Getting a prospect’s attention these days is quite challenging. Prospects are bombarded every day with calls, emails, direct mail and social media for meeting requests to consider your products and services. In fact, most business executives are estimated to receive an average of 200 communications EVERY day.

How can you effectively alleviate the barrier of entry and successfully get their interest for that initial meeting? It’s a challenge today that all sales professionals face. Even though you’re great in front of the customer, you’re challenged to get that first appointment! Let’s look at the 3 ways to improve your chances of getting that first meeting.

The first major problem you face when making that initial call to a prospect is their indifference. It’s bad enough that you might be calling someone that doesn’t know you, but just as important is how you can get their immediate attention to hear why they should spend the time to meet with you. Is there a need you can address and if so how bad is that pain?

Step One:  Figure Out What Their Issue Is

To peak their interest, start by stating an issue that your research telegram data shows to be the most likely one they are facing today. Given the uncertainty of our economy, one issue that would get the attention of most prospects might be cash flow.

Test that hypothesis by saying, “Most of my clients say that one of their biggest challenges right now is the need to improve cash flow. How much of an issue is cash flow for you today?”

There are several issues that can be of concern to companies/individuals today. It’s fairly easy to uncover improv comedy techniques to improve what those top issues are in your specific industry. Good research to identify their most common issues will pay off by getting their attention.

Step Two:  Explain the Impact of Their Issue on Business

Once you have their attention, help them understand the impact of that issue on their business. Heighten the issue by asking impact questions. Impact questions reveal how the issue can implicate shops 9177 other areas of their business.

For example, ask, “If cash flow is an issue, how does that impact your investment goals in equipment or application software or expansion goals? What’s the impact on your hiring strategy? What’s the impact on your customer satisfaction goals?”