Appointment Setting
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Alright, can someone please respond to my question? Actually, today a senior guy noticed me calling and he gave me a pretty good script that he used successfully when he was a rook in order to get appointments.
I have been using it, but the trouble I find is that when I finally get someone engaged in my questions (where we gravitate to talk about investments) it's hard to transition back to getting the appointment. How do you guys do it? For example, "Mr. Jones, based on our discussion today I really think we should meet. Many of my clients before they were my clients appreciated a second opinion on their portfolios. Are you free this comming Wed/Thurs in the afternoon?" I need a transition that was something like that I guess. But I've been bad with it b/c usually after I talk to a qualified prospect they don't show dissatisfaction. How can you get an appointment or be able to transition to an appointment with people who are already satisifed clients?get them to agree on the importance of these accts. then emphasize a SHORT 1st appt.“yes, these are important accts. Others have found that the little amount of time it takes to get a 2nd opinion from me is worth it. Could we PENCIL IN a few minutes either later this week or early next?”
[quote=young_gun] How do you guys do it?
Practice, Practice, Practice. usually after I talk to a qualified prospect they don't show dissatisfaction. Find and Read "The Wedge" How can you get an appointment or be able to transition to an appointment with people who are already satisifed clients? You can take two roads, read the book mentioned above or hang up and move on, really depends on how much time you want to devote and how many objections you want to overcome. There are a few that I almost always try to overcome (I'm not interested, etc...), there are more that usually aren't worth the time involved (my brother is in the business, etc....) unless it's a large business or ultra-HNW individual.[/quote]Hi newnew,
Yea that actually sounds pretty good. I like that transition. But what do you mean to have them agree that these accounts are important? I'm sure that is the assumption since it deals with a great deal of money. Unless, you mean to say something like, "Mr. Jones. When you retire it seems like this investment portfolio is a big part of your retirement plan isn't it? Well if you agree with me then it should be important that you have it structured in a way where you can maximize the amount of return while downsizing to a minimum amount of risk. In order for me to validate whether your approach is solid or can be improved I need to take a look at your account." (after this I guess you can use your transition.) Another other suggestions?well, sounds great BUT I would use that AFTER my appointment close. Prior to the transition I simply ask them to agree with me that these are imp accts. I feel if they agree, then for a second they are more likely to listen, plus it makes them say yes. BUT LESS WORDS IS ALWAYS BETTER, especially on the phone, in my humble opinion. (i.e. if they say yes to “penciling in” an appt, no need to talk much more; but if they hesitate, then your words here could help push them over, in addition to telling them you won’t charge for your time at this introductory meeting). I would love to hear more ideas from folks.
In B2B Appointment Setting first we identify whether the contact is a realistic prospect for your company or not. Our Business Development Agents are paid hourly, not by commission, so they can focus on identifying quality prospects rather than quantity. Our agents then schedule the prospect into a sales appointment with your sales team.
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