When you’re lead prospecting or cold calling, you don’t have a lot of time to get your message across. That’s why it’s so important to use powerful sales words that will catch the prospect’s attention and make him or her want to hear more. This list of 10 words can get you started.
1. “You” or “[Customer Name]”
Many beginning salespeople make the mistake of talking about how wonderful their agency is. The prospect doesn’t care about that. The prospect wants to know how you can help him or her. People also respond well to hearing their own names rather than a generic pitch. Whenever possible, use “you” statements such as, “I know you’ve had to switch insurance companies three times in the past year. I can help you find a plan that fits your needs so you won’t have to worry about switching again.”
Everyone likes the idea of getting something for nothing, so throw a freebie into your sales pitch whenever possible.
The word “guaranteed” is a powerful message to prospects that you stand behind your service or product and that, if they are not satisfied, they can expect to get the problem resolved or to get their money back.
The word “revolutionary” evokes a pleasant sense of patriotism in American clients; moreover, it calls to mind something new and groundbreaking. Make your prospects feel as though they are getting in on something new and big, and you’re more likely to walk away with a sale.
“Discount” isn’t quite as good as “free,” but it still makes prospects feel as if they’re getting a good deal.
The phrase “time-limited” may help get undecided prospects off the fence. Offer them the best deal you can, but make it clear that the terms you are offering expire within a few days or even a few hours. This may be all the incentive the client needs to sign that contract.
7. “Special Offer”
Terms like “special offer” make prospects feel like their business of such value that you’re willing to offer them a deal that you don’t offer everyone else.
The word introducing implies that you have a new product or service to offer. Most prospects can’t help but be a little curious about what that might be.
The word “opportunity” makes it sound as if you are offering the prospect something valuable and new. Most people, for instance, love the idea of having the “opportunity” to get in on the ground floor of something “revolutionary.”
“Exclusive” calls to mind special and preferential treatment. If you tell a prospect, “My bosses have given me the authority to make you this exclusive offer,” he or she will probably be very interested in whatever you’re about to put on the table.
Cold calling and lead prospecting can be challenging work, but focusing on using powerful sales language can help you convert prospects to customers.