How To Get An Appointment Every Time:
How would you like to get an appointment every time? The prospecting method below can help you do just that. It is low key, fast and easy. By simply adjusting your starter sentence you can adapt this formula to any situation… people you call through referrals, purchased opt-in leads, a casual introduction at a party, whatever! Keep in mind that the purpose of this conversation is not to sell products—it’s to determine if the prospect is interested enough to set up an appointment to learn more about your business.
Remember the sentences and information I had you memorize earlier? You are going to use those to insert your own personal touch into this formula. The easiest way to teach you this technique is to give you an actual conversation to listen in on. Let’s say I’m at a party and I’ve been introduced to a guy who asks the most common introduction question…
Starter Sentences for Different Situations
Casual Conversation
Nice to meet you. So, Jim, what kind of work are you into? Well, Bob, I have my own marketing business, and I’m affiliated with a large company to market their products on a large scale. [Insert one of the sentences you created to describe what you do.] I love it because I get paid to do what I enjoy most—get to know people. [Replace the previous sentence with your own description of what you love about this business.]
Cold Calling
At this point, you’re thinking, “Yeah, but how do I initiate the conversation in a different setting? What if I’m making a cold call to an opt-in lead or a customer referral?” Well, before we take the 60 second formula any further, let me give you a couple of opening sentences that will get you off the ground in different situations. Now, remember, it’s best not to beat around the bush. State right up front why you called.
Hello, Bob? This is [NAME] with [COMPANY], and you were referred to me as someone who would be interested in earning a second line of income. Have you ever thought about starting your own business on the side? Or, another option…
Hello, Bob? I’m [NAME], and I’m calling because you recently requested some information [specify online, or through a magazine ad, or whatever source your opt-in list was generated from] about starting a home business. I’m wondering if you are considering going into business for yourself full time or are you just exploring ways to bring in a secondary income?
[Bob] Well, I don’t know. I guess I was just wondering what it would take to have a home business. I don’t really want to commit to anything right now. I wouldn’t either at this point, but you’re smart to explore your options, and that’s why I’m calling. I have my own marketing business, and I’m affiliated with a multi-million dollar company to market their products on a large scale. [Insert one of the sentences you created to describe what you do.] I love it because I get paid to do what I enjoy most—get to know people. [Replace
the previous sentence with your own description of what you love about this business.]
60 Second Script
Now that you have some starter sentences for different situations let’s continue with the 60 second formula.
I guess you could say I do referrals. It’s not much different than when you refer someone to a restaurant or a movie. Basically that’s what I do, except I get paid for it!
To give you an example, my affiliate company offers a ___________________ that will ____________________. [Keep this
product mention VERY brief. Craft one sentence about one product that is simple and appealing. Something like, “My company makes a human growth supplement that will increase your muscle to fat ratio and noticeably improve your skin tone without exercise or plastic surgery.”]
Let’s say I refer ___ number of people to this product and ___ of them refer someone else. I would receive $______ per month as a result of the increased business to my company. [Insert your personal pay plan information here.]
Some of my associates earn $300 a month just doing a bit of referring on the side. They don’t have to quit their primary job or really make any big changes in their lives. Others spend more time at it and earn $3000 a month. And that’s it.
So, Bob, what do you think?
This question is vital. But don’t press or add anything else until Bob responds. You’ve had your 60 seconds. You’ve answered the three questions every prospect needs to know in order to decide if they are interested in this opportunity. A good prospect will respond with something that sounds like wishful thinking or outright interest.
Now it’s time to get the appointment. Remember, at this point all you are seeking is a phone number, e-mail address and a face to face or phone meeting in the near future. So let’s continue the sample conversation and listen carefully to Bob’s response.
An extra $300 a month sure wouldn’t hurt! [That’s wishful thinking on Bob’s part so let’s close the deal.]
Well, Bob, if you could use the extra money, I might be able to help you out. I’m getting ready to interview someone to fill a new spot on my affiliate team. I’ve got a couple of people who are interested but I haven’t made up my mind yet. If you’ve got a few minutes later we can quickly find out if this fits your needs and if you fit my needs. [It’s important to remind Bob that you don’t want just anybody. He may or may not be the best person for your team.]
Hmmm. What would I have to do?
Well, the quickest and easiest way to give you the big picture is for you to listen in on one of our company conference calls. That way you can get your questions answered up front and neither of us has to waste our time with a long presentation. The call only last about ____ minutes. We’ve got calls scheduled for [GIVE TWO CHOICES]. Which of those nights would work best for you?
If he’s come this far the answer should be an affirmative choice of one of the times. So now you’re going to confirm the appointment.
Here’s what I can do, Bob, to save us both time. If you can commit to make the call and get the basic information during this conference call, then I can give you a few minutes that same evening to answer any other questions and also to ask a few questions myself. That way we can both decide if it’s a good fit. How does that sound?
He responds with an affirmation and you proceed to get his contact information.
Let me write down the number and the time for you. [Give him your business card with the number, time and date.] I’ll also give you my e-mail address for future use. And I’d better get your phone number and e-mail before I forget.
IMPORTANT: Once you’ve agreed on the time, briefly repeat the agreement that he will make the conference then you will call him or meet with him. That’s it!
The more you practice this the easier it will get, I promise you. Let me know how your first time goes. If you need me, just call! Next time we’ll talk about what happens during the actual appointment.
Christian Gingras
416.991.8885
