Question

Topic: Strategy

What Is The Catchy Introduction To The Customers?

Posted by Anonymous on 5/24/2005 at 5:14 AM ET 250 Points
I would want to know what kind of catchy introduction that I could use for me to get the attention of a customer.
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  • Posted by Chris Blackman on 5/24/2005 at 5:36 AM Member
    You'll have to give us a few more details here.

    What are you selling? Where are you selling it? Who are the customers whose attention you are trying to attract? What other attractions or competitors are you competing with in this same area?

    With more details maybe someone can help.

    Your question as asked is so generic that nobody will know where to start.

    ChrisB
  • Posted by michael on 5/24/2005 at 10:57 AM Accepted
    Marianne,

    "Hot buttons" are always the best way to open regardless of the product or service. Take a look at the journals for the industry in which you're selling. What are they talking about? That'll give you a good start.


    Michael
  • Posted by Chris Blackman on 5/26/2005 at 2:27 AM Accepted
    You need to open with something that is in the customer's language, which fits with their perception of what your value proposition is.

    Hence my question about what business you are in, what you are selling...

    There's a world of difference between shouting out "Hot Dogs, get your hot dogs here" at a ball game, and selling multi-million ERP systems to the CIO of a Fortune 500 company.

    Jumping from behind a rock and hoping the prospect is in the mood for your message won't work either.

    Whom you choose to approach, and where you choose to approach them, are just as important as how...

    Give us a bit more to work with here, and maybe we can help you tailor something specific. Otherwise all you'll get is generic advice on how, rather than what, to do.

    ChrisB

  • Posted by wnelson on 5/27/2005 at 12:13 PM Accepted
    Well, independent of information on the product, market, and sales situation (cold calling, existing account, new sales person, etc), a good way to get your customers' attention is via the "Elevator Pitch" technique. The scenario is that an entrepreneurs happens upon an investor in an elevator and the investor says, "What do you do?" He has 60 seconds to make his sale. In a sales situation, it's much the same. You have 60 seconds to make that impression before the prospects eyes glaze over. So, here's the formula: You have 10 seconds to state a compelling reason why your product is the best choice out there. The "claims" have to be in concrete terms that excite the customer.

    "Hi, I'm Marianne and I sell Easystreet widgets. I have sold these widgets to companies just like yours and they saved an average of $25 per unit." If the customer buys 100,000 per year, $2.5M in savings will get him excited.

    You spend the next 50 seconds backing up your claims. At the end of the minute, if successful, the customer will invite you to spend more time with him to tell him more.

    Wayde N.
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