Hello, Ana:
Is it better to provide prospects with only a brief overview of what SFI is about...or more lengthy, detailed information?
As others have mentioned, it may depend on how well you know the prospect. If you know them well, or know what they may be looking for, a longer explanation may be appropriate.
If you do not know them at all and do not know what they may be looking for or expecting, then in my opinion, only a brief overview should be given.
An overview should briefly highlight a few of the most important, most exciting key points about SFI without explaining them at any great length. Decide who your targeted audience is and then chose a few key points that you know will get their attention.
The highlights must be true and honest. No hype or misleading statements.
If you are presenting your appeal in an advertisement or article or blog post, you can include notes inviting the prospect to contact you (or click here) for more information.
If you are making an in-person presentation, you can invite questions and stay alert to their reactions to get a sense of when to offer more info and when to just stop and let them think about it.
Sometimes, in our own enthusiasm, we tend to charge forward like a locomotive without paying attention to how the prospect is reacting. We just want to dump the whole load on them and then see what happens.
It is far better to go slow, give less information, invite questions from the prospect and sometimes just stop talking altogether and be silent. Sometimes, if you stop talking and just bite your tongue so you aren't tempted to say anything more, the prospect will feel uncomfortable in the silence and will start doing the talking. That is awesome! They will reveal to you what they are thinking and you will then have a better idea whether or not to offer more information.
Overall, I say that a brief overview is always better. Start small and see where it leads from there.
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Hello, Ana:
Is it better to provide prospects with only a brief overview of what SFI is about...or more lengthy, detailed information?
As others have mentioned, it may depend on how well you know the prospect. If you know them well, or know what they may be looking for, a longer explanation may be appropriate.
If you do not know them at all and do not know what they may be looking for or expecting, then in my opinion, only a brief overview should be given.
An
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