Session 4: Appointment Setting, Part 2

Sales is just like DATING!

A Good Partnership: • Takes time to build

• Built on trust and

credibility

• Will never happen if you give up after the first try!

Today’s Focus

How to execute a Multi-Touch Campaign to increase your success. What to do when it’s not “NO”, it is “NOT NOW”!

Step 3 Examples: Follow-up email Reiterate value Establish trust

APPOINTMENT!

Step 2 Examples: Phone call to Targeted Buyer Creative voicemail script Gatekeeper conversation guide Step 1 Examples:

Drop-off or mail creative door opener Introductory email Traditional introductory letter Connect with them socially

Define Your Appointment Setting Approach

Ideal, Inc.

123 Main Street 2nd Floor

Anytown, USA

Your research shows:

Professional services 20 office employees 3 locations other than

corporate Uses Staples

Sample Gaining Access Campaign

Bob Smith, Owner

Touch 1: “WOW” Package

Get yourself noticed Be creative Tie the contents of your package to your theme

Targeted Message: Business Growth

Touch 2: Appointment Setting

Phone Call

Touch 2: Appointment Setting

Phone Call Be prepared for the gatekeeper or voicemail!

The Magic Follow-up Email!

Dear John, I wanted to follow-up on the voice mail that I left you regarding strategies that compliment your business growth objectives. ABC Office Supplies partners with many of our customers who understand how important employee productivity is to reaching their growth goals. ABC Office supplies has several strategies that help keep your employees focused on what is important to your business while we take care of making sure they have what they need. I will be in your area on DAY and would like to stop by to have a 20 minute conversation with you at X:XX o’clock about this important topic. Let me know if that doesn’t work in your schedule. I look forward to meeting with you. Best regards,

Upcoming Appointment

Whether or not you hear back from your

prospect……

Touch 4: Show up for the Proposed Appointment…

One of Three Things Will Happen

“Come on in, Mr. Smith is expecting you……”

Mr. Smith comes out, and……….

“Sorry, Mr. Smith is not “available”

They may try to push you down.

“Just talk to Miss Sassypants, ordering office supplies is her

responsibility”.

Give It One More Try!

Flawless Execution

Create a timeline for your touches

Plot out the touches for your campaign on a calendar. Example timeline:

Wow Package is Day 1 of campaign. Call prospect on Day 3. Know what day you want to set appointment for before

calling or emailing – should be the following week. GO! Make sure you can be in the field on the day that you

proposed. Send follow-up email next morning.

Example of Schedule

Session 4: Appointment Setting, Part 2