A challenge introduction is a request for a meeting. This can be via a social network platform, email or even over the phone.
Challenge introductions can be broken down into these five elements:
- Name drop
We build authenticity and verification by mentioning a name and/or company that we are sure the customer will recognize.
- The challenge
State the issue in one sentence, because word count is everything; for example, XYZ company needed to grow their sales in a new market.
- Share the Results
Share the performance improvement. Including numerical value for the improvement is ideal.
- Connection
Don’t offer to fix a problem. This comes off as being negative. Instead ask to learn more about their objectives to determine how you can be of value.
- Invitation
Now the hook as we’ve earned the right to invite a meeting. Give them some dates to call you back; for example, Call me between today and Thursday. Offer to call them if they can’t connect. It is best to give them a date that you will reach out to them if you don’t hear from them. This is an invitation, not a threat. We are doing them a favor by honoring their schedule.
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