Let’s face it…getting face to face appointments with a prospective customer or client can lead to increase business. As they say, “No time at bat, No runs”. So, what is the best way to get face to face time when we need it?

Some people set appointments as a result of meeting prospective leads at networking events. BUT what happens if you have not met your ideal prospective client? You have to do the one thing most people HATE; cold calling.

I would like to share with you some points that will help you warm up the call.

  1. Understand people listen and buy with WIIFM, What’s In It For Me. Share the reasons why they will benefit from meeting with you. Write your script to target this point.
  2. Have a script. Yes, I said it, HAVE A SCRIPT. A script is your direction, your guild map for conversation. The key is to make the script your own. As a great actor takes a script in a play or movie, they make it their own. Remember, it is not about reading the script and sounding as an under paid telemarketer.
  3. Know what you are selling on this call. You are only selling the appointment. Do not start selling your product or service, just the appointment. See if they are ready for it. I often hear people say, “once I set the appointment, I can work my magic in an in-person appointment”.
  4. Objections. What do I do with an objection? “We already have a financial planner”. You can reply: I understand you have a financial planner, most people do. Especially people that are serious about having a secure financial future have one. The difference is that not all financial planners see planning the some way. Let me ask you, do you want to wait until retirement to discover you should have used a different financial strategy or would you prefer to look at it now, and make sure you are heading in the right direction? I have next Tuesday morning at 10:00 am or Wednesday in the afternoon open to stop by and meet with you. Which works better?
  5. Key! The first 5 – 15 second are your Do or Die moments of the call. The persons answering the phone are saying to themselves, “Who are you? And how soon can I get you off the phone?” If you can keep a person on the phone for 30 second or more, they will stay on the call with you and will not hang up. This is your selling time to get the appointment.
  6. Last point: Most people believe they get paid for selling their product or service. I want you to think about it this way. If you don’t get appointments to present your product or service, your will not have much business or any business. So, think of it this way, YOU GET PAID FOR GETTING APPOINTMENTS! This may make it important enough for you to understand so you move pass your fears and start calling for appointments.

I wish you much success in your calling.

Wanda March

PhoneTalk Communications