This document outlines a pre-appointment routine for salespeople to establish themselves as more professional than the competition. It recommends sending prospects a link to client testimonials to provide proof of results without relying on the salesperson's word. It also suggests connecting on LinkedIn and sending a thank you note for speaking together with an appointment reminder. Following these steps in the pre-appointment routine is said to significantly increase closing ratios for salespeople over competitors who do not follow this routine.

1. The Pre-Appointment Routine
Mel Schlesinger

2. Marketing
• Gets interest
and
appointment
Pre-First
Appointment
• Prospect does
research
• Preliminary
decision
First
Appointment
• Prospect
makes decision
• Are you right
for me
Second
Appointment

4. Your Competitive Advantage
Is secured by
your pre-first
appointment
routine

5. From the Hootsuite Whitepaper - Definitive Guide to Social Selling

6. Corporate Executive Board Study – www.executiveboard.com

7. Before the decision-maker
meets with a
salesperson
SiriusDecisions – June 2013

8. Use online resources
when researching
products and services in
their local area before
making a purchase.
BIA/Kelsey – March 2010

9. 90% of all B2B buyers
reported that they begin
the buying process using
Search
Marketo Study

10. Pre-First Appointment Routine
• Send a link to client testimonial website
– Testimonials provide proof that you actually
deliver the results that you promise
– You word is irrelevant since the prospect does not
know you
– Check out www.testimonialwebsites.com
• Connect on LinkedIn
• Send a snail mail “Thank You” for speaking
with me card
– Include appointment reminder
– Check out www.pixingo.com/mels

12. FOLLOWING THESE STEPS SETS YOU
APART AND ESTABLISHES YOU AS
MORE PROFESSIONAL THAN THE
COMPETITION

13. If the only thing that you changed was to follow
this pre-appointment routine you will see a
significant increase in your closing ratios

14. Mel Schesinger
mel@melschlesinger.com
Calendar:
http://mels.youcanbook.me