What’s your story?
Stories can be a powerful tool in your marketing and sales kit. People love stories. They are why we watch movies, plays, and TV programs; why we read books, the newspaper, or go online.
I teach my clients to write and tell compelling 30-second S.T.A.R. stories about how they have helped their clients.
Situation: Referrals had dried up for a senior management consultant.
Task: The task was to re-boot current referral sources and develop new ones.
- I gathered data on her top referral sources
- I identified promising new sources
- I coached my client on how to contact formerly reliable referral sources with benefit-laden messages and how to meet and nurture new referral sources with benefit-laden messages
Result: My client landed new business worth $50,000. In two months.
Do your new business conversations engage the prospect? Do they explain exactly what you do for your clients? Do they persuade a person to say “yes” to a proposal?
“With a number of powerful S.T.A.R. stories in your back pocket, you can find the right one for any prospect conversation.”
– Bruce Harrott
Feel free to share this post with anyone who might benefit. For a collection of sales tips, visit my website www.bruceharrott.com/tips