Get The Appointment
It’s not easy for everyone to get the appointment but if you follow the previous tips in my blogs, form people to find their sign when you get their number, you’ll be able to get the appointment pretty easily.
The secret is really to follow the formula:
And then you can easily get the appointment. Of course you have to take good notes and make sure you talk about what they told you before so they know you care. Remember, no one cares how much you know until they know how much you care.
When you call them at the appointment time (you did ask them when the best time to call was, right?) you need to make sure you ask for them by first name and you introduce yourself by your first name, just like you were calling a friend. This is something Dani Johnson teaches in her First Steps to Success amazing weekends and in her Prospecting and Closing Script Book as well.
Form them a little
Then you need to make sure you form them a little more by starting off with questions based on things you already took notes on before. For example, if they told you their kid was in a hockey tournament, you should ask them how the game went or if they said their dog was sick, you should ask how the visit to the vet went. You are someone who cares about them, so you want to know how their life is going, it’s as simple as that.
If you do these two things, call as a friend and care about their life, you will have no trouble to get the appointment.
How is it going with you? Are you getting the appointment? Let me know by commenting below.