An appointment-setting strategy for sales professionals using email. Shared during the May 15, 2012 meeting of the Seattle Chapter of the American Association of Inside Sales Professionals (AA-ISP)
Sales has changed over the past twenty years, and nowhere is this more clear than in cold calling. Many people say that cold calling is dead. They’re wrong.
If your cold calls aren’t producing the results you want, you need to update your toolbelt. Start improving your cold calls with these ten tips.
Successful salespeople are constantly looking to optimize their productivity and improve their selling efforts.
Here are 10 productivity tips that can help any sales rep or sales manager have a successful selling year.
Sales has changed over the past twenty years, and nowhere is this more clear than in cold calling. Many people say that cold calling is dead. They’re wrong.
If your cold calls aren’t producing the results you want, you need to update your toolbelt. Start improving your cold calls with these ten tips.
Successful salespeople are constantly looking to optimize their productivity and improve their selling efforts.
Here are 10 productivity tips that can help any sales rep or sales manager have a successful selling year.
Successful selling in a new market or new business is a blend of art and science, creativity and discipline. But no matter what you’re selling, and to whom, a certain foundation of core strategies can get you off on the right track and accelerate your path to customer and revenue growth.
Sales for Startups gives entrepreneurs, business owners and startup leaders a set of fundamental sales tools, processes and best practices to begin selling and producing results fast, with a foundation in place that can facilitate rapid scalability. Whether you’re building a sales effort from scratch or looking to improve an existing team, this book will give you specific new ideas and insights to hit and exceed your number.
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
10 Survey Question You Should Ask Your CustomersRodrigo Fuentes
In support of this blog post: http://blog.listenloop.com/10-questions-for-your-customers
Your customers are a great source of information. They can help you improve your business and product, gain a better understanding of your market and even bring you referrals. But you're wondering, "what questions to ask in customer feedback session?"
Asking the right questions can be game-changing for your business. Here are 10 game-changing questions you should be asking your customers right now.
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
Featuring Ken Krogue, President, Founder and Chief Strategy Officer at InsideSales.com and Amanda Holmes, CEO of The Chet Holmes Institute
Is your marketing being heard through the noise of your competitors? Does your sales team maximize the leads marketing generates? Learn the art and science of lead generation and management strategies that leverage your marketing spend and increase response rates.
After listening to this webinar you will be able to:
Get 9x the response from your marketing spend and Increase Response 342%
Learn 7 proven ways to increase your response rates
Understand 5 reasons your marketing isn't working like it should (and know how to fix it)
How to generate leads without making cold callsSalesScripter
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.
If you sell in the B2B space, you need to join us on our next webinar “How to Effectively Use LinkedIn as a Sales Prospecting Tool” where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.
In this webinar, we will discuss:
How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch
How to Become a Consultative SalespersonSalesScripter
You often hear the term consultative selling. But what exactly does that refer to and how do you become a consultative salesperson?
If that is something that you are curious about, you may want to watch this recording of a recent webinar that we hosted on “How to Become a Consultative Salesperson”.
It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions.
Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions?
After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation.
To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product.
Investor presentation for Critical Outcome Technologies Inc. (TSX-V: COT; OTC: COTQF). This presentation provides the latest overview of the company's lead cancer drug, COTI-2, as well as other revenue opportunities being pursued by Critical Outcome Technologies.
Successful selling in a new market or new business is a blend of art and science, creativity and discipline. But no matter what you’re selling, and to whom, a certain foundation of core strategies can get you off on the right track and accelerate your path to customer and revenue growth.
Sales for Startups gives entrepreneurs, business owners and startup leaders a set of fundamental sales tools, processes and best practices to begin selling and producing results fast, with a foundation in place that can facilitate rapid scalability. Whether you’re building a sales effort from scratch or looking to improve an existing team, this book will give you specific new ideas and insights to hit and exceed your number.
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
10 Survey Question You Should Ask Your CustomersRodrigo Fuentes
In support of this blog post: http://blog.listenloop.com/10-questions-for-your-customers
Your customers are a great source of information. They can help you improve your business and product, gain a better understanding of your market and even bring you referrals. But you're wondering, "what questions to ask in customer feedback session?"
Asking the right questions can be game-changing for your business. Here are 10 game-changing questions you should be asking your customers right now.
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
Featuring Ken Krogue, President, Founder and Chief Strategy Officer at InsideSales.com and Amanda Holmes, CEO of The Chet Holmes Institute
Is your marketing being heard through the noise of your competitors? Does your sales team maximize the leads marketing generates? Learn the art and science of lead generation and management strategies that leverage your marketing spend and increase response rates.
After listening to this webinar you will be able to:
Get 9x the response from your marketing spend and Increase Response 342%
Learn 7 proven ways to increase your response rates
Understand 5 reasons your marketing isn't working like it should (and know how to fix it)
How to generate leads without making cold callsSalesScripter
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
LinkedIn is one of the best places to find prospects. But with this access to business professionals comes an area of caution as you do not want to make a bad or negative impression.
If you sell in the B2B space, you need to join us on our next webinar “How to Effectively Use LinkedIn as a Sales Prospecting Tool” where we will outline some key things that you can do and not do so that you are able to generate leads and get into new accounts.
In this webinar, we will discuss:
How to find target prospects
How to connect with prospects
What to say when you reach out
How to follow-up and stay in touch
How to Become a Consultative SalespersonSalesScripter
You often hear the term consultative selling. But what exactly does that refer to and how do you become a consultative salesperson?
If that is something that you are curious about, you may want to watch this recording of a recent webinar that we hosted on “How to Become a Consultative Salesperson”.
It’s counter intuitive, but if you want your salespeople to challenge the status quo and create value with discovery questions, I believe they first need to know the answers before they are able to ask the questions.
Why? Imagine you’re directing someone to a destination: They’ve misinterpreted your directions, and they are now lost. How are you going to get them back on course when all you have are written directions?
After working as a business partner at one of the largest question based sales methodology companies for 5-years, it was my experience that most salespeople find themselves in the same dilemma when they try to direct customers to value with questions. The customer’s answers never follow the sequential nature of the questioning model, because it’s too inflexible to adjust to the fluidity of a business conversation.
To get customers back on course, salespeople don’t need better directions, they need a map. If salespeople, for example, know the answers behind the questions, the answers will paint a picture that salespeople can use as a map. With this map, they can guide customers with directed questions to unrecognized or misunderstood problems, and thereby, create value for their product.
Investor presentation for Critical Outcome Technologies Inc. (TSX-V: COT; OTC: COTQF). This presentation provides the latest overview of the company's lead cancer drug, COTI-2, as well as other revenue opportunities being pursued by Critical Outcome Technologies.
The past five years proved to be a fantastic period for us. We have...
increased revenue by almost two-thirds
moved our head office in Nottingham, opened in Manchester and acquired a personal injury team and an office in Exeter
increased overall headcount by more than 50% since 2009
successfully re-tendered to many of our biggest clients
won strategically important clients for our core sectors including Morrisons, The Independent Parliamentary Standards Association, NHS England, and The Crown Commercial Service
put a dedicated academies team in place to support schools through the conversion process and beyond
became a founding member of an international network of firms
gained Lexcel and ISO 27001 accreditation
achieved a 3-star exceptional rating for our client service under the Investor in Customers accreditation
achieved the Plain English standard for our terms and conditions
enrolled 194 people into our pension scheme on the staging date for auto-enrolment, with only 20 people then opting out
recorded/released 168 training videos, webinars and talking heads - generating over 2,500 hours of viewing time by our clients and contacts
set up our internal risk and compliance department
Take a look at our annual review to find out more about our journey so far.
Agile in the martix @RUAG Defence-Agile Prozesse in UnternehmenChristian Délez
Doing agile software product development in a typical Swiss matrix organisation raise some challenging issues. There are conflicts with previous style of product development, different opinions, trust, fear, questions, opportunities, transparency. This talk presents the state of the agile transition in a Swiss matrix organisation after 4 years, the key issues and benefits, the new management steering possibilities, the KPI and transparency model. It is an example from practice.
Fast Track Moving Media presents our 2009 Media Kit. You will see our capabilities, pictures of our past campaigns and valuable testimonials fromour past clients.
Social Media Around Belgium (Presentation IAB Breakfast)Elias Veris
Social Media stats around Belgium, and why Belgium should be ashamed of itself.
A presentation given for the IAB breakfast.
For European/Worldwide results, check the core presentation at http://slidesha.re/p4CUAz .
DON'T WANT TO SIGN UP? Get the PDF on the RAIN Group blog: https://www.rainsalestraining.com/blog/13-tips-for-email-prospecting-success. These 13 prospecting email tips will help you craft prospecting emails that stand out in buyers' inboxes, improve response rates, and ultimately secure more meetings.
Cold Calling Essentials is a power point that provides information to overcome the mysteries of cold calling and the techniques required to succeed with this type of sales and marketing effort.
3 Follow-up Email Templates That Are Pretty Hard for the Hiring Manager to Ig...Mohammad Imran
We spend so much time polishing our resumes and practicing our interview responses that we often fail to grasp the importance of one powerful tool: the follow-up email.
https://goo.gl/7ngqjy
3 Follow-up Email Templates That Are Pretty Hard for the Hiring Manager to Ig...Mohammad Imran
We spend so much time polishing our resumes and practicing our interview responses that we often fail to grasp the importance of one powerful tool: the follow-up email.
https://goo.gl/7ngqjy
How To Create The Perfect Outbound Email CampaignGuessBox
http://guessbox.io - This comprehensive guide explains the fundamentals of outbound email in the B2B. You will learn how to write high converting email copy, how to quickly choose engaging subject lines and what to do before and after in order to get the most value of email marketing.
Cold Email Best Practices That Just Plain WorkRightHello
It takes work to write cold emails that people respond to. But it’s worth it when you start getting positive answers like „Hey, awesome email! Sure, let’s meet and talk more”.
It’s not easy to achieve that, that’s why I’m going to show you what makes cold emails powerful.
Learn how to boost your response rates with these email outreach best practices. To get on the early access list to the eCourse: quickmail.io/earlyaccess
Top Telemarketing Techniques is all about the telephone to enhance sales, fostering better relationships with customers, and how to make it easier to target prospects
Buildings Don't Write Checks: A Predictable Pipeline ApproachHeinz Marketing Inc
This is a sample of how we teach (vs pitch) in prospect pitch meetings. To read the full contact, search "Heinz Marketing how not to pitch at pitch meetings" in Google.
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
In his public lecture, Christian Timmerer provides insights into the fascinating history of video streaming, starting from its humble beginnings before YouTube to the groundbreaking technologies that now dominate platforms like Netflix and ORF ON. Timmerer also presents provocative contributions of his own that have significantly influenced the industry. He concludes by looking at future challenges and invites the audience to join in a discussion.
Smart TV Buyer Insights Survey 2024 by 91mobiles.pdf91mobiles
91mobiles recently conducted a Smart TV Buyer Insights Survey in which we asked over 3,000 respondents about the TV they own, aspects they look at on a new TV, and their TV buying preferences.
SAP Sapphire 2024 - ASUG301 building better apps with SAP Fiori.pdfPeter Spielvogel
Building better applications for business users with SAP Fiori.
• What is SAP Fiori and why it matters to you
• How a better user experience drives measurable business benefits
• How to get started with SAP Fiori today
• How SAP Fiori elements accelerates application development
• How SAP Build Code includes SAP Fiori tools and other generative artificial intelligence capabilities
• How SAP Fiori paves the way for using AI in SAP apps
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
A tale of scale & speed: How the US Navy is enabling software delivery from l...sonjaschweigert1
Rapid and secure feature delivery is a goal across every application team and every branch of the DoD. The Navy’s DevSecOps platform, Party Barge, has achieved:
- Reduction in onboarding time from 5 weeks to 1 day
- Improved developer experience and productivity through actionable findings and reduction of false positives
- Maintenance of superior security standards and inherent policy enforcement with Authorization to Operate (ATO)
Development teams can ship efficiently and ensure applications are cyber ready for Navy Authorizing Officials (AOs). In this webinar, Sigma Defense and Anchore will give attendees a look behind the scenes and demo secure pipeline automation and security artifacts that speed up application ATO and time to production.
We will cover:
- How to remove silos in DevSecOps
- How to build efficient development pipeline roles and component templates
- How to deliver security artifacts that matter for ATO’s (SBOMs, vulnerability reports, and policy evidence)
- How to streamline operations with automated policy checks on container images
Le nuove frontiere dell'AI nell'RPA con UiPath Autopilot™UiPathCommunity
In questo evento online gratuito, organizzato dalla Community Italiana di UiPath, potrai esplorare le nuove funzionalità di Autopilot, il tool che integra l'Intelligenza Artificiale nei processi di sviluppo e utilizzo delle Automazioni.
📕 Vedremo insieme alcuni esempi dell'utilizzo di Autopilot in diversi tool della Suite UiPath:
Autopilot per Studio Web
Autopilot per Studio
Autopilot per Apps
Clipboard AI
GenAI applicata alla Document Understanding
👨🏫👨💻 Speakers:
Stefano Negro, UiPath MVPx3, RPA Tech Lead @ BSP Consultant
Flavio Martinelli, UiPath MVP 2023, Technical Account Manager @UiPath
Andrei Tasca, RPA Solutions Team Lead @NTT Data
Elevating Tactical DDD Patterns Through Object CalisthenicsDorra BARTAGUIZ
After immersing yourself in the blue book and its red counterpart, attending DDD-focused conferences, and applying tactical patterns, you're left with a crucial question: How do I ensure my design is effective? Tactical patterns within Domain-Driven Design (DDD) serve as guiding principles for creating clear and manageable domain models. However, achieving success with these patterns requires additional guidance. Interestingly, we've observed that a set of constraints initially designed for training purposes remarkably aligns with effective pattern implementation, offering a more ‘mechanical’ approach. Let's explore together how Object Calisthenics can elevate the design of your tactical DDD patterns, offering concrete help for those venturing into DDD for the first time!
Welcome to the first live UiPath Community Day Dubai! Join us for this unique occasion to meet our local and global UiPath Community and leaders. You will get a full view of the MEA region's automation landscape and the AI Powered automation technology capabilities of UiPath. Also, hosted by our local partners Marc Ellis, you will enjoy a half-day packed with industry insights and automation peers networking.
📕 Curious on our agenda? Wait no more!
10:00 Welcome note - UiPath Community in Dubai
Lovely Sinha, UiPath Community Chapter Leader, UiPath MVPx3, Hyper-automation Consultant, First Abu Dhabi Bank
10:20 A UiPath cross-region MEA overview
Ashraf El Zarka, VP and Managing Director MEA, UiPath
10:35: Customer Success Journey
Deepthi Deepak, Head of Intelligent Automation CoE, First Abu Dhabi Bank
11:15 The UiPath approach to GenAI with our three principles: improve accuracy, supercharge productivity, and automate more
Boris Krumrey, Global VP, Automation Innovation, UiPath
12:15 To discover how Marc Ellis leverages tech-driven solutions in recruitment and managed services.
Brendan Lingam, Director of Sales and Business Development, Marc Ellis
GraphRAG is All You need? LLM & Knowledge GraphGuy Korland
Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
Quantum Computing: Current Landscape and the Future Role of APIs
Direct Request Appointment Setting Model
1. Direct Request Appointment Setting (DRAS)
Introduced to Bongarde by Rick Longenecker – Armature Group http://armaturegroup.com
What is “DRAS”?
“DRAS” is an appointment setting strategy using email. Here are the steps:
Step 1 – Send DRAS Email (2-sentence email written from the contacts perspective about their challenges/opportunities)
Step 2 – For those on the list that haven’t responded, wait 7-14 days then send 2nd DRAS Email (this is the exact same
email just sent a second time)
Step 3 – (Optional) For those on the list that haven’t responded, wait 1-3 days and send a handwritten note with the
exact same wording from the Email. Note that the card should be a small plain card with no markings on the card or the
envelope. Recommend that each rep be responsible for handwriting the cards. The small card and handwriting will get
the card past the mailroom and secretary because it’s “personal” in appearance.
Step 4 – For those on the list that haven’t responded, wait 7-14 days then have sales rep call them using the same
wording from the email
How do you create a “DRAS” strategy?
DRAS appointment setting is a methodical approach that involves a support person in the beginning to organize the lists,
assign contacts to the reps and get the process started with the Emails in Step 1 and Step 2. Then the sales reps getting
involved with Steps 3 and 4. This division of labor saves times and money while keeping the process organized and
focused.
This concept is based on the assumption that you should give contacts the opportunity to “say yes” to an appointment
via email first and as a last resort call them. Why? The email is faster, less expensive and less disruptive for the
contact. It’s also more effective than cold-calling alone. When the 2-sentence email is worded correctly the response
rates can be as high as 50-60%. Thus reducing the number of people we need to contact to extract an appointment.
Creating the “DRAS” email:
The key to success with DRAS is the get the “about” statement written from the contacts perspective about their
situation. You will know when you have it right because your response rates will soar from 1-2% to 50-60%. One
recommendation is that at your morning meetings you take a few minutes to brainstorm wording for the “about”
statement.
The sentence should:
• Start with “Hi, I'd like to schedule a brief conversation about…”
• Be non-persuasive and not about us (the company or its products)
• Be a statement about a customer problem or the root cause of that problem
DRAS Joyce Juntunen 5/14/12
2. Best practices for your “DRAS” program:
1. Send 50 emails out and if you don't get a response within 24-hours of at least 20% you should change the
"about" statement and do another test of 50. The key is rapid experimenting. So you need to be running a large
volume of sample groups testing different messages. Use small sample groups of 25-50 people so that you don't
burn out your database.
2. Group the buyers/prospects by their industry sector and then create 3-5 "about" statement sample groups
within each industry sector. Why? Each industry faces different priorities and hot buttons.
3. Engage a series of "advice" calls with current buyers to show them the "about" statements that you're using and
have them help you quickly refine them. Approached properly the "advice" calls can be converted into sales
opportunities...but you have to be careful to not bait and switch the buyer. Advice calls can be conducted by
managers as well to keep learning what problems customers are facing.
4. Hone in on what the buyer wants to schedule time to talk about. What are the problems that they're
facing? Why are they facing these problems? You need to get away from asking to talk about a product or
service. No one wants to talk about that and if they say yes, they are typically "seemore's" rather than
buyers. What's the problem causing the need for the product/service? That's the core of the about.
The chart below is an actual sample of how one company sets appointment setting goals and tracks their
progress. Keep in mind that our first 15-30 days using this approach will most likely not yield a 50-60% yes rate (unless
you get lucky). It’s a methodical process to shift your thinking from what you want to “tell and sell” the buyer on to
what they want “talk about and buy” in the appointment. Note that this client does not send the hand-written
note…they’ve not found the need to…which reduces their appointment setting cost.
DRAS is a great way to go because it’s the least expensive and invasive process to use that can yield very high return
rates. It’s also fun when the reps get involved in crafting the “about” statements. Some clients offer a reward to the
sales rep or employee that uncovers the most successful DRAS “about” statement. This motivates them to engage
contacts to find out what their needs really are and how to word it to get them to respond. How much is it worth to
uncover the “about” statement that generates a 50-60% response rates for appointments?
DRAS Joyce Juntunen 5/14/12
3. DRAS email
Subject: Blank or “Re:”
Hi {FirstName},
I’d like to schedule a brief conversation with you about how to reach more home buyers and sellers when they are ready
to make a move. What does your schedule look like over the next few days?
Enjoy the day.
{Rep Name}
Phone Number
(Note that the signature is plain and simple)
DRAS email:
Subject: Blank or “Re:”
Hi {FirstName},
I’d like to schedule a brief conversation with you about how to stay on top of the deadlines for the recent GHS changes.
What does your schedule look like over the next few days?
Enjoy the day.
{Rep Name}
Phone Number
Advice Call
Subject: Blank or “Re:”
Hi {FirstName},
I’m in the midst of working a project for the CEO of my company, {CEO Name}. I’d like to schedule a brief phone
conversation to get your advice. How does your schedule look? I appreciate your time and look forward to speaking
with you.
Enjoy the day.
{Rep Name}Phone Number
DRAS Joyce Juntunen 5/14/12