Article 101

What are the 5 "most helpful", "wish I had thought of that sooner," "this one sentence was worth the cost of your materials/presentation" strategies... trainees have related to me most recently?

Word count: 520
Time to read: 2 minutes
Benefit to you: Make you aware of "stupid simple" techniques and
strategies that can immediately impact your ability to gain access
to top-level decision-makers at future accounts you desire.

You may find it interesting to know what those who implement the appointment setting strategies that I used to personally set 2,000+ sales appointments, tell me was most valuable to them.

Here are the 5 "most helpful" strategies related to me most recently.

1. Canadian inside sales manager tells me that one sentence relating an absolute "must do" before you leave a record and move on to the next call, drastically increase call volume and performance. The problem he found was that callers were wasting inordinate amounts of time scrolling through records searching for the next good dial. This simple tip solved that problem.

2. Financial services provider seeking high net-worth clients related that my counter-intuitive voicemail strategy has drastically increased his callbacks from voicemail --- including a call back from a multi-million dollar account that he had been unable to generate a response from for 2 years.

3. Professional services firm related that my list of customized fields to setup in your contact manager BEFORE you start calling, was instrumental in enabling them to cost-effectively implement targeted niche marketing programs to list segments. Previously this knowledge was buried... not accessible.. and even though this firm
was spending the money to call and collecting important marketing data... it was not accessible to them... it was buried in the records... and they could not leverage that knowledge for account development. Now... a couple of clicks... and they are on their way.

4. Small business owner related that the model scripts and responses, particularly to "send some info" and "call me back" have been instrumental in reducing his frustration and stress levels as he no longer calls, calls and calls back people who are only going to say "no", and using the model comebacks to that form of resistance, is immediately able to determine who is a serious prospect.

5. Consulting company related that my simple... took us two hours... profiling tips used to determine the best targets to call... helped them to eliminate thousands of low probability targets they were going to call. They, of course, replaced them all with high probability targets. The tips were so simple the partner said he was embarrassed they hadn't thought of it... it cost them a lot of wasted calling hours.

Best wishes with your selling,
Scott Channell

Copyright 2005-2009

Article 41	5 Most Helpful Appointment Setting Strategies
	by Scott Channell