Door Opener Anyone?
Do you have problems getting appointments with prospects? Do you have a product or service that your clients can get from anyone, and therefore won't agree to see you? If you are like most salespeople, these statements apply to you. Let's face it, people are busy these days, and it is extremely hard to get appointments with prospects.
So, what can you do to get your foot in the door? One thing that can help you immensely is to develop a good door opener. A door opener is any unique product or service that you have that no one else has. By having something different and unique to talk about, you can usually get the appointment. Once you are in the door, you usually end up making the sale. Here are a couple of examples of great door opener products and services:
1. Bar code reader for office supplies
One of my friends that sells office supplies has a bar code reader that she leaves with customers. When they are ready to order a replacement product, whether it is paperclips or pens, they simply scan the box with the bar code reader, and it automatically generates the order online. When she wants to get in front of a new prospect, this always opens the door!
2. Guaranteed ROI investments
A financial planner I know has a product that he sells that guarantees a 5% return on your investment. This is a great door opener, as it sets him apart from his competition, and also takes advantage of a need. With so many people losing money in the stock market recently, this one opens peoples' eyes, as well as their doors!
So, next time you are having difficulties getting the appointment, ask yourself what sets you apart that you can use as a door opener, and use that as leverage to get the appointment.
Happy Selling!