Consider this: people who do a Google search for [YOUR SERVICES] and submit requests to be contacted are undoubtedly in a heightened emotional state of mind. They want help, but they don’t want to be “sold” to, right? No one likes being rushed or pressured into making decisions about anything—even when they asked for help!
It’s weird, I know—but true. If you sound like you want something on an initial interaction about anything, you’ll be sending off the exact type of signals that cause your potential clients to tune out and run away.
So, having a team that reaches out first but purposefully doesn’t sell anything is a counterintuitive and strategic approach that caters to the heightened-emotional mindsets of your potential customers. Employing the art of being “purposefully vague” on initial interactions, Team 1 shouldn’t:
- provide in-depth explanations for how anything works
- diagnose issues or prescribe recommendations, or
- provide quotes or estimates
Interaction 1 should be strategically brief to give the leads a reason to look forward to (and set up) the next step in the process (kinda like how a really good opening band plays a quick set before the headliner goes on and gets the crowd pumped).
I’ve said this many times in training sessions:
“I’m not concerned with what a lead KNOWS when they get off the phone after the initial interaction … I’m concerned with how they FEEL.”