One of the first things you learn in direct marketing – besides being told to keep a genuine smile on your face….at all times – is the FSC. For those of you who aren’t familiar with the FSC, it’s the 5 step conversation. I want to tell you more about the 5 step conversation, and three methods you can use to achieve success with your sales pitch!
5 Step Conversation
(2) Short Story
Getting to the close may seem pretty easy for some, but others can’t even get past the introduction. One potential reason, might be that some marketers come off a little too strong, a little too pushy, and a little too desperate. For one moment, just forget about making the sale, and taking complete control of the situation focus rather on CPR – creating a personal relationship. How do you create a personal relationship? Build the customers trust in you and, by extension, the product, in 30 seconds by incorporating the following 3 methods into your pitch’s introduction.
1. ICE breakers
Give the prospect a clean joke or sincere compliment. So, if the prospect looks like a hot mess, don’t tell them they’re looking fantastic. Find other things in your shared environment to point out such as a beautiful garden, a nice house, great smells wafting from their home, etc.
2. KISS vs. KILL
K = Keep vs. K = Keep
I = It I = It
S = Short L = Long
S = Simple L = Lengthy
The moral of KISS vs. KILL is that you always want to KISS the situation. The more you say the less customers remain interested, it goes with the saying: Less is More.
3. SEE factors
Smiling is after all pretty contagious and extremely positive
Just like smiling, genuine enthusiasm can also be contagious. By extension, if you can get the prospect pumped up and just as excited as you are, you WILL succeed in putting that smile on their face.
E : Eye Contact
First of all, maintaining eye contact is integral to building that notorious 30-second trust.
When the product is a great product, your work is quite easy because the product will, essentially, sell itself. Your part in the system, is simply being the messenger.