Setting Appointments

CRITICAL ACTIVITY SETTING APPOINTMENTS


It takes guts to call someone on the telephone to invite them to learn more about your business, services or products, etc...BUT, They aren’t going to call you, so that leaves it up to you to call them.

You can be nervous about inviting potential customers or, you can think of this as “the fun activity.”

Remember that “no” often means “not yet” or “not now.” When one person turns you down, don’t let that discourage you from contacting others.


If you have a presentation or slideshow, or the purpose of the call is simply to invite them to a get together to learn more then:

There are 4 simple steps to making the Appointment:
1. Creating Urgency
2. Compliment
3. Approach
4. Confirm

1. Create Urgency
You want your call to last only 1–2 minutes maximum. Any longer and you may get drawn into making the presentation on the phone.

How do you create urgency?
By simply letting them know you don’t have much time, but you would love to show them more.

2. Sincerely Compliment
The second part of setting appointments is to compliment the person. It tells her why you’ve chosen to talk to her. It helps her feel good about herself and leaves her more open to what you have to say. When someone notices something special about you, doesn’t it make you more receptive to them?

Example: I wanted to call you because you are really smart and you'd be a great business partner.

Or, I wanted to call you because you have young kids and I know you're really concerned about their health.

Or, I wanted to call you because you are really driven and motivated and I think we would have a great time working together.

3. Approach
At this point you can insert whatever approach works best for you and the person with whom you’re speaking. There are many approaches you can use. Use the ones that work best for you.

Remember, the objective is to get the appointment, and nothing more.

Examples:
You look like you're into health and wellness....

Are you looking for safer products for you and your family?

ASK for the appointment:
Hey why don't we get together for a coffee and I can show you what we do?


I don't know if this would be a fit for you, but I would be glad to show you what I've been up to.

You seem like someone I would like to work with. I value your experience. I'd love to show you what I do and get your opinion.

Hey Michelle, I need your help. You may know that Ben and I have a wellness business. We are looking for 5 people that we can help to pay all of their bills with supplemental income. I'd love 45 minutes to show you what we do. It might be for you, if not I'm sure you have someone in mind we can help

I found an awesome way of shopping. I thought of you because _______________. I'd love to show you more about it.

I am looking for a business partner in the area to help expand my business. Do you know anyone who is looking to add to their existing income or even replace it?

I want to talk to you about a great business idea. It makes sense. There is no risk, and it is not MLM. I need 45 minutes to show you more.

Has anyone ever talked to you about _____________? It's a business you can start for ______ No selling products, no inventory, no risk and we can make some really good money together.

COLD MARKET
Hi, my name is Amanda Drover and (your name was passed to me, or I found your business card) I am looking to expand my team in your area. I see you do Avon so obviously you are an entrepeneur. I would love to show you what I do and see what you think.



4. Confirm
The last part of the conversation is to confirm the appointment. Give the person two or more options. “I’m free for lunch tomorrow, or we could get together Thursday or Friday morning for coffee. Which works best for you?” Once you have the appointment, thank the person, tell him or her you’re looking forward to it, and confirm the date and time once again.


Example:
" Hi, is Sarah home please?"

"This is Sarah"

"Hi Sarah this is Amanda Drover I was calling with the info you requested about Motivated Moms."

"Oh hi Amanda thanks for calling!"

"Sure thing! I was looking forward to talking with you because you seem like a positive person and I'd love to have you on our team! I only have a minute right now, but I was wondering when you would have about 30-45 minutes so I could give you more info and answer your questions. Is morning or evening better for you?"

"Actually evening is great for me"

"Ok great how about this evening around 8pm is that good for you?

"Yup that's perfect"

Awesome. So I am crossing that time off for you and I will call you tonight at 8pm so I can give you all the info you need. Do you have a pen & paper handy? (wait)

"yup I have one here"

I'll give you my phone number, it's ____________. Can you give me a call if something comes up or you need to reschedule?

"sure yeah no problem"

"great thanks so much Sarah! I look forward to chatting with you this evening, have a great day!"

"thanks you too Amanda"

"Thanks! Bye!"



If someone says "well can't you just explain now in like 2 minutes?"

well I only had a minute here right now I have an appointment coming up to call someone else, but I can call you this evening though and show you all the info you need and answer your questions (then just move on to book a time)

OR

No, it's better for you to be able to see the presentation in full. that way you're getting the same info everyone else had and you'll have all the info you need to decide if you'd like to join our team.




Voice mail message when calling leads:
Hi, this message is for XXX, this is Amanda from the Motivated Moms team. I am calling because of your request for details on our team and company. Sorry I am missing you. I would love to share with you all the details and answer any questions you may have as well. You can reach me back at (999)999-9999. I will also send you a quick email. Have a fantastic day!




MISSED APPOINTMENT
Hello Penny,

I hope that this finds you well, I am sorry you were not available for our appointment today. I am sure something important came up and I hope it was nothing serious.

I would love to set a new time to share all the details with you so we can see if there's a way we can help you.

Call me at (phone number) or simply reply to this email so we can set up that new time together to get you the details you need.

Make it a great day!


MISSED FOLLOW UP
Hello Melissa,

I hope this finds you well. I am very excited to get back together with you about our Team and Company.

I wanted to send you a quick email to let you know that I am here for you and would love to set a new time to follow up, answer your questions and help you get started.

Call me at ~~ownersphone~~ or simply reply to this email so we can set up that new time together to review the additional information that I sent you.





I hope that helps!!! Please feel free to post any tips you have for Setting Appointments.

Make it a great day!

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Success

If you want to succeed - in whatever you are doing - then you must make a long term commitment to really change.

The majority of companies out there focus on the "quick fix" whether it be for weight loss, careers, success, money, home business, etc...

In order to have true success you need to figure out

1. WHY did you want to make this change?
2. WHY is this your goal?
3. What will motivate you to stick with it?
4. What have you done that has brought you to where you are today?
5. What do you want your life to be like in 5 years? (what would you like to change)

This change will not happen overnight. It will be gradual. Consitent.

Small Changes = Easy to Change = Long Term Goal

When you are making small changes - then it's easier to make those changes. If you continue to make small changes towards your goal then you'll be able to STAY at your goal.

This is not just about change for yourself - it's also about the change of those surrounding you. Your relationships with the people around you impact your SUCCESS or FAILURE.

When you have positive flow going from you to others and then back to you - then you have the ideal situation for support to be able to reach your goals.

WHAT NEXT?

1. Accept yourself. Have a look at what got you to where you are now and come to terms with it. What are your strengths? What are your skills and talents?

2. Have a look at those around you. Do they support you? Do they offer positive energy? It will be hard - but you may need to get rid of the negative nelly's. At least until you reach your goal. They will only put you down.

3. WHY do you want to change? What do you want to change?

4. What is your goal? (make sure it's realistic) and also give it a time frame. When do you want to reach your goal by?

5. How will it make you feel to reach your goal?

6. What will motivate you to stay on track?

I hope you find this helps you to reach your goals.

To your Success!

Amanda Drover

Read more...

30 Second Commercial

Be ready when someone asks you "What do you do?"

Make a 30 second commercial for yourself. Write it down. Practice it. That way you're not fumbling for words trying to describe what you do.

The objective of your 30 second commercial is to have 15 to 30 seconds of information that informs someone with the following information:

* Who are you?
* Who is your company?
* What does your company do?
Power Question
* How can you help?
Power Statement


o Avoid using industry jargon unless it's absolutely necessary.
o Talk about benefits... "I help lawyers find ways to win more business from existing clients."

** No one likes to be sold - but they love to buy **

Have more than 1 version

- list 5 ways you can help them, and integrate that into your commercial

Power Question
* How do you know what to ask?

- What information do you want to get from them?
- Can I qualify my prospect from this question?
- Does it take more than 1 question to find the info?
- Does my question make them think?
- Does my question separate me from the competition?

Make a list of 10 power questions so you can see what you need.

Power Statement:
Makes your product or service outstanding, Buyable.

Call to Action:
The purpose - offer a solution to their need.
Closing line, statement or a question.
Maybe sending them to a website, or appointment for them to call you.
Or you to call them.

SPEAK slowly. SMILE.

Learn how to DELIVER your commercial.


Example:

Name: Hi my name is Amanda Drover. I'm a Team Leader with the Motivated Moms team. We're a team of moms who work with a Inc 500 company and help other moms learn more about safer, healthier products and how they can save money on everyday products. We also help families earn supplemental income.

Power Questions: Do you know anyone interested in health and wellness?
Do you know anyone looking to make supplemental income?
Do you have a plan B?
Are you interested in going green?

Remember - let them answer the question (or 2 questions) So you can see their NEED. (if there is a need)

Then you can show how you can help them.

So if someone answered to me:
Actually I'm looking for a way to make some extra money.

" I think we can help you then. (Call to Action) Let's get together so I can show you more about what we do. How about tomorrow night 8pm or thursday for lunch? What works best for you?"



If you make a 30 second commercial please feel free to share it in the comments section.

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