Session 3: Appointment Setting, Part 1

Review Connection Exercise

1. Did you create your Ideal Customer Profile.

2. How did you organize your Hit List of suspects and prospects (spreadsheet, CRM, etc.)?

3. Do you have 5 “A-rated” prospects from your Hit List?

Buying Cycle

2. First Appointment

3. Value Proposal

4. Convert

5. Retain

1. Suspect/Prospect development

Identify your IDEAL prospect with Key Characteristics that will ensure your success.

Set a Solid Appointment by establishing professional credibility and trust.

Appointment Setting

Finding your Value Communicate it from the Buyer’s Perspective Be prepared with a comfortable, confident “Script”

Planning and Preparing

Before you pick up the phone - Know your value to them.

How will you raise curiosity?

Who is your buyer?

Administrative level

Middle Manager

Owner Strategic Thinking Buyer

What is important to them?

Products and Services

Impact

Value

You

End Decision Maker

Customer Focused Conversations

Planning and Preparing

Before you pick up the phone, ask yourself these questions:

How will I gain trust and

credibility?

What would I need to say to be successful?

Appointment Setting Phone Script

1. Intro

2. Create connection

3. Value

4. Differentiator

5. Ask for appointment

Profitable Growth Script for Targeted Buyer

Targeted Message 1: Business Growth

Good Day, Mr. Smith! This is _____________ from ABC Office Solutions. Most of the customers I deal with today are looking forward to profitable growth this year. One way that my customers achieve this goal is through maximizing their employees’ productivity. They want to keep their people focused on the important tasks at hand and make sure they have everything they need to get that job done. ABC Office Solutions make it our business to know your business needs. We make sure that office supply replenishment doesn’t become a distraction. We anticipate your needs and make sure we are there to take care of them. I’d like to come in for a 20 minute meeting to have a conversation about your business needs. I am planning on being in your area next Tuesday and Thursday afternoon – which would work best for you?

Controlling Costs Script for Targeted Buyer

Targeted Message 2: Controlling Costs

Good Day, Mr. Smith! This is _____________ from ABC Office Solutions. Your name came up the other day when I was talking with __________ from ___________. They have been a client of mine for many years. With market conditions the way they are today, I find that my clients are trying to control costs whenever possible. Everyone’s budgets seem tight so they are looking to get the best value for the dollars they are spending. Is that important to you? (assume they say yes) ___________ (company you referenced above) has been a client for ___ years because they know that ABC Office Solutions doesn’t play any games when it comes to offering everyday value and consistent pricing. I would like to come in and show you how ABC Office Solutions differentiates themselves from other providers when it comes to giving their customers the best value. I will be in your area next Tuesday and Thursday afternoon – which would work best for you?

Mini Power Statement for Gatekeeper

Basic Gatekeeper Script:

Hi, this is _____________ from ABC Office Solutions. Is _______(Mr. Owens)______ available? I haven’t met __(Mr. Owens)___ yet, but _____(John from XZY Retail)____ referred me. He knows that ___(Mr. Owens)___ is interested in running his business as efficiently as possible. ABC Office Solutions has been a great help for ___(XYZ Retail)___ and I would like some time to meet with __(Mr. Owens)__ to see if we could help him in the same way. What days are best for him to meet with me? What is most pressing on ___(Mr. Owens’)__ agenda these days? How has business been going? I will take his voicemail now, and follow up with an email, may I copy you on that?

Mini-Power Statement for Voicemail

Basic Voicemail Script:

Hi, this is _____________ from ABC Office Solutions. We haven’t met yet, but I was referred to you by ____________. Keeping your employees productive and focused on growing your company is most likely at top of mind for you. I would like to schedule a time for us to meet so I can introduce myself and some ways that ABC Office Solutions brings this benefit to their customers. There is no need to call me back; I know you’re busy. I will send you a follow-up email that will have my contact information in it as well as a suggested meeting date. Thank you and have a great day.

Connection Exercise

1. Create and practice your script for gaining access with a strategic level buyer using your Power Statement.

2. Leave your sales manager/owner a voicemail using your script.

3. Sales manager/owner give feedback.

4. Begin using your script to gain access with your ideal prospects.

Review the Resources Section for this session then:

Session 3: Appointment Setting, Part 1