When setting appointments, always get invited in. NO BEGGING!
Tim was convinced that if only he could somehow get in front of more prospects, he’d do a lot better. But it was always tough to get anyone to agree to an appointment. He started collecting all the excuses.
“Not right now, the budget’s been cut.”
“Our senior management has just changed.”
“The holidays are coming. Next month.”
“I just don’t have the time.”
And Tim’s list went on and on. Late one Monday morning, after completing eight cold calls in two hours, Tim decided to try something new. No more getting pushed around. He’d call back the same eight people and try it.
“Hi, this is Tim and if I could have a five-minute appointment, only five minutes, I know you would be interested.”
Amazingly enough, Tim was able to make appointments with three of the eight.
Tim went on the three five-minute appointments, spent the five minutes, and at the conclusion, heard the same excuses with which he had become all too familiar.
Begging is a habit that is reinforced by prospects because prospects have been trained by salespeople who beg for a living.
Instead of Tim saying “...if I could have a five-minute appointment, only five minutes, I know you would be interested,” he could have stopped being a beggar and said, “Mr. Smith, after I meet with most CEOs, we jointly decide that my product or service is not appropriate for their needs. However, 15 percent of CEOs see the value of my product. When would you like to determine if you qualify as one of the 15 percent?”
Tim would get fewer appointments with this approach, but he would waste less time on non-productive appointments and make more sales.
If you really want to stop begging, record the conversation. Then play it back to someone you trust and tell him to note down all of your begging phrases. Once you have that list, ban those phrases from your vocabulary.
Beggars do make some money. Non-beggars make more money. Which would you rather be?
Word from Yamil
When people ask me now what I do for marketing/sell and I tell them nothing, they look at me with a strange look. When you do it right, "selling" never feels like selling, it feels totally different for me and for my clients. I am not trying to convince them to buy something from me, they are ready and willing to do business with me because of my approach in the whole process.
This is the same concept that I try to create with my client's websites. I never want their clients to go to their website and feel that they are being "sold" something. I want their clients to want to "buy" it. It's a whole different paradigm that I learned from Antonio.
If you are not lucky enough to live in Miami you should definitely follow Antonio on Linkdin, he shares a lot of wisdom there as well. But definitely check out their website at: