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Appointment Setting Secrets: 8 Tools to Set More Appointments
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The purpose of setting an appointment is to set an appointment. Too often, people try to accomplish too much when they pick up the phone to call someone.
You’ve probably heard the phrase, “sales is a numbers game.” That’s only true if you have an effective presentation. Otherwise, no matter how many appointments you run, you’re not going to achieve your sales goals.
What is an appointment? An appointment is a meeting with one or more people for the purpose of delivering your sales presentation.
Here are some different types of appointments:
*One-on-one meeting in person
*One-on-one meeting by phone
*Conference call with multiple people
*Front of room speech for multiple people
I also consider certain marketing activities to be an appointment including email marketing, audio recordings and sales pages. They can share details about your product or service and deliver a clear call to action.
If you want to set more appointments, then you need to invest your time in becoming good at setting appointments.
Here are 8 Appointment Setting Tools you need to set more appointments:
1. Appointment Setting Script
You need a powerful, persuasive script that will help you explain the benefits of your appointment and a clear call to action.
2. Confirmation fax or email
What doesn’t get scheduled, doesn’t get done. After you set an appointment, you need to remind your prospect by confirming the appointment.
3. Information fax or email
Apart from confirming the appointment, you may want to send information to your prospect prior to the appointment.
4. Objection response scripts
There are a lot of reasons someone may not want to meet with you. You need to be prepared to respond to any objections.
5. Leads in your target market
When you sit down to make calls, you need to be prepared with a list of leads to call.
6. Calendar
In order to set appointments, you need to have a centralized calendar you can refer use to book appointments and so you will know when you’re appointments are.
7. Blocked, scheduled time
What doesn’t get scheduled, doesn’t get done. If you want to set more appointments, then you need to block out time on your calendar.
8. Tracker
Wherever you focus your attention, you will see an improvement in results. If you want to set more appointments, you need to set appointment goals. Use a Daily Tracker to track your results.
I’ve just begun to reveal the secrets that I teach my clients to help them set more appointments. There is so much more to share.
Setting appointments is one of the most important skills in sales and it is often overlooked. I highly recommend you take the time to work on your appointment setting skills.
Success,
Eric Lofholm
To learn my secrets for setting appointments, attend my Appointment Setting Script Writing Webinar.
CLICK HERE to learn more about the webinar
I’m also bundling my Appointment Setting Script Writing Webinar with one of my DVD Sets, How to Deliver a Presentation that Closes, available for the first 100 people that order.
For the Product of the Month, CLICK HERE
Introducing Brian Klemmer, my Mastermind Partner
Brian Klemmer is someone you should get to know. Brian will be teaching with me at the Sales Leadership Seminar June 25-26.
Watch this Video:
Click here to visit Klemmer and Associates website
Click here to get the FREE 52 Leadership Lessons
About Brian Klemmer:
Brian Klemmer is an international consultant and speaker whose seminars have been attended by tens of thousands of participants in Japan, Canada, the Philippines, Europe, and throughout the United States. He is truly an entertaining and effective speaker, facilitator and master of group dynamics. He is a West Point graduate and is a member of the National Speakers Association. Brian is committed to corporations’ increased success through the empowerment of their people in a win-win environment.
Brian is founder of Klemmer & Associates which has produced results in companies such as ITT Sheraton, Hewlett Packard, American Suzuki Motor Corporation, as well as direct sales companies. He the author of the best-selling book If How To’s were Enough, We’d all be Skinny, Rich and Happy, which discusses many of the key principles and concepts that are the core of his company and his phenomenal, results-producing seminar series. His most recent book, The Compassionate Samurai outlines the ten traits of a samurai and was recently named a #1 Wall Street Journal Business Book.
Brian is more than just a motivational speaker who gets an audience on a temporary high. The key to his effectiveness is the interactive nature of his presentation. His long standing results are the product of the unforgettable new ways people get to see themselves, their business, and life itself.
Success,
Eric Lofholm
Objection Handling Tips to Handle an Objection for More Time Part 2
What to say when someone says to you I need to think about it, I don’t have the time, or I don’t have the money.
One of the biggest challenges I see network marketer’s face is what to do when the prospect says I need to think about it, I don’t have the time, or I don’t have the money.
This is a challenge for the network marketer and it is also a challenge for most everyone on their team. We know that at the end of a presentation the prospect is going to say one of four things.
1. I am ready to sign up.
2. I am not interested.
3. I have some questions.
4. I need to think about it, I don’t have the time, or I don’t have the money. (or raise some other concern)
Prediction is a form of power. Because we know what they are going to say we can then prepare a powerful, persuasive response to overcome their concern and move the prospect to action. Persuasion is about leading. It is about moving people to action. Great network marketing leaders are great at moving others to take action.
After you have given the prospect your presentation you are going to ask them to take action. After you ask them to take action that is when they typically say I need to think about it, I don’t have the time, or I don’t have the money. I want you to imagine that when you ask the prospect to take action it is if you are giving them a hot potato. When they say to you I need to think about it, I don’t have the time, or I don’t have the money they are giving you the hot potato back. We now need to give it back to them. Here are some ways to do that.
The prospect says to you I need to think about it. You can say:
1. Other than thinking about it is their anything else preventing you from moving forward today?
2. Other than thinking about it I am sure that you have some other concerns. Can share with me your other concerns.
3. Tell me more about that.
The prospect says to you I need to check with my spouse. You can say:
1. If the decision where up to you would you move forward today?
2. On a scale of 1-10 how motivated are you to get started today?
3. Other than checking with your spouse is their anything else preventing you from moving forward today?
4. What would you do if your spouse says no?
In each of these responses you have now given the hot potato back to the prospect. The prospect now needs to respond in some way back to you. When they respond back to you they are probably not ready to take action yet. Your next step would be to tell them a story and then ask again for them to take action. This process is like a dance. After you ask them to take action the first time they raise a concern. You then respond to the concern. They then raise another concern. You then respond with a story and ask them to take action again.
You want to tell a very specific type of story. You want to share a story of someone in a similar situation. A story about someone who had the same concern they did. For example if the prospect tells you they don’t have the money to get started. Tell them a true story of someone else who did have the money either. They went and found the money and now they are financially free because of it. After you tell the story the next step is to ask the prospect to take action. One way you might do this is to say (right after you finished telling them the story of someone in a similar situation) based on what you have shared with me so far I really believe getting involved with our company could help you achieve your dreams. What do you say we give it a try? After you say this be silent. The prospect is now in a place where they need to make a decision. At the end of each presentation you deliver you want the prospect to make a decision. A no is OK. A yes is a lot better. One of the most important things you can do though is to have the prospect make a decision.
Success,
Eric Lofholm
Interview with Eric Lofholm and DC Cordova
Watch this quick video from DC Cordova, International Speaker and Founder of Money and You, and then listen to the great interview with Eric and DC below…
Listen to the Interview between DC and Eric
Learn Secrets to Create more Wealth and Happiness in your Life
Click here to listen to the audio
Success,
Eric Lofholm
The Best Idea I Have Learned this Year so Far
Would you like to learn an idea you can immediately implement to help you move your business forward, faster?
I am a collector of great ideas.
To me this is a great idea.
Yesterday I was on a mastermind call with one of my mastermind partners, Ken Foster. To learn more about Ken go to http://asksucceed.com/
Ken said, “Eric, make a list of everything that is working in your business and then make a list of everything that isn’t working.”
I took his suggestion and started writing down everything that is working and everything that isn’t.
From the exercise I got some incredible insight into how to move my business forward, faster.
Take out 15 minutes and try it out.
This exercise is the best idea I have learned this year so far.
Success,
Eric Lofholm
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