One of the simplest adjustments you can make to improve communication: during the introduction call, ask your prospect how they prefer quick communication. Text, LinkedIn DMs, email, or phone? Most people will tell you directly. When you meet buyers where they are, you reduce friction and build a stronger relationship with you as a salesperson/consultant/concierge throughout the entire sales cycle.
Bonus- I have been using the voice message option on the LinkedIn app and the voice option in text messages. It gives you more of a human connection. Remember the communication rule-7-38-55? 7%-Words, 38%-Tone and 55%-Nonverbal. How we speak and act is more important than the actual words.
Finally, from Sales Gravy:
How much does it cost?
When a prospect says, “How much does it cost?” most reps say something like, “Well, it depends. That’s why I want to set up a meeting.” The word “depends” creates friction. It sounds like you are dodging the question, and it puts you on the defensive before you even get started.
Here is the language I recommend instead:
“That’s a great question, and honestly, it’s exactly what I expected you to ask. That’s why I want to sit down with you. I want to learn a little about your business, understand your goals, and then build something that’s actually going to work for you. Let’s set up a deeper call next Wednesday afternoon.”
Remember again, it’s not that we don’t know, but we do need to be reminded,
