Article 101

Six Fast Start Strategies To Get In Front Of Top Decision Makers At Desired Future Accounts Within Days.

Read an email from a coaching client, then review the six keys.

Alan was less than two weeks into a new position in a highly competitive industry - employee benefits. He had just finished reading my book "Setting Sales Appointments" and started a coaching program with me 9 days ago to help him with his scripts and make sure he got off to a good start in his new job. He sent me this
email on Tuesday). What results did he get? After you find out let me tell you some of the keys to his success - and it could just as well be your success.

"Subject: Appointments
From: "Ma___, Alan" <AM___@___tom.com>
To: <scottc@findingbusiness.com>
Scott,

A quick update:

Got on the phones this morning at 10:00. Had a couple of "I'mnotinterestedclick"s, but managed three appointments in under 10 calls.

I got fax numbers on everyone I talked to, even the hang-up (I called back and got the fax number).

I even called one President, who did exactly what you said. He politely referred me to someone else, and I used that angle up...and got the appointment.

Since one of the appointments I made today was kind of tentative, I'm going to go for four today, and then chill until tomorrow. I figured the best way to keep fresh at it, is to meet my goal and then stop, so I don't burn out. But, I think 3 appointments in under an hour considering the first day of fumbling through the script, is not bad.

You the man!

Thanks,
Alan"

Hmmmm. Three appointments in an hour with high-level decision makers that are besieged with calls. One conversation with a CEO that resulted in an appointment. Not a bad start. How did this happen and more importantly - how can it happen for you?

Let me relate 6 keys for quick success.

1. WORK A TOTAL SYSTEM.

When Alan called me he had read "Setting Sales Appointments" so he was oriented to a total system. He was not just focusing on the scripts. He had thought through well who the best people to call were, how he was going to organize himself for efficiency, how to code records for success and other issues.

2. DON'T JUST FOCUS ON THE SCRIPTS.

Big mistake made by many is to search endlessly for industry specific scripts they think will magically solve their access problems. Wrong!! People who search for magic scripts with their industry words within - "real estate", "Insurance," "high tech", "whatever" are wearing failure caps. Why?

First of all the most impactful scripts relate to your specific company, your unique offer, the specific benefits you offer, etc. Generics make sense when you are buying medicine - they make no sense when writing effective scripts. Knowing how to structure an effective script and then plugging in your best credibility statement, 3 most important benefits, etc., is the key.

Alan had done all that thinking and had done a great job identifying his key message points before he called me.

3. CALL THE RIGHT PEOPLE.

At the risk of repeating myself, but it is so important. There are always far more great people to call than you have time or resources to call. Are you thinking to yourself "But I don't want to miss anyone?" If so, you are doomed to disaster. You have a choice. Spend 100% of your time calling the highest probability prospects, or, spend 20% of your time with the highest probs and 80% of your time with much lower probability prospects. Alan had used the principles in the book to profile his highest probability targets and focus 100% of his time on them.

4. FOCUS YOUR MESSAGE.

Alan's draft appointment and voicemail script and fax contained all the key points, but they weren't organized and focused for best appointment results. He was trying to convey 4 different messages to his audience. I recommended he drop 3 and expand one. That was the winner. It's much more effective for your targets to absorb and understand one message so that they can conclude "THAT is worth some of my time."

5. DON'T MIX STEPS.

Many people make the mistake of confusing selling an appointment with selling their product or service. They are two totally different things and you should not start to overtly sell your service when trying to set an appointment. The biggest thing I had to point out to Alan was that his draft approach was trying too hard to sell his service. Too early for that. We refocused his approach to selling the appointment only. Now that he has appointments he can focus on selling his services. Don't mix steps. Be good at every step.

6. YOU CAN GET RESULTS STARTING IN A LESS THAN PERFECT WORLD.

In Alan's case, not everything is structured for maximum efficiency and effectiveness yet. The contact manager the company uses isn't the best. It's clunky to print out customized stuff. So what. Alan focused on getting the most within his existing reality. He also knows what he needs to do for even more efficiency and effectiveness. I work with many people/companies/sales managers who need to get results now and can't start from scratch. That's OK. We do the best work arounds we can and get the job done.

Alan asked me many questions in the two hours we have spent on the phone so far. I brought up a couple of important points he hadn't thought of that were important to those first meetings.

Consider how sales might improve for you if I could train your team or be your coach for awhile.

Best wishes for your prospecting.
Scott Channell

copyright 2004-2009 scott channell

Article 30	6 Quick Start Appointment Setting Tips
	by Scott Channell