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Other Added - Using the Phone to Set Appointments
That is an appealing self-assured declaration. Moreover, truthfully, it is perhaps a bit of an overstatement, but not by much. I will clarify this shortly.First, a question. Are you steadily making money on your construction jobs? Are you using cash from the job
“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 g
PriorityWarranty repairs should have priority over all other repairs, When a customer purchases a product, they consider the warranty period. This is an important factor in the choice of whom they buy from and the faster a warranty repair is co
“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 g
Do you know the lifetime value of a customer? If you knew, you would take better care of your customers. Good customers are like comic books and baseball cards. Who would have thought they would become so valuable over time. The better we take care of them, the greater
“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 g
Every last detail has been attended to and you’re standing in the front of your trade show display waiting for the show to open. Are you ready or will it just be another exercise in futility?Let’s take a look at what can happen.The first day starts off li
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 g
Franchising is one of the popular business expansion systems in the world today. It has been around since ancient history but has only recently made its debut in the world market. Franchising as a business system in the US is very effective because although it accoun
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 g
It’s all in who you know... Or can get to Know!Yesterday I had a customer service issue that warranted my immediate attention. I had ordered a product that I desperately needed that was now about 6 weeks overdue the original back ordered date. I had made numerou
“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 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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