Eight Things to Consider before Communicating to Prospects

by | Jun 19, 2014 | Sales Motiviation

By Jeff Beals

Before you start communicating with prospective clients, make sure you have addressed the following eight things:

1.  Your communication plan should be designed only after you have established the core message that needs to be conveyed to prospective clients.

2.  Communication tactics should address eight key concerns buyers have about your product: saves money; makes money; reduces stress; saves time; is easy to use; provides security; boosts ego; makes them feel good about themselves .

3. If you want to make an impression, your marketing-message frequency may have to be higher than you ever imagined .

4. To stand out among a sea of marketing mailers, try using an odd shape or size or even pop a letter in a FedEx envelope .

5. Just because you have new communication technology doesn’t mean you can stray from proven, bed-rock principles of marketing .

6. During early sales calls, establish rapport . Focus on relationship building in later calls .

7. Because prospects return fewer than 10 percent of sales- oriented voicemails, make them interesting and never say you’re calling just to “touch base .”

8. Consider using a third party to dig up information in order to determine if your prospect is telling you the truth .

Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

Click here to subscribe to Jeff’s weekly articles!http://bit.ly/1l86RC6 

Click here to see sample videos of Jeff speaking to live audiences!  http://bit.ly/1gZqcoA  

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. He delivers compelling speeches and sales-training workshops worldwide. He has spoken in 5 countries and 41 states. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

To discuss booking a presentation, go to JeffBeals.com or send an email to info@jeffbeals.com.

SOCIAL PROOF: How to get glowing testimonials & valuable referrals

Make sure your sales arsenal is stocked with this powerful FREE sales tool!


We are now recruiting for the Sales Leader Mastermind Group’s 2019-2020 class which will begin on Thursday, November 7, 2019.