As a sales professional or business owner, you're always selling yourself or your product. Whether you're attending a networking event or trade show, you only have a few seconds to introduce yourself and grab the prospect's attention. Do you remember how you introduced yourself to a prospect at the last networking event you attended? The prospect probably asked you, “What do you do?” You probably said something like this:
* I am a graphic designer and I design marketing materials.
* I am an account executive and I sell advertising space in magazines.
Now, these are typical responses that describe what you do. There's nothing unique about these statements that sets you apart from the competition.If you want your prospects to sit up and listen, create a message that grabs their attention in the first 60 seconds. Creating a compelling sales message that addresses your prospects' needs is both an opportunity to promote your services and a way to separate yourself from the rest. It will make the prospect want to know more about you.
Your selling statement must be vivid, specific, and easy to remember. Your main objective for your sales message is to get the prospect to say, “Wow, you're exactly what I need! Can I have your card?” Better still, it will make them say, “I want to work with you! When can we talk?”
As you create your compelling sales message, consider two strong motivators that drive people to buy or take action. The motivators are “Pain” and “Gain.”
The first motivator is “Pain.” Pain is another way of avoiding or fixing a problem, concern, or predicament. When creating your compelling sales message, focus first on the pain you can alleviate because it appeals to the stronger of the two motivators.
EXAMPLES:
“I work with business owners who find it challenging to design their marketing materials.”
“I sell ad space to people who want to sell their product, but are afraid of putting their advertising dollars in the wrong publication.”
The use of verbs such as “challenged, frustrated, concerned, worried, stopped, and afraid” in the sales message addresses the prospect's pain. The prospect wants to be relieved of pain as quickly as possible.
The second motivator is “Gain.” People are motivated to buy or take action in order to improve a situation. Saving money, making money, saving time, becoming more efficient, improving service are just a few examples.
EXAMPLES:
“I help business owners create marketing materials that stand out in the marketplace, attracting new clients with ease.”
“I help people make advertising decisions that save them money and bring them many sales.”
Expressing in positive words the ways you help people and the results they gain from working with you will motivate potential clients to find out more about your service.
ASSIGNMENT:
Using the motivators “Pain” and “Gain,” create a powerful and compelling sales message. Practice saying it until you have memorized it. Then start saying it at your next networking event or trade show. Keep in mind, your sales message will change over time and will need to be tailored slightly to your audience.
(c) All Rights Reserved.
The Movie Gone In 60 Seconds
Writing Tip #1: After you run your spell checking software, go back and re-read your writing. Few people are good spellers, which is why so many of us rely on spell checking software. Unfortunately, spell checkers have their own flaws and sometimes flag silly errors. For example, the words "form" and "from" are both good, legitimate words. But if you wrote a business letter that said, "We took $200 form your checking account to cover the payment," most spell checkers won't catch that oversight. Yet this simple typo changed the meaning of the sentence. Spell checkers are a convenience; they are neither authoritative nor foolproof, so don't rely on them. Always read through your writing at least once after you spell check -- and keep a dictionary handy.
Writing Tip #2: Use that famous "KISS" principle for your punctuation. You know the rule, don't you? "Keep It Simple, Stupid." Apply this rule to punctuation. If you don't know how or when to use a semicolon, then avoid semicolons; you'll only display ignorance if you get it wrong. In keeping with that KISS principle, limit your use of commas. Far too many people use far too many commas. Just because a sentence is long does not mean it needs a comma. Well-placed commas make reading easier. Commas thrown in simply to break up words are incorrect and distracting. Another important rule of punctuation is to avoid using exclamation marks, almost always. If your choice of words, sentence structure, and overall prose don't convey the sense of excitement you are seeking, then using an exclamation mark won't do it. If your writing conveys your sense of excitement, an exclamation point is, well, pointless.
Writing Tip #3: Make sure your writing is grammatically correct. You don't need the skills of an English teacher to use correct grammar. You simply need to learn the basics -- verbs and subjects agree in number, for example. That is, "he was" is correct; "they were" is correct. To say "they was" is incorrect. If you are not sure about using grammar, especially if English isn't your "first" language, go to some good reference sites for fundamental English grammar and usage. (If you are writing in another language, the same advice holds true for that language.) Invest in a good, basic grammar book or style manual. Check with any bookstore, online or offline, and you can find one.
4. When you finish some writing, put it aside for a couple of hours or days (if possible), then re-read it before you let go of it. Of course, if you're writing or dictating a business letter or other "time-sensitive" document, this may not be possible. If you set your article or story aside for a day, then re-read it, you may notice glaring errors or want to make significant changes. And you thought before you had finished. Many writers and teachers have commented that all true writing is done in the rewriting. Take that advice to heart and you will significantly improve your writing.
These four steps, rechecking your spelling, taking care with punctuation, watching for fundamental grammar errors, and rewriting, will improve your writing. They are proven tools used by every wordsmith.
Both Rochelle Togo-figa & Jesse Dawson are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Rochelle Togo-figa has sinced written about articles on various topics from Careers and Job Hunting, Prospects and Prospects. Rochelle Togo-Figa, creator of the Sales Breakthrough System(TM), a proven sales process that helps you close more sales and sign on more clients. Sign up for free sales articles and teleclasses, visit. Rochelle Togo-figa's top article generates over 590 views. to your Favourites.
A Brief History Of Mexico I cant imagine what I would see in a crystal ball if I were to search for changes in television technology, but I know that improvements and innovative concepts are explored daily