”
If you’re not sure exactly what you’re going to say when they respond, use a Two-Step Approach. First, let them know you’re with a client, or completing a project, and will call back as soon as you’re finished. That, then, will give you time to craft your strategy. Remember, if you spend a ton of time preparing for a call-back and don’t get one, you’ve just mastered the 80%’er’s!