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Answer Upon - Using the Phone to Set Appointments
Of the four business meetings I have held so far this week; only in one case was the other person able to produce an up to date and informative business card, despite the fact that they were all very senior executivesAs I have said on numerous occasions, a commo
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not conduct the preliminaries by phone?
If you're using the phone to prospect, and regardless of whether your next step is to communicate in person
Canada is a vast and extremely expansive country. It comprises of many provinces, territories, cities, and towns, each with their own agencies and set of laws. Obtaining Canadian criminal records can be extremely tiresome and difficult because of the different laws and
“I'm an outside sales rep, and my teleprospector quit. Therefore I have to do my own prospecting, and I hate it. I'm a good outside rep, but I'm freezing up when I have to call these people.”
“What are you saying to them?”, I inquired.
“I'm ____ with _______. We are a freight shipper, and I'd like to come out and take some of your time to explain what we do.”
Analysis and Recommendation
No wonder he didn't like prospecting. I would have been paranoid, too, with the resistance he was experiencing. But it was entirely unnecessary, because the rebuffs were invited. That opening is awful.
To paraphrase, it says, “We're one of the hundreds of companies that are in this business. I want to sit in your office and take your valuable time so I can talk about my company and why I think we're good.”
Nothing of interest for the prospect. No reason for him to even listen on that call, much less agree to an appointment! It puts the listener on the defensive, closes his mind to possibilities, and causes him to shift into his “Let's get this guy off the phone”-mode.
I gave him a simple suggestion for an opening:
“I'm ___ with _____. We've worked with a lot of traffic managers in the (fill in his industry)to help them get the best rates and on-time deliveries with no hassles. Depending on what you ship, and to where, it might be worth our time to talk. If I've caught you at a good time, please tell me briefly about your less-than-truckload shipping requirements.
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not conduct the preliminaries by phone?
If you're using the phone to prospect, and regardless of whether your next step is to communicate in person o
I have a major secret to success…Not just success in the self-storage business. Not just the secret to financial success. But the secret to success in every area of our human lives. And – as you’ve probably guessed - I’m going to reveal it in this article.
Analysis and Recommendation
No wonder he didn't like prospecting. I would have been paranoid, too, with the resistance he was experiencing. But it was entirely unnecessary, because the rebuffs were invited. That opening is awful.
To paraphrase, it says, “We're one of the hundreds of companies that are in this business. I want to sit in your office and take your valuable time so I can talk about my company and why I think we're good.”
Nothing of interest for the prospect. No reason for him to even listen on that call, much less agree to an appointment! It puts the listener on the defensive, closes his mind to possibilities, and causes him to shift into his “Let's get this guy off the phone”-mode.
I gave him a simple suggestion for an opening:
“I'm ___ with _____. We've worked with a lot of traffic managers in the (fill in his industry)to help them get the best rates and on-time deliveries with no hassles. Depending on what you ship, and to where, it might be worth our time to talk. If I've caught you at a good time, please tell me briefly about your less-than-truckload shipping requirements.
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not conduct the preliminaries by phone?
If you're using the phone to prospect, and regardless of whether your next step is to communicate in person
Your career, like any journey, has a beginning, an end and a direction. For many people, the present direction of the career is probably not a result of entirely their own choices. If, for some reason, you are not happy with the direction of your career, there is a way
Nothing of interest for the prospect. No reason for him to even listen on that call, much less agree to an appointment! It puts the listener on the defensive, closes his mind to possibilities, and causes him to shift into his “Let's get this guy off the phone”-mode.
I gave him a simple suggestion for an opening:
“I'm ___ with _____. We've worked with a lot of traffic managers in the (fill in his industry)to help them get the best rates and on-time deliveries with no hassles. Depending on what you ship, and to where, it might be worth our time to talk. If I've caught you at a good time, please tell me briefly about your less-than-truckload shipping requirements.
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not conduct the preliminaries by phone?
If you're using the phone to prospect, and regardless of whether your next step is to communicate in person
In the contemporary business world only thing that seems to be constant is change and the nature of the competition is such that companies need to leverage on the way they manage change to gain a competitive advantage. Moreover, the types of changes the companies exper
He liked it, but mentioned it doesn't ask for the appointment right away.
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not conduct the preliminaries by phone?
If you're using the phone to prospect, and regardless of whether your next step is to communicate in person
Creative DirectorLet's start at the top and work down. Art directors, or Creative Directors are responsible for a creative team that may design work for magazines, television, advertising graphics, websites, or on packaging. A creative team can consist of
Precisely.
I asked if he ever had situations where he visited a “prospect” who was less-than-euphoric about the appointment, or who wasn't a prospect at all. He concurred. So why even visit these people? Why not conduct the preliminaries by phone?
If you're using the phone to prospect, and regardless of whether your next step is to communicate in person or by phone, be certain you have something of interest in order to get them talking. Your results are much more pleasurable.
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