Qualifying The Prospect And The Appointment Presentation
That's why I would really like to get you into the program today!!!
Appointment Presentation:
( Some of you may want to " warm up " the prospect before getting into the presentation. Be careful to always maintain control of the appointment and don't let the prospect go off on a tangent. You're there to do business! )
Dress professionally. Enter his/her place of business, extend your hand and say,..." Hello Mr./Mrs.__________, I'm ( your name ) from DAWSON NEWS. Thanks for taking the time to see me today. Here is a copy of our newspaper we issued for the month of_______, of course, your ad will be located________, as per your instructions during your telephone conversation concerning your advertising space you desired. However, if you wish to make a change we can sit down together and develop a new ad design. This is of course one of our services we provide our clients so as to provide you with the upmost professional advertising service money can buy at a reasonable cost to you. " Ask the client for a business card. Also ask the client for extra business cards to pass among your staff and possibly other clients in need of your services. What you could do is make an ad copy using your clients business card. Oh..., I'll need a check payable to DAWSON PUBLISHING, which is the parent company, in the amount of $___________. Give him/her your business card, pull out an agreement and copy form and begin writing. When your customer hands you the check, fill in the check number on the agreement and briefly read through the agreement, and have them sign it. Tell them that they will be receiving a copy of the DAWSON NEWS, as soon as the paper is issued. Thank them, shake their hand and leave. **************************************************************** WE DO NOT COLD CALL. WE PROSPECT, PHONE OUR PROSPECTS, VISIT ONLY THOSE WHO INVITE US, AND PRESENT OUR PROGRAM TO THOSE WE VISIT. OUR SYSTEM WORKS. IF YOU DO EXACTLY AS YOU HAVE BEEN TAUGHT, YOU WILL BE VERY SUCCESSFUL!!
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Good Luck and Good Selling!!
James D. Dawson JD Dawson & Associates Employment Contractors & Consulting Services
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