Qualifying The Prospect And The Appointment Presentation
( If the response is, " I don't care how much it is...", then politely thank them and say good bye).
#3 It's Not For Me:
If the response to the first part of the telephone talk is "...I don't think it would do me any good..." Your response could be, "...I understand how you feel Mr./Mrs.____________., What exactly is it about our program that you feel wouldn't benefit your business? " ****Wait for his/her response. There are many answers that can be given here. We will discuss in company news letters the various possibilities and answer those together. ( too much money, too far from any hotels, too close to a hotel, how will I know if I get any response from advertising in DAWSON NEWS, how many newspapers will be distributed ).
The Appointment:
Appointments should be INSTANTANEOUS or set within an hour of your phone call. ( When you are phoning far from a prospect, you could begin setting appointments in the morning like so; 4PM, 3PM, 2PM, 1PM, within the hour ). YOUR BEST RESULTS WILL BE TO SEE THE DECISION MAKER WITHIN 15 TO 30 MINUTES AFTER THE PHONE CALL.
Example:
"...,O.K. Mr./Mrs________, we'll be down your way in just a little while to see ( drop a name ).How about if I stop by and pick up your ad copy and check after I see them? O.K.? " THEN YOU QUALIFY THE PROSPECT!!!
YOU SHOULD NEVER SET APPOINTMENTS FOR THE NEXT DAY(S)!! When someone tells you that they are interested, you should see them while you are still fresh on their minds. PEOPLE WILL FIND MANY REASONS NOT TO BUY IF YOU GIVE THEM A NIGHT OR TWO TO SLEEP ON IT. SEE THEM NOW, WHILE THEIR STILL INTERESTED. IF THEY WON'T SEE YOU NOW, YOU NEED TO EXPRESS A SENSE OF URGENCY, SUCH AS..." We're working very hard to finish this issue today,...it only takes about 5 minutes of yours and our time to pick up the ad copy and check and give you your receipt,...I'd hate to see you miss out on this opportunity to take advantage of our special advertising rates we are currently offering for advertising in this issue!!!
EXPRESS URGENCY; You should ALWAYS express urgency such as...You know Mr./Mrs.__________, I'm not the only person working on this project. We may be finished today. If I waited to check back with you ( tomorrow, next week, etc. ), I may not have anything left!!! That's
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