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HOW TO TAKE AN
APPOINTMENT
Points to keep in mind :
1) Your main goal is to TAKE AN APPOINTMENT - not to make a sale
2) Nobody likes flat boring monologue, ask questions with a "yes"
answer, your closing will be easier
3) Do not talk pricing. Pricing is selling. Your goal is to TAKE AN
APPOINTMENT only. Say no more than you HAVE TO take the appointment,
time is money - you waste your time you waste your money...
Note:
You can personalize it to your style, but you have to include all
the following steps in the specific order. |
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1) Greeting
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Bonjour / Hello... (be polite and smile,
even if they don't see you they can hear it)
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2) Language choice
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... do
you prefer english ou
préférez-vous
francais...
(it's important to talk to them in the
language they feel confortable in)
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3)
Web confirmation
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...
does your company have a website?...
(if answer is "no" - go to 4, if "yes" -
ask if they are happy with it, if no,
continue the pitch, if yes, go to 12)
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4) Identification of caller
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... my name is ...
(it's important for the client to
know who they are talking to)
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5) Identification of our firm |
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... I work for
boladesign.com - a web design firm from Montréal ...
(emphasize sur what
we do "web designing firm"
and "Montréal" - we're local, so
trustable) |
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6)
Identification of person in charge
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... are you the owner of the company, can I speak to the owner
or someone in charge? ...
(only pitch people in charge that can take initiative, do not
pitch the secretary if she cannot take
initiative, you're wasting your time)
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7) Reason for call
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... our mission is to highlight the different aspects of your business in order to make it stand out from the competition.
(make sure you don't say "sales",
try to make them curious to take the call)
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8)
Dialog with client |
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...
nowadays, an online presence is an
essential tool to support your business. Accessible anywhere,
anytime, your website should be a reflection of your business.
You can even publish your achievements to let customers see your
work, by means of photos or videos ...more visibility = more sales, do you agree?
...in this difficult economical context, we need to make all
possible efforts, do you agree? ....
(make sure there is always a dialog going on, pitches without dialog
are boring, would you agree? The idea is to ask questions with a
"yes" answer)
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9)
Closing of the appointment
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... do you have
15-20 minutes in the next few days? I would like to propose a
meeting with one of our consultants. He can answer your
questions and show you our different packages of websites,
which, by the way, start at less than $ 495 only. Our offerings
include the design of your site, your domain name and the
hosting your site for one year. Updates are also included if you
want to offer different promotions to your customers throughout
the year.
(agree once, agree twice, it's free,
it's necessary, it only takes 10-15 minutes, closing is only
another normal step...)
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10) Funnel principle
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... is this week good, or next week is
better, Monday or Tuesday, morning or afternoon, is 3pm ok or 4
is better..(ask
questions and give two possible answers to choose from, do not
leave it at large so they have to
think about it and have you call back...)
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11)
Confirm information
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...so
you are M. _______, you are the owner, and our
consultant is going to come at this address...
... we have two consultants in your area is either Dan or
Alex who are going to meet you, if something should come-up,
call our offices at (514) 400-0833 and leave
a message. Anyways, we will
contact you just before heading home to announce our arrival.
What is the best number to reach you directly?
(make sure you confirm a name, position, address and phone number. Also give them two names of reps that they are going to meet. Always leave a number they can call to cancel if something comes up, we do not enjoy no-shows, it doesn't pay for you either)agree ones, agree twice, it's free, it's necessary, it only
takes 10-15 minutes, closing is only another normal step...)
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12)
End
greeting |
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... thank you for your time, it was a
pleasure to talk to you, have a nice day ...
(be polite, energetic and
smile, it's always pleasurable to hear a nice person. Thank them
for their time, they like it.)
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