3 Types of Value that Interests a Prospect When You Speak to Them on the Phone

A prospect might want to discuss further if they feel you have some value you could offer them or their organisation. Generally, there are three types of value that might interest them to want to talk further:

1. Business.
Is this something that you can do that can help them achieve their business goals faster or easier? For example, do you have a product or service that could increase their revenue or decrease their costs? Do you have something that can improve customer satisfaction?

2. Technical.
Does your product or service help the customers business save time or money using technology? For example, do you have a product that can automate something done in their business? Do you have computer technology that can improve certain processes or systems?

3. Individual.
You might be selling a product or service that is not necessarily aimed at a business but rather an individual; therefore, what you are selling will help the individual in some personal way? For example, can you help them make more money or save more money? Can you help them reduce their stress or improve their work and life balance? Can you help them find a partner or make the current relationship better? Do you have a product or service that will improve their health and fitness?

It’s only when a prospect understands that you might have something that will benefit them or their organisation somehow that they will want to extend the conversation.