Review the follow tips below. Understanding and adhering to these simple, but easy to overlooked advice can help you in a big way become a success at your job! Some points may require more explanation. Ask for more clarification in your coaching sessions.
1. Create a POWER STATEMENT, a 15 second statement conveying who we are and what we do. Rather than the long cumbersome presentation that everyone is giving.
2. Understand that controlling Tones, Pitch, Words, and Timing are the initial elements of compelling conversations
3. Being prepared to reply to the most common objections/questions (see “what to say’ tab)
4. Don’t end a statement without asking a question.
5. Know the calendar – don’t make the prospect wait for a date & time.
6. Avoid demanding the prospect accept the invite – explain why.
7. Be clear with the name of our company – NOW CFO.
8. Avoid giving the presentation to the Receptionist
9. The other person doesn’t always use quality conversation skills.
10. Don’t rely on printed information in Zoom or LinkedIn – ASK QUESTIONS to clarify.
11. Explain why people should accept the calendar invite.
12. Say, ”I would like to get my managing partner together with Accounting people”
13. Ask if they have any questions for you.
14. My Managing Partner is a licensed CPA
15. Say, “for that reason…”
16. We need to be CLEAR with the intent and how the meeting looks (in-person visit).
17. Don’t assume the other person knows what you are talking about.
18. Avoid leaving too long of voice message. Should be 15 to 20 seconds (FL3x)
19. I suggest not saying “my managing partner wants to meet with you” you can say, “ I would like to get you and the managing partner together for a meeting”.
20. Sometimes you don’t need to be so formal – don’t need to say “let me explain the intent of the meeting” just get into it or say “our goal is to get better acquainted with you and to share with you what we do.”
21. Confirm – “you are going to like “MP/BDR” and what they will share with you.
22. We should clarify that the coffee is our treat.
23. Be careful to not go right into setting an appointment without clarity of we are and what we do.
24. Understand Hunters and “Huntee’s”
25. Be mindful that the prospect may not be a qualified prospect, they may be either looking for a job, career change or to sell us on their services. Probe further to determine their true purpose.