By Nick Miller, Clarity Advantage (an Advantage Thought Leader)
In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect.
Some people collect Royal Copenhagen Denmark Christmas Plates. Some people collect stamps. I collect prospecting voicemail messages.
Why is that? Well, from time to time, to think, “Gosh, I should really call that guy back, I think I might be interested now,” and from time to time to provide Monday lessons.
Today’s lesson, BE SPECIFIC, comes from a payroll services company. At the time I received this voicemail, we were one of their customers and they were, essentially, cold calling me to introduce a new service. Here’s how it went:
So, he’s playing the “Fear, Uncertainty, and Doubt” card here. “Department of Labor” and “OSHA Compliance” certainly catch my attention [I don’t like the idea of starting my day hearing, “Hi, we’re from OSHA and we’re here to help you.”] but … not compelling enough to get him an appointment.