{"id":1188,"date":"2019-07-10T11:03:42","date_gmt":"2019-07-10T11:03:42","guid":{"rendered":"https:\/\/www.rainmakers.co\/blog\/?p=1188"},"modified":"2022-12-06T20:25:57","modified_gmt":"2022-12-06T20:25:57","slug":"sales-class-a-lesson-on-introductions-by-lauren-bailey","status":"publish","type":"post","link":"https:\/\/rainmakers.co\/blog\/sales-class-a-lesson-on-introductions-by-lauren-bailey\/","title":{"rendered":"How To Make A Sales Introduction"},"content":{"rendered":"\n

A Lesson On Introductions<\/strong><\/h2>\n\n\n\n

Lauren Bailey from Factor 8 lays out some of her most useful introduction tips when making cold calls as a sales rep<\/a>. It\u2019s easy to fall into a routine of mediocre and mundane intros that often lead nowhere. Her insight below will stop that and help new and experienced sales reps become more effective at cold call introductions.<\/p>\n\n\n\n

6 Sales Intros to Avoid<\/strong><\/h3>\n\n\n\n

1. \u201cThe show-up and throw-up\u201d <\/em><\/strong><\/p>\n\n\n\n

They are saying hi and going into company backstories, awards, and numbers without giving them any time to talk or respond. The person answering the phone will get off the phone as soon as possible.<\/p>\n\n\n\n

2. \u201cThe yeah, it’s my value prop\u201d<\/strong><\/em><\/p>\n\n\n\n

Sometimes starting with the value prop is mistaken for an intro like the \u201cshow up and throw up,\u201d and the person answering will try to get off the phone.<\/p>\n\n\n\n

3. \u201cThe get out of jail free intro.\u201d<\/strong><\/em><\/p>\n\n\n\n

In your pitch, you may say: \u201cAre you the person in charge of [job title]?\u201d But, again, be more compelling than starting by asking them if they are in charge of their prominent role.<\/p>\n\n\n\n

4. \u201cThe good for you intro\u201d<\/strong><\/em><\/p>\n\n\n\n

\u201cI\u2019m just calling to introduce myself\u201d – Good for the caller, but not always suitable for the answerer.<\/p>\n\n\n\n

5. \u201cThe setup intro\u201d<\/em><\/strong><\/p>\n\n\n\n

Asking a question they can’t say no to\u2026 \u201cwould you be interested in saving money?\u201d People can tell they are forced to answer a question to keep the conversation going.<\/p>\n\n\n\n

6. \u201cThe toucher intro\u201d<\/em><\/strong><\/p>\n\n\n\n

People don’t want to be checked in on or have their bases touched.<\/p>\n\n\n\n

Good intros should be SWIFT<\/strong><\/h3>\n\n\n\n

S<\/strong>o W<\/strong>hat’s I<\/strong>n it F<\/strong>or T<\/strong>hem = Swift<\/strong>.
<\/p>\n\n\n\n

The key is not to tell them who you are and what you do. The key is to get them talking about what they do and what they need help with. <\/p>\n\n\n\n

When starting a call, use the name of the person you are calling during your intro to get their attention. Then, tell them who you are and who you work for in a quick, abbreviated way. Finally, quickly explain why you are calling and how your services will benefit them directly. <\/p>\n\n\n\n

Once you have their partial attention, you can lead off with questions to get them talking. The bottom line is that people care most about saving time and making things easier for themselves.

Pick a feature or aspect of your product that <\/strong>will make the prospect’s life easier. Try to use the word \u201cValue\u201d when possible. <\/strong>
<\/p>\n\n\n\n