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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.
1) Greeting
 

Bonjour / Hello...
(be polite and smile, even if they don't see you they can hear it)

 
2) Language choice
 
... do you prefer english ou préférez-vous francais...
(it's important to talk to them in the language they feel confortable in)
 
3) Web confirmation
 

... 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)

 
4) Identification of caller
 
... my name is ...
(it's important for the client to know who they are talking to)
 
5) Identification of our firm   ... 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)
 
6) Identification of person in charge
 
... 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)
 
7) Reason for call
... 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)
8) Dialog with client  
... 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)
 
9) Closing of the appointment  
... 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...)

 
10)  Funnel principle  

... 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...)

 
11) Confirm information  

...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...)

 
12) End greeting  

... 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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