On the phone, 83% of the communication is based on your voice. Listen to their tone, pace, pitch, and volume. Be a chameleon. Use these clues to determine how you speak and what information is most important to them.
When you structure your conversation and mimic their tone, you show your prospects that you listen, that you care, that you like them, and that you understand them.
The more you do this, the more connected your prospects will be to you and the more likely they will buy from you. Email prospecting won’t work if your emails are deleted.
Crazy busy prospects will decide to read or delete your prospecting email in 3 seconds or less.
That’s the “glance factor.”
Email prospecting is hot.
This is much safer than making an unsolicited phone call.
No one will hang up on you. You have time to think malta telegram data about what exactly you want to write.
But this approach doesn’t work if the prospect deletes your email without reading a single word.
Within three seconds of noticing your lead, they decide to read or delete your lead email. This is called the “glance factor.” This is the moment of truth for your lead email.
Your goal is to break through the first impression and entice prospects to keep reading.
Glimpse Factor Problem
Here’s how the Glance Factor works.