When you first reach out to a prospect, how can you be sure they will open your email or listen to your voicemail? After all, they are extremely busy, and they probably get dozens of sales calls and emails every week. Want to know the secret to getting a buyer’s attention and moving them forward in the sales process? You need to create intrigue. Intrigue isn’t just about standing out, though. Any interesting subject line can do that. Instead, you need to follow a few basic principles to make your message intriguing, actionable, and persuasive. The best B2B sales training can help show your sales team how to create intrigue in multiple ways. Here are a few things to know about creating intrigue and how it can benefit your sales process.
Why Should You Learn to Create Intrigue?
Intrigue is the first step in a process that ends with your prospect making a purchase. Intrigue gets them to open the email, listen to your voicemail, or read your social media message. It helps you stand out from the dozens or hundreds of other salespeople competing for their attention.
Imagine you are scrolling through your email. You’ve been feeling unproductive lately, and your business is starting to suffer because you can’t seem to organize your work enough to make any meaningful progress. You see the usual email subject lines. “Take 50% off now,” “Can I have 15 minutes of your time?” “We have an offer we think you can’t refuse.” You scroll past without even thinking twice about the contents of these emails. Then, you see a subject line that says, “Attention small business owners: Your disorganization is costing you tens of thousands of dollars.”
The intrigue has broken your normal train of thought, and you open the email. You discover an all-inclusive organization software marketed to small businesses. You’ve taken the first step. While the generic or irrelevant subject lines fall by the wayside, this seller was able to accurately diagnose your problem to a tee. This is the type of intrigue every salesperson should aim to create.
The Best Virtual Sales Training Teaches These 3 Methods for Generating Intrigue
So how do you make your buyer take that first step? How do you generate intrigue that works? There are a lot of different methods, but the best virtual sales training teaches these three main strategies.
Surprise
Surprise is an excellent way to stand out among all of the other letters, messages, and emails a buyer receives. It also lets you get creative in ways that keep your sales outreach fresh and exciting. The organization software that you clicked on before? Maybe they could have performed outreach in the form of a cupcake delivery, handwritten letter, or video message. All of these ways would help them stand out in the clutter of your inbox because they break from the norm.
Create Mystery
This method is advantageous because it keeps your potential buyer clicking. You want to present a problem or struggle and leave the solution as a mystery to get your customer interested. Humans naturally want to solve problems and hate to leave trains of thought unfinished. The organization software could have started their email with “There’s one way we can save your business tens of thousands of dollars” or with “Your competitors saw a 25% increase in revenue while using our software.” Now you really want to read the email. Don’t reveal all of your tricks on the first outreach, and make the buyer come to you to learn more.
Create a Knowledge Gap
You need to prove to your buyer that you know something they don’t. This is called a knowledge gap, and the best B2B sales training programs can teach you how to create a knowledge gap in your outreach. Take the organization software, for example. If their representative called you and said, “There is an easy way to organize every stage of your business to save you time and tens of thousands of dollars,” you would probably be interested in listening more. That sounds like knowledge you want to have and they can help fill that knowledge gap for you.
If You Want a Response, You Can’t Ask Too Much Right Away
Once you have created intrigue, you will ask something of your potential buyer. Whether it is downloading a PDF, hopping on a 15-minute call, or providing a phone number to call, you need to provide a next step for prospects. What you can’t do is follow up your intrigue with a huge ask. You can’t expect them to buy your product or sign up for your service immediately. If all you saw was the first email from the organization software, you probably wouldn’t sign up for a $500 a month service. However, you might be interested enough to hop on a 15-minute video call with a salesperson.
Complete the Intrigue Process with an Offer They Can’t Deny
The offer is how you hook a prospective client. The best B2B sales training can help teach you to provide value in your proposal. You want your buyers to understand the value they are getting from you. If the organization software company offers to discuss how your current organization system is costing you thousands of dollars, the value is worth the cost of a 15-minute call. However, if they want you to meet them at an office for an hour to discuss how your business can integrate their software, you might not see any value and will probably hang up. As a salesperson, you have to create value combined with a reasonable offer that contains a net benefit for the prospect.
How the Best B2B Sales Training Teaches You to Perform Your Intriguing Outreach
There are plenty of different ways to perform intriguing outreach. You can do it on social media, through email, on a cold call, or even through the mail. However you do it, the best B2B sales training can help ensure you’re using a modern, proven approach. Once you discover the most effective method for your group of clients, you just need to add intrigue and value to your outreach. Now you are ready to finish the sales process with your new clients.
About A Sales Growth Company
The world of sales is constantly changing and evolving. So why are sales tactics stuck in the previous century? A Sales Growth Company is throwing away the outdated sales training programs developed in the ’50 and ’60s. They’re changing the selling game and want to help your team modernize its selling approach. B2B sales training from A Sales Growth Company focuses on the Gap Selling method, an effective new way to approach sales. Be prepared to ditch outdated sales methodologies and get ready to watch your sales team transform. If you want to bring your team into the 21st century, partner with A Sales Growth Company and learn how to modernize your sales.
A Sales Growth Company can help your team utilize intrigue at https://salesgrowth.com/
