Yes, YOU … Got your attention did not I? I'm going to reveal to you a drop dead simple way to grab your prospects interest and structure your pitch in such a way, it will have him salivating for more! As a telemarketer, you need to make plenty of cold calls on the phone and sell your products to complete strangers. There are plenty of telemarketers out there, so do you know how to differentiate yourself from the rest of them?
When you first contact with your prospect on the phone, you only have 10 seconds to make a favorable impression. So what can you say or do, that would put him in a receptive state of mind so you can pitch your product? Use these strategies outlined to create high interest and curiosity for your service or product:
1. Use the word YOU, YOUR or his NAME more often:
By either using YOU, YOUR or your prospects name, you are instantly drawing his attention into your conversation. Prospects are often distracted when you speak to them, but by frequently mentioning these three magic words, he will be listening intently to what you say.
2. Structure your pitch for the WIIFM:
WIIFM stands for What Is In It For Me. This is something that you must keep in mind at all times when you sell. Many telemarketers speak of product features eg this lawn mower has an engine that goes at 1000 rounds per minute!
You have to sell the benefits, or What Is In It For Me. eg this lawn mower can cut your grass in half the time and extra short too! Use the WIIFM and your sales pitch will make a whole lot more sense to your prospect, he will be more interested in your product, because he is thinking how it would apply to his life.
3. Use action words that sizzle:
The proper use of words can be powerful. Words can stir our emotions, change attitudes and persuade us to a point. Here is a secret, DESCRIPTIVE LANGUAGE is the key to turning up the temperature of your pitch so it sizzles. Here is an example:
Let's say you were selling some new fancy toothpaste to remove coffee and tobacco stains from your teeth.
Normal pitch: This toothpaste contains calcium phosphate to help remove coffee and tobacco stains from your teeth.
Descriptive pitch: This NEW REVOLUTIONARY toothpaste contains a SECRET ingredient that will TRANSFORM your stained teeth into PEARLY WHITE shiners!
One sure fire way to improve the quality of your telemarketing pitch is to draft it out first. Instead of reciting your product features, write it so it addresses the specific needs of your prospect.
When you have created the first draft, review it and try to place as many YOU and YOUR in the pitch. Ask yourself, has the pitch clearly stated WIIFM and have you spiced it up with the use of descriptive language?
If you have followed these 3 things, you will find your prospect responding much better to what you say, you will create more excitement and enthusiasm for what you sell and your prospect will be asking more questions about your product / service, a sure sign he It is curious to your offer.