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Suggest You - Using the Phone to Set Appointments
From CEOs to independent professionals to work at home moms, Big Picture Thinkers inspire others and lead the way in their fields. Without their insights and actions, our world would be lacking in innovation, new products, and fresh approaches.Now there is a way
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not c
Are you opening a dollar store? If so it is important to remember that merchandising within your store is required to maintain and even increase total sales. Sure it takes time and effort, but you will be rewarded as sales grow.One of the most important areas fo
“I'm an outside sales rep, and my teleprospector quit. Therefore I have to do my own prospecting, and I hate it. I'm a good outside rep, but I'm freezing up when I have to call these people.”
“What are you saying to them?”, I inquired.
“I'm ____ with _______. We are a freight shipper, and I'd like to come out and take some of your time to explain what we do.”
Analysis and Recommendation
No wonder he didn't like prospecting. I would have been paranoid, too, with the resistance he was experiencing. But it was entirely unnecessary, because the rebuffs were invited. That opening is awful.
To paraphrase, it says, “We're one of the hundreds of companies that are in this business. I want to sit in your office and take your valuable time so I can talk about my company and why I think we're good.”
Nothing of interest for the prospect. No reason for him to even listen on that call, much less agree to an appointment! It puts the listener on the defensive, closes his mind to possibilities, and causes him to shift into his “Let's get this guy off the phone”-mode.
I gave him a simple suggestion for an opening:
“I'm ___ with _____. We've worked with a lot of traffic managers in the (fill in his industry)to help them get the best rates and on-time deliveries with no hassles. Depending on what you ship, and to where, it might be worth our time to talk. If I've caught you at a good time, please tell me briefly about your less-than-truckload shipping requirements.
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not co
Many pass over the thought of themselves actually working in the industry due to the common mindset... "if one has talent they have a chance in music." If one wants weekly (or bi-weekly) pay with benefits one seeks a normal job in the 9-5 workforce. This is simply fals
Analysis and Recommendation
No wonder he didn't like prospecting. I would have been paranoid, too, with the resistance he was experiencing. But it was entirely unnecessary, because the rebuffs were invited. That opening is awful.
To paraphrase, it says, “We're one of the hundreds of companies that are in this business. I want to sit in your office and take your valuable time so I can talk about my company and why I think we're good.”
Nothing of interest for the prospect. No reason for him to even listen on that call, much less agree to an appointment! It puts the listener on the defensive, closes his mind to possibilities, and causes him to shift into his “Let's get this guy off the phone”-mode.
I gave him a simple suggestion for an opening:
“I'm ___ with _____. We've worked with a lot of traffic managers in the (fill in his industry)to help them get the best rates and on-time deliveries with no hassles. Depending on what you ship, and to where, it might be worth our time to talk. If I've caught you at a good time, please tell me briefly about your less-than-truckload shipping requirements.
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not c
In this article, I'll be talking about some strategies that will allow you to get a surge of prospects to your company in as little as 30-60 days, and you'll be amazed at how little effort it really takes!Why spend years trying to do it yourself when you can l
Nothing of interest for the prospect. No reason for him to even listen on that call, much less agree to an appointment! It puts the listener on the defensive, closes his mind to possibilities, and causes him to shift into his “Let's get this guy off the phone”-mode.
I gave him a simple suggestion for an opening:
“I'm ___ with _____. We've worked with a lot of traffic managers in the (fill in his industry)to help them get the best rates and on-time deliveries with no hassles. Depending on what you ship, and to where, it might be worth our time to talk. If I've caught you at a good time, please tell me briefly about your less-than-truckload shipping requirements.
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not c
Direct marketing—including catalogs and Internet sales—is a $1.85 trillion industry in the U.S. that accounts for 7 percent of total U.S. sales, according to the Direct Marketing Association. Direct marketers make their money by understanding exactly what customers wan
I gave him a simple suggestion for an opening:
“I'm ___ with _____. We've worked with a lot of traffic managers in the (fill in his industry)to help them get the best rates and on-time deliveries with no hassles. Depending on what you ship, and to where, it might be worth our time to talk. If I've caught you at a good time, please tell me briefly about your less-than-truckload shipping requirements.
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not c
Employment Services in Bismarck have grown rapidly due to its huge potential in human resources. The agencies in Bismarck allow the job seekers to hunt through thousands of currently available jobs and apply online. This offers the job seekers a quick and simple way to
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not conduct the preliminaries by phone?
If you're using the phone to prospect, and regardless of whether your next step is to communicate in person or by phone, be certain you have something of interest in order to get them talking. Your results are much more pleasurable.
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