David & Tim discuss one of the most important questions we can ask ourselves, “So What?” Why ask this? Because our prospective clients are ALREADY asking it! Every time we go to sell via phone call, voicemail, email, etc. our words must be ruthlessly relevant to THEM, not us!
Jack Daly says people love to buy, they hate being sold! Do our communications pass the “So What?” test? If our scripting is “we are, we do, I this”, they probably aren’t!
“Our resource is irrelevant until we map it to one of their problems!”
People are busy. We can’t expect them to invest time with us; we MUST get to the point — THEIR problems — in order to peak their interest and earn a spot on their calendar.
Be concise, be brief, use their name, get to the point, followup, and in everything, ask “So What?” before they do.
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