Setting up Appointments
Setting up Appointments
1 One of the major challenges in selling is being able to convince the client to meet you, so that you can actually
start selling. There are many reasons why it's tough:
• Clients does not know you or your company
• You don't know much exactly about the client
• Clients does not want to be interrupted
• Gatekeepers make sure that their bosses are not disturbed by salespeople Despite this, there are equally many good reasons why you should persist in setting up an appointment:
• You are confident that what you're selling will help the client tremendously, he just doesn't know about it yet
• The client will never know exactly what your offering until you get a chance to see him
• Sooner or later, the client will get the services from the competition simply because the competition was there and you were not.
• The client might not like the interruption at first, but when he sees what you have to offer, he will be very happy you tried to reach him.
2. Ideally, you set-up an appointment with the decision-maker: It's important to identify who the decision maker is so you won't waste time presenting to someone who cannot make a buying decision although sometimes, you will have to present to and befriend first someone who can influence the decision-maker.
3. Focus on the client's needs: You have to create a need for the client to agree to see you. Here are some examples:
• Explain briefly how a website can help their business-in general
• Inform them that their competition is positioning on the internet and how they can too.
4. Never discuss final solutions yet without seeing them: The objective is to get the appointment, not the order. You have to see them first and hear their situation before you can prescribe a solution. Never attempt to sell anything without seeing them first unless it's just a simple web hosting client.
Appointment Setting Tip:
Use Power Language
1. Use power language "The solution is." rather than, "I believe the solution is."
2. Never use the word "appointment" when trying to set one. Instead, use the word "meeting." "Meeting" sounds more professional and more important. "I would like to meet with you."
3. Use directed words to reach your prospect. When you ask to speak with your prospect, say, "Jane Jones, please," and not, "May I speak with Jane Jones?" The first sentence conveys authority; the second asks permission.
4. Use directed words (and open-ended questions) to gather information. Ask, "Whom should I speak with?" and not, "Do you know who I should speak with?" The first conveys authority, and whomever you are questioning, if they know, must answer with a name. In the second sentence, the response could simply be "yes" or "no."
5. Whether trying to ascertain a good time to call your prospect back or trying to schedule a meeting, it is a good idea to give alternate choices. "Is this afternoon good, or would tomorrow morning be better?" It is much easier for your prospect to decide "when" rather than "whether."
6. "I'm just calling." Eliminate the word "just" from your vocabulary. That little word "just" is an apology. It says that your call is not important and that what you have to say is not important. Simply tell your prospects and customers why you are calling. That is enough.
7. "...we will hopefully achieve." Hopefully? No one pays you to "hopefully" do something. They pay you to actually do it! Tell your prospects or customers what they will achieve or should expect to achieve.
8. Be clear and to the point. You are telling your story to a stranger who has never heard it.
Reasons Why People won't set up an appointment with you
• Client does not see the benefit in meeting with you.
• The client's needs are not aligned to the benefits we are selling.
• Client feels you're talking AT them and not TO them.
• They simply have no time yet.