3. Your Ability to Help Them Achieve That Outcome
- Be specific. For me, it's doing the leg work hunting down hotel prices for my friends. For you, it may be helping me source great candidates for a specific role I've been desperately trying to fill. Whatever it is, please be specific.
4. Compelling Event - WHY should I respond now? Don't insult people's intelligence with some fabricated compelling event. A helpful salesperson shines light on the TRUE compelling events that the prospect should be considering. For my friends, it is the knowledge that hotel prices do in fact increase. That doesn't play in B2B. Things like implementation timelines versus key dates for your prospect, do.