Sales Skills / Make the First Contact Count / Lesson 11

LESSON 11 · MAKE THE FIRST CONTACT COUNT

Make One Clear Ask

Forty ways to make one clear ask, so every message and call ends with an easy next step.

One ask, one step. Clarity gets answers.

17 tipsEasy things to say7-day plan

17 tips that really help

These ideas come from Fanatical Prospecting (Jeb Blount), Cold Calling Techniques (Stephan Schiffman), The Little Red Book of Selling (Jeffrey Gitomer), and everyday practice. The first six help the most. Pick one and try it today.

TIP 1

Why one ask works

Several requests confuse the reader, while one clear request gets a clear answer.

TRY THIS
Check your last message for extra asks.

TIP 2

Choose the smallest useful step

A short call, a quick reply or a sample is easier to agree to than a big commitment.

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Pick the smallest step that helps.

TIP 3

Make it specific

“Thursday at ten” is easier to answer than “sometime next week”.

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Add a day and time.

TIP 4

Make it easy to say yes

Phrase the ask so a simple “yes” is enough.

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Rewrite it as a yes or no question.

TIP 5

Make it low risk

A small, safe request feels easy to accept.

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Shrink your ask by half.

TIP 6

Offer two times

A choice between two options makes it easier to answer than an open question.

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Add a second option.

TIP 7

Avoid several asks

Three requests in one email usually get none done.

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Cut it to one.

TIP 8

Avoid asking for too much too soon

A big ask in a first message can feel pushy.

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Start with a small step.

TIP 9

Avoid pressure

Gentle tone gets more positive replies.

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Check your wording.

TIP 10

Place the ask last

People remember the final sentence best.

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Move it to the end.

TIP 11

Explain the benefit

People say yes faster when they see what is in it for them.

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Add one line on why.

TIP 12

Be warm

A friendly tone invites answers.

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Read it aloud.

TIP 13

Rephrase the ask in follow-ups

A new angle keeps it fresh.

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Write a different version.

TIP 14

Track the replies

Replies show what to repeat.

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Record them too.

TIP 15

Test versions

Compare two forms of the same ask.

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Try A and B.

TIP 16

Practise aloud

Smooth delivery matters on calls.

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Say your ask three times.

TIP 17

Ask on calls too

The same clarity helps on the phone.

TRY THIS
Prepare a spoken version.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

ASK

“Would a ten-minute call on Thursday work?”

CHOICE

“Is Tuesday or Thursday better for you?”

EASY

“You can just reply with a yes.”

SMALL

“Shall I send a one-page summary?”

HONEST

“If not, no problem at all.”

THANKS

“Thank you for considering it.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Write one clear ask

DAY 2
Remove any extra asks

DAY 3
Offer two time options

DAY 4
Test it on three messages

DAY 5
Track the replies

DAY 6
Keep the best version

DAY 7
Teach a colleague

More lessons in “Make the First Contact Count”

Keep going. Small steps every day make a big change.

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