Direct Sales Strategy: Quick Intro

February 27, 2017 | Direct Sales

from Tradeshow Basecamp™

Sales in “Five Easy Steps”

Tina Nicola, M.A.

Tina is the founder of and has been creating profitable marketing and exhibit strategies for startups, small businesses and nonprofits for over nineteen years. Her main goal is to broaden access to the techniques she has developed so anyone can benefit and improve exhibiting strategy, sales conversations and follow up.

Need a Direct Sales Strategy Plan? Step 2: Quick Intro

Direct Sales Strategy Plan - Quick Intro

You’ve stopped a stranger—a potential customer—with a Sales Icebreaker. Now what? Now it’s time for the Quick Intro. In 2-3 short sentences, you want to share your name and something about the company or product you are representing. The key here is SHORT.

The Quick Intro is SHORT. Just 2-3 short sentences.

Use the Quick Intro to simply keep the conversation going and transition into Step 3 of your direct sales strategy, the Lead Interview.

“Oh, the Quick Intro is a Pitch?”

No! The Quick Intro is not a ‘pitch.’ We cannot emphasize this enough.

A ‘pitch’ is a short speech (usually a minimum of 30 seconds) which is carefully crafted to sell your product or service.

The Quick Intro should be be just 2-3 sentences and less than 10 seconds long. It should be carefully crafted to put your best foot forward and keep the conversation going. Here are some examples:

  • “I’m Julia. I’m here sharing samples of [Company]’s new organic cereal.”
  • “I’m with [Company]. We’re demo-ing our e-learning software.”

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Why Not to Use a Direct Sales Pitch

Think about it. No one likes to be talked at, especially when just stopped by a stranger. No matter how enticing the ‘pitch,’ you are not yet ready to share detailed information about your offer. Why?

The best way to sell at a direct sales event is to offer solutions to your potential customer’s actual needs or wants. At this stage, you have no idea what those needs or wants are.

Equally important? You don’t yet know if the person standing in front of you is a ‘good lead’– someone likely to buy your product.

At a direct sales event, time is money. You don’t want to spend time ‘selling’ to someone not likely to buy your product now or in the near future.

Transition to Step 3: Lead Interview

After the Quick Intro, you’ll want to transition right away into the Lead Interview by asking a strategic question!

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