It comes from all Directions

Consider the Crazy Environment

Some days the only answer is to find the nearest bomb shelter. At this point in the 21st century, anyone can get to anyone using every devise imaginable. Your phone rings, message light blinks, and inbox bulges as you are bombarded with request for your attention.

That's your day. The incoming barrage has to be far worse for your prospects. Think about it. Whose line is longer? The line of people interrupting your day to give you a sale? Or, the line fighting for any time they can get with your prospect?

Incoming!

There are too many statistics to list that describe the "battlefield conditions" your message faces before it reaches your prospect. The few presented below should convince you there are obstacles you cannot ignore.

• 112.5 emails per day

• Taking 2.7 seconds to decide if they will read, forward or delete an email

• Checking Smartphone 150+ times per day

• 80% of phone calls go to voice mail

• Meetings - Conference Calls - Webinars

• Prospects between the ages of 35-54 receive 19 text messages per day.

• Outreach channels through LinkedIn and Twitter and other social media.

• Traditional Media: Radio - TV - Magazines - Billboards - Newspaper - Word-of-mouth.

It's not just the outside world trying to get through their gates, Your prospects are juggling more internal priorities and looming deadlines than they can handle. All of which add up to their "Don't call us, we'll Google you." response to the outside world.

Do you recognize this?

Catherine Adenle, a popular career consultant in England, describes a "day in the life" of your prospects.

"You are half way through a project with a looming deadline, then, you have to drop it and take on another task with a rocket urgent priority. Meanwhile, another priority task is nearly finalized, then an e-mail hits your inbox from another senior manager for you to ‘take care’ of something for him. And then you look up, your boss is standing in front of your desk, he asks for the status of another task. Before you could speak, your phone goes off; you have to deal with a query that is lurking in your inbox. Now, work is piling up as usual, there are several un-ending deadlines, expectations, attention…does this scenario sound familiar?"

"Tough day at the office" has a new meaning in this age. You have to plan for this as you develop your sales message. Creating your message to match how your prospect absorbs information in this crazy environment is a primary focus for the modern prospector.