A good sales hook is essential for grasping your audience’s attention and letting them know you are worth hearing out. It can also prevent your prospect from hanging up the phone or ignoring your email. But if your sales hook is great, you will be able to start your entire conversation off on the right page. Check out the tips below for you to create a great sales hook.
Do your customer research
When you receive a name or any details regarding your client, the first thing you should do is to research them. There is nothing worse than calling a client or a lead and not knowing the product or service. This could result in losing an easy lead just because of a lack of research.
When you start researching your client, see their unique challenges, pain points, and needs. You do not want to make a mistake by speaking to a B2B client in a B2C e-commerce space.
Consider what your prospect’s goals are and work backward. What challenges are they facing from reaching their goal? What are they missing in their current strategy? How can you save them time and money?
Figure out the customer’s pain points
Your sales hook needs to focus on the pain points of your client’s struggle instead of on the benefits of your product or service. These pain points can include positioning pain points, financial pain points, or process pain points. By figuring these out, you will create a pitch around why this product or service is necessary for your customer’s success. If your product or service does not fit into your client’s pain point, it is a good time to move on to the next client and not waste any more time.
Ask a question as your sales hook
If you cannot find the client’s pain point, make an educated guess on what your prospect’s challenge may be. Then address that challenge through a question. When doing so, make sure you tailor your question that hooks towards the prospect that encourages a positive response.
Practice active listening skills
Giving a compelling hook is not about making a statement and walking away; instead, it is more about spending your time listening to the prospect and not talking as much. One thing you will only find out by listening is your client’s goal and what they want to accomplish. Actively listening and asking questions are critical. This helps the customer in a way that gets them excited and makes them feel confident in your solution.
Make it personal and have some fun with it
Remember, this is your first impression when connecting with your client. Make it personal, but also have fun while doing so. Look at it not as work but as grabbing dinner with a close friend.
When you were researching and found something you guys both have in common, by all means, bring it into the hook. Figure out how to connect with them on a personal level, and you will find it easier to gain their trust and establish a strong relationship from the beginning.
Learning how to create effective sales hooks will take some time, and there will be trial and error. Some of the tips listed above might not be effective, but when you do not try them, you won’t know. Take a minute and use these tips as inspiration to create new solid sales tips that will attract new customers.
Looking for more sales tips to stay ahead in the competition? Read our article on 5 Steps to Increase B2B Sales!