help manage their time
Perfection is achieved not when there is nothing more to add,
but when there is nothing left to take away.
Antoine de Saint Exupery (1900 - 1944)
French aviator and writer, wrote The Little Prince
Consider for a moment, the time management efforts of your prospects & customers. Generally speaking, most people have a tremendous number of activities on their plates each day. As a result, they (like you) have their own time management challenges each week.
Those business professionals who deliver the most value to the prospect and customer in a clear and concise way with each contact will be those professionals who have their calls returned, meetings taken, and emails replied to (ever avoid responding, engaging with or asking a question of someone who's known to be a "talker"?).
Over the next two weeks, evaluate your regular communications with prospects and customers (by phone, email, voice mail, in person, etc.). Check yourself for unneeded verbiage, vague communication, and cluttered presentation. Make it easy for your prospects and customers to...
- understand what's in it for them
- how they can sell the purchase within their department or home, and
- how they can get started or take delivery
The clock is ticking with every contact. Create a feeling (a trademark) of efficiency, value, and respect with your prospects and customers.
Help them manage their time more effectively and rise above the noise.
5 quick and actionable ideas
Some quick and actionable ideas to start branding you and your team with a trademark of efficiency, value and respect with your prospects and customers...
- script all common verbal and email communications (those that you do every sales day and in every sales process)
- lead your written and verbal communications with the information that you believe the contact will value most; conclude with the lesser important support information or consider eliminating it until it's requested
- repeat your phone number on voice mail messages twice at the conclusion of your message; slow it down the second time
- bullet and/ or separate the very necessary facts of your written communications
(email, letter, fax) - anticipate your prospects' and customers' needs for additional information and deliver it (verbally or written) before it's requested; use it as a concrete reason to contact or visit rather than "just checking in"
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