Today’s Post is brought to us by Christine Aquin Pope, CEO of Gunpowderbusiness, North America’s premier Lead Generation Company, who will be facilitating a conference session at TS2 2010, Tuesday, July 13 from 8:30 am – 10:0 am on this topic. For session details and to register for the event, please visit www.ts2show.com.
Are you FAMISHED?
Prospecting for new business can be a daunting task at the best of times. Here are 8 steps to help you bulletproof yourself from rejection and set yourself up for success.
FAMISHED is an acronym. Here’s what it stands for.
“F” is for FIND a point of entry. This is a specific person, preferably with signing authority, whom you want to talk to, and who can move your sale forward. Ideally, you should identify more than one person within the enterprise with whom you can speak about your offering.
“A” is for ASK permission. (“Have I caught you at a good time?”) This step is optional. As a medium, the telephone is highly intrusive; there is no point in talking to a person who is not listening to you. By asking when a good time to call back would be, you may be able to get your first commitment. Make a positive impression … by respecting the other person’s time! If you can tell instantly that the individual you’ve reached has a positive attitude, you can skip this step and move on to…
“M” is for MATCH the person’s tonality and pace of speaking. This is very important. You must establish conversational harmony. Let the other person’s tone and pacing serve as the “ground rules” for this conversation.
“I” is for INTENTION. Say exactly why you are calling: “I’m calling to set up a meeting with your CIO.” Speak with confidence when you state your intention.
“S” is for SUCCESS STORY FOR CREDIBILITY. Start identifying the people and/or companies your company has worked with. Briefly and authoritatively tell the story of why they chose you and why they decided to stay with you. To gain credibility, you MUST share success stories that will benefit the person you are talking to.
“H” is for HOT BUTTONS. These are the specific benefits you identified on your research. Ask good questions.
“E” is for EXPECT THE NO. People are busy. Don’t imagine they will instantly buy into your message. Anticipate resistance; don’t be thrown by it. Get ready for it by remembering the power of three: Have at least three questions ready when you hear the “no” — and be ready with the rebuttal. This is an extremely important bullet-proofing step. We call this hand to hand combat for a reason. Be prepared, and you won’t get slaughtered.
“D” is for DO IT AGAIN. Make at least three direct, polite requests for the face to face meeting. Give different reasons for each. IF YOU ONLY MAKE ONE ATTEMPT TO GET THE MEETING, YOU ARE NOT HUNGRY ENOUGH!
CEOs take note: Practice and role-playing are absolutely essential before you allow someone to represent your brand.
You must be FAMISHED if you expect to win the meeting! And yes, that’s both an acronym and a state of mind.
From the book “Blast Open Big Doors”
Author Christine Aquin Pope
CEO of Gunpowderbusiness, North Americas premier Lead Generation Company.