You have to get your prospects attention very quickly, so key points in a quick introduction are necessary. If you can get them interested in the first part, then you can get more detailed. Hooking them in is the first part of any sales pitch. If they aren't interested, you will be wasting your time giving them the details.
So to start off with, I like to offer them something they don't have. And asking questions is a good way to get people engaged and keep them interested. If you don't believe they have a website, ask them if they do. Really, the answer isn't that important, it's the follow up question.
I follow up with "and how many people do you have marketing your products?" You will likely get a funny look and an answer similar to "umm...nobody." (*Joke* If they say yes, ask them to teach you their ways *Joke*) This is your in. I like to mention that SFI has over 1.8 million affiliates available to advertise products all around the world. Of course not everybody is active and not everybody advertises ALL of the products available, so I like to say over a million affiliates.
If they are skeptical, that makes it a good time to mention there are over 5,000 ECAs all over the world. After this, you should have their full attention. If not, thank them for their time, give them your card, ask them to give you a call, and leave.
If you have their attention, tell them about being able to set up their own store front for free and how they can have their products available online in just a few days. This is when you give them the numbers and how this is for them.
Of course this is all just how I like to approach ECA prospects, so you will have to make up your own method. Just keep in mind that to a business man, time is money. And if he starts thinking you are wasting his time, you are wasting yours, because he is no longer listening.
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You have to get your prospects attention very quickly, so key points in a quick introduction are necessary. If you can get them interested in the first part, then you can get more detailed. Hooking them in is the first part of any sales pitch. If they aren't interested, you will be wasting your time giving them the details.
So to start off with, I like to offer them something they don't have. And asking questions is a good way to get people engaged and keep them interested. If you don't
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