November 6, 2012

Village Tip: Getting an Appointment

I was talking with a colleague recently who was at the crossroads with his business. He told me that his wife was giving him pressure to give up his business and head back into the traditional job market for a W-2 position.

I suggested that he make one last all-out push for new business. Sometimes selling your product or service can be easier than getting the actual appointment. No matter how hard you try, you just can't seem to get the prospect to agree to meeting you face to face. Here is a Village Tip that may help.

At first, it is important to sell the appointment, not your service. Trying to get a contract over the phone is difficult. The appointment is when you will do the actual selling.

Ask questions where the answer must be "yes." "Would it be better for us to meet on Tuesday or Thursday?" The prospect probably will pick one or the other and--bingo--you have the appointment. You might make your dates even more specific, "I have Tuesday at 930am and Thursday at 2:30pm open. Which would work best for you?"

Asking for the prospect's help can be very effective. If the prospect says that she doesn't want to meet with you, ask him what you would have to say in order to convince her that your service can work. This way, the prospect will be telling you exactly how to overcome her objection.

Above all, don't push! After a few failed attempts to get an appointment, it is better to take a fall-back position. Tell him you understand he is not ready to make any decision. Ask for a follow-up appointment for a later time.

Declaration of Financial Empowerment encourages us 'to teach business and financial principles'. My hope is that these simple Village Tips will prove helpful to you over the coming days and weeks! What say u?

1 comment:

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