The last post talked about how it’s important to be more organized, qualify prospects with long term objectives in mind, and make the prospect more comfortable. Now, we shall talk about getting the prospect interested in the product or service. Essentially, this is the next step to building trust with the prospect. Once the other person thinks that the caller is talking about something that can help him/her resolve a critical issue or enhance business in any manner, it’s time to begin talking about the brand offering in detail, to proceed to the next level of B2B appointment setting
It may be noted here that the best way to build interest is to provide a solution to a need. For instance, after building a substantial level of interest, if one can get the prospect to talk about a product or service they are currently using, there’s nothing like it. Just like that, one gets an opening to talk about the merits of the brand offering with regards to resolving the problem being faced. Also, even in case the product or service being offered is not quite capable of resolving the issue, it will serve as valuable feedback which can play a vital role in enhancing the value proposition in the times to come.