Article 101

YOUR APPOINTMENT SETTING CALLS ARE BOUND TO ANNOY, INCONVENIENCE AND ANGER SOME TARGETS. WHAT TO DO IF THEY CALL YOUR MOTHER NAMES.

Where are you better off?

You call 100 targets and get 10 appointments and 8 people insult your heritage.

Being the kind and considerate teleprospector that you are you decide to temper your approach... ask them if they have time... engage in some witty banter... offer to call them back. So the next 100 you call, with the same investment of time and money, you get 6 appointments and only 2 wish you an early death.

What result will contribute more to your income and profits?

Listen up people... appointment setting is simple yet not easy. You are your greatest enemy... as you lose focus on your objective. Which is... generate the most qualified appointments, leads and opportunities you can for the time and money you invest in
prospecting.

What do you do with the annoyed and inconvenienced?

Fuhgeddaboutem.

Ignore them. Blow by them. Next call.

All I do is talk to salespeople. Successful salespeople and appointment setters never, never, never seem to talk about why people do not agree to meet or buy. The struggling salespeople who are sucking up their companies resources and making little for themselves... talk often and long about why people don't meet or buy...they relate masterful eloquent analysis about the impact of holidays, the economy, tsunamis, global warming and which side of the bed they got of that morning... on their prospecting calls and sales appointments.

Top producers don't invest time with those thoughts. Top producers talk constantly about specific strategies and approaches, words, actions and stuff...to get more targets to agree to meet, convert more to sales, increase the amount of the average order and reorder.

It is a mindset.

Focus on success, not avoiding non-success.

A cold cruel reality of appointment setting is that when you communicate clearly and with impact, who you are, what you do, why you are credible, 3 specific benefits you offer and tell people exactly what you want them to do..... they can see the value exchange and conclude that you are worth 30 - 45 minutes of their time. You get more yes's and ...

you get more no's. People clearly grasp what you have and conclude it isn't for them. So what.

The exact same actions and words on your part that are welcomed by some will be irrelevant to others. Your task it to get the most out of every group... listen up, every group of targets you call. Not to expect every individual call to be successful.

The maybes are what will kill you and suck every bit of motivation out of your body. "Maybes" are to be avoided and are totally unacceptable. "No's" are to be expected and perfectly acceptable.

It's amazing to me... the same people who complain to me that no one remembers them or ever gets the mail they send, are convinced that those who are annoyed by a brief phone call will remember them forever and tell their friends bad things. It's stupid.

Have the right mindset. Focus solely upon how to get more results for the time and effort you invest. The next time someone seems annoyed by your call remember what Tony Soprano would say... fuhgeddaboutem.

Go annoy some people.

Best wishes for appointment setting,
Scott Channell

copyright 2006-2009 scott channell

Article 90	Your Calls Annoy Some? What to do…
	by Scott Channell