Getting Appointments

Getting The Appointment Outline I. Introduction Three legged stool Communication Continuum II. Prospect Landscape Think about your channels Emotions/motivations III. Initiating Contact How do I consistently connect with prospects? Improving contact ratios IV. First Call Rapport Personality Types IV. Getting The Appointment Convey Knowledge Consistency and Commitment V. Contact Management

Introduction:Three Legged Stool Determination Phonication Organization

Introduction:Continuum Of Communication In terms of effectiveness, Face-To-Face nothing can replace a Meeting good old fashioned sit down meeting. However, Telephon nothing has yet to e supplant the telephone as Email the best method to initiate discussion. Remember, unless you are just going Mail to drop in on someone (which I do not recommend), a phone call Effectiveness is still the best way to set an appointment.

Prospect Landscape:Think About Your Channel Direct Marketing Statistics From the Direct Marketing Association’s (2012 Response Rate Report)

Prospect Landscape:Emotions--FearWhat is the number one fear of the prospect? – Who is this person?How do you overcome this fear? – Build rapportWhat is the 2nd greatest fear – What is he trying to sell me (defense)How do you overcome this fear – Convey knowledge

Initiating Contact:People Are Busy• Do you have the Hollywood celebrity status that enables your calls to be returned immediately?• “I left him a message last week, and he did not return my call. I guess he’s not interested.” – How busy are you? How busy do you think this person is? One voicemail is just not sufficient. Even if the prospect knows you. – It’s not that people are purposely ignoring you, it’s just that you are not on their radar screen, and voicemail is a time management tool used by busy executives to prioritize which calls to which they will respond.

Initiating Contact:Advertising/Branding ModelGeneral rule of thumb : – 80% of individuals must hear or see your name, or hear your voice at least six times before they will remember you.Lobbing one voicemail into a prospect and hoping for a return call, just is not going to succeed in today’s busy, active, and noisy world

Initiating Contact:Getting on the Radar ScreenVoicemail is not going away—Learn how to use it to your advantage! – People on the phone, in meetings, or traveling – It is rare that you ever get through the first time – Voicemail is a method to screen you out, not in.Use email to back up voicemails for frequency of contact – Fewer than 10% of individuals can remember you if they’ve seen/heard your name one time – Approx 80% of individuals can remember you if they’ve seen/heard your name >6-7 times

Initiating Contact:Persistence Counts How often should I call? Be Not Afraid! In a study of the insurance industry conducted by consultants Hocutt & Associates, thousands of sales professionals were observed in their daily calling routines. 44% stop calling after 1 call 22% stop calling after 2 calls 14% stop calling after 3 calls 12% stop calling after 4 calls “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than • 92% of all people stop calling after 4 calls unsuccessful people with talent. Genius will not; unrewarded genius is • 80% of people won’t remember you until almost a proverb. Education will not; they’ve heard your name, seen your name, or heard your voice at least 6 times. the world is full of educated derelicts. Persistence and determination alone are omnipotent. “--Calvin Coolidge, 30th • Lesson: Don’t stop until at least 6 calls President of the United States

Initiating Contact:Voicemail/Email ContentWhat Do Prospects Look For In A Voicemail/Email? 1. Tell them who you are 2. Tell them who you represent 3. Tell them what you want 4. Tell them what you want them to doBe specific, slow down, be clearCreate a curiosity

Initiating ContactImprove Contact RatiosIncreasing contact ratios Use the 1,2, 3 strikes and you’re out rule: • Day/Week 1—short voicemail, short email • Day 2/Week 2—a little bit longer voicemail, a little bit longer email • Day 3/Week 3—still longer voicemail, still longer email

First Call: RapportWhat Is It…How Do I Get ItWhat is Rapport? – The dictionary defines rapport as “a relationship, especially one of mutual trust or emotional affinity.” – Casual conversationHow do I get it? – Do your homework. Do some internet searching on the person. – Initially talk about something they are doing – Inject humor and confusion (creates curiosity) – Bridge over to conveying knowledge

First Call: RapportTaking TemperatureFirst Question To Ask On Every Call – Hi, Jerry, this is _____from _____, how are you????You want to listen to how this person reacts to the question – This is an emotional gauge. Where is this person and how receptive is he to your call? Taking the person’s temperature.You want to try to read someone’s personality over the phone or through their body language in person so you can adjust how you communicate

Getting the AppointmentConvey Knowledge “Susan, I was referred to you by _________, and ________ mentioned to me that she thought you would be interested in a project that I am working on here at the University… “John, I’m working with _____________on a project that I think would be of interest to you… “I wanted to give you an update on how we are progressing and seek your input…” “The purpose of my call is to see if we can set a day and time next week for us to sit down in person to discuss”

Getting the Appointment:Consistency and CommitmentImmediately send confirming email: – “Hi,_______. Great speaking with you today. As we discussed, I will come to your offices on Thursday, July 22nd. I look forward to meeting you in person next week.”

Superior Organization:Contact Management

Getting Appointments

by David Langiulli on Jan 21, 2013

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Getting Appointments Presentation Transcript