You may feel it's unfair but unfortunately it's true. We live in a world of pre-judgment and knee-jerk reactions. This fact makes it especially challenging when reaching out to make contact with a new prospect.
There are three triggers that will cause a prospect to form a negative perception of you each and every time. They are:
- An accelerated rate of speech. Of course you don't want to be lethargic and speak too slowly however a "fast talker" is immediately associated with the slick salesperson who is selfishly out for themselves. In contrast when your pacing is relaxed and conversational you will be perceived as genuine, begin to build credibility and will buy yourself precious time!
- Overuse of the prospects name. "Bill the reason I'm calling you today is to introduce you to a fantastic opportunity. We're offering people in your town, Bill, a great rate on the newspaper. But Bill, in order for you to take advantage of this great opportunity you must act now!" It is true the sweetest sound a person can hear is their name! However use the prospect's name sparingly otherwise you will be quickly pegged as insincere and manipulative.
- An ineffective tone of voice. Your tone of voice is probably the most powerful tool you have. It is also the element that can do you the most harm in the shortest period of time! You need to be enthusiastic but avoid coming across like a "cheerleader"! Your voice must project sincere interest in the prospect but shouldn't come across as "artificial". You must sound confident and articulate but stay clear of being perceived as a "steamroller".
Your approach to how you communicate with others is probably the single most important area for you to continuously work on. You will differentiate yourself and be richly rewarded for any and all efforts you put forth!
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