Are you using a power statement for better prospecting?
I first stumbled across a power statement back when I was taught about having an elevator pitch.
The concept of “pitching” seemed cheesy to me, and typically turned off my prospects.
But a power statement had an entirely different impact.
It was and still is the best way to warm up a prospect and begin an exploratory conversation.
What Is a Power Statement in Sales?
A power statement isn’t a pitch. It’s a series of brief statements that you can use during an initial conversation with a prospect.
It very quickly identifies who you are, why you are connecting with the prospect, and how you might help. More importantly, it demonstrates to your prospect that you understand their world and their challenges.
Why Is a Power Statement Important?
Having and using a power statement is important, particularly in today’s marketplace.
Prospects are tired of being pitched, and they’re educated enough to know when they’re being pitched too.
You need a means of warming up and opening up the conversation.
After all, regardless of what you sell, there must first be a relationship and level of trust.
Enter the power statement.
In brief, the power statement has plenty of benefits, not the least of which include the following:
- It focuses your prospect on what you can do to help
- It creates a sense of trust and understanding between your prospect and yourself
- You can quickly capture your prospect’s attention (and keep it!)
- It provides you with a proven method to open prospect conversations without having to think about what to say next
- You can use your time, and that of your prospect, wisely
- It can set you apart from your competition who is pitching!
- It is something that you can practice and perfect, for the best results
How Can You Develop Your Own Power Statement?
Developing a power statement isn’t difficult. It just takes some practice.
The structure is straightforward enough, but you’ll want to ensure you focus on brevity.
There is little time needed to work through it, a few minutes at the most. Brevity is the key to capturing (and keeping) your prospect’s attention, so that you can start a more in-depth dialogue.
- Your introduction: Who are you (full name)?
- Reason for speaking: Why did you contact them or meet them?
- Suspicion: What do you suspect they are dealing with (as it relates to your product or service)?
- Pain points: What is the pain or annoyance(s) they are experiencing?
- Transition: Does your prospect connect with these same pain points?
- Results: What were the results your customers or clients had based on your solution(s)?
- Next steps: What would you like to offer next?
Example of Your Power Statement in Action:
Let’s use the framework for your power statement above and put it in the context of a conversation.
Introduction: Hi John, it’s Shawn Casemore calling. How are you?
Reason: I wanted to call as it seems your company is similar to the XYZ company. Is that right?
Suspicion: Well, we’ve worked with the XYZ company to help them with ___, and I was curious if you might have a similar problem/situation?
Pain points: Joe at the XYZ company said fixing this problem/situation would save them time/money/errors.
Transition: Do you have similar challenges/issues?
Results: We were able to help Joe save ___ time/money/errors in a matter of days.
Next steps: Could we book a quick call to review how these solutions might apply to you?
I’ve left several blanks to allow you to fill in your own information here, but the point is, you can see how powerful a power statement is as compared to a pitch.
In a matter of minutes, you can qualify, provide value, and seek a follow-up meeting or call.
It’s that easy.
Use Your Power
The best way to get comfortable and see results with your power statement is to create and use it.
Try a few different variations to determine what works the best.
Use your instincts and don’t get caught reverting back to old ways if it doesn’t work out of the gate.
© Shawn Casemore 2021. All Rights Reserved.