Latest From The IM Blog

by Bobby Tsui on 2nd November 2016

Ok so we went over why buying insight helps you reach your ideal client, the 5 types of insights that serve as the foundation of how you’ll reach your ideal client, who we need to talk to figure these insights out, and now we’re going talk about how you can set up interviews with your […]

Ok so we went over why buying insight helps you reach your ideal client, the 5 types of insights that serve as the foundation of how you'll reach your ideal client, who we need to talk to figure these insights out, and now we’re going talk about how you can set up interviews with your past clients to get the insight you need.

First, use these tips to land the interview:

Be completely transparent; practice your opening until you can confidently explain the purpose of your call without stumbling.

Feel appreciative, not apologetic, for their time; if you are feeling guilty for calling, it will come through in your voice and turn off the buyer.

Securing the appointment works when you follow a 3 step process of the following:

Initial phone call

Follow up email

Follow up phone call

When you communicate with them, be upfront about your intentions and let them know that it isn’t a sales call. Explain that you are interviewing people who have recently evaluated your services and you’re looking for insights into how you’re supporting the market’s buying process.

Ask for a 20-30 minute conversation to hear their candid thoughts and offer a Starbucks gift card for their time.

In the next video, the rubber meets the road as we’ll start conducting the interviews.

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