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Add You - How To Get In Front Of Your Prospects - The Secret To Getting Meetings
Unless you have lived in a cave for the past few years, you have seen them in your community. A group of women over 50 years of age dressed as pimps. Big red hats with feathers, boas draped around their shoulders, purple velvet suits, as gaudy as you can imagine. These ladies are no pimps. They are members of a popular women over-50 group, The Red Hat Society.The Red Hat Society beginnings started in a thrift store in 1997. Queen-Mother (official title), Sue Ellen Cooper, purchased a special red fedora. A few months later, Cooper gave a similar fedora to a friend, along with the poem "Warning" by Jenny Joseph. In the "Warning" poem, Joseph writes about an older women in what eventually became the official "Red Hatter" uniform, red hat with a purple outfit. By 1998, The Red Hat Society was well on its way to spreading across the globe!What makes The Red Hat Society brand so powerful? Although there are many reasons, here are the top three:1) Eye-catching Uniforms: The Red Hat Society has a consistent look. You see it in o
Generate Interest
Someone has to see a reason to talk to you before they meet with you. And if they do agree to meet, it will only come on the back of concrete benefits, hooks or incentives. Think what it would take to meet if you were them. One way to engage is to ask meaningful questions;
The reason for my call is I’ve worked with a number of others in your industry, helping them to achieve __________ and depending on what you currently do with your __________, I might be able to help you in a similar way.
I wondered if I could ask you a couple of questions about the way you _________, as we’ve provided some pretty innovative solutions for a number of other organisations like yours and helped them avoid __________.
Oversell At Your Peril!
Telling them you can heal the world, save them millions or solve all their earthly problems might raise credibility issues! Art Sobczak, one of the world’s greatest experts in winning business by phone, advocates the use of ‘weasel words’. These under promise so you can over deliver. A few examples;
I’ve got a couple of ideas on how we could get you more clients...
Depending on what you’re doing with _________, there may be a chance we could ________.
If you _____________, then I might be able to help you __________.
Ask
If you don’t ask you don’t get! Having generated interest, they h
You can make a lot of money in the truck driving industry today. Many experienced drivers make $80,000 or even more, but getting into the industry can be a bit difficult since a CDL, or commercial driver's license, is required.Right now there is a huge truck driver shortage in the USA. Trucking companies, for the first time ever, are trying to find creative ways to hire potential truck drivers to keep their clients happy.This creates a huge opportunity for anybody interested in truck driving - essentially it is an employee's job market. In their desperation to get good drivers, most companies will now pay for your CDL training just to make sure you come onboard with their company.Keep in mind when you are evaluating your truck driving options that you will not be considered if you have a DUI on your record or any recent felonies. Many trucking companies offer local routes, but many may require significant travel which would take you away from your family often. Usually this type of employment contract would allow you to be gone fo
How do you cut through? If you’re in sales, your fight is on two fronts – expertise and trust. Added together, they make your credibility. When you have credibility, it shouldn’t be too hard to win the business you need to. And you make yourself credible by building relationships; by getting seen, known and trusted by the people that count – your contacts, customers or clients.
The problem is that we’re all too busy. My ‘One Step Removed Rule’ applies to business interactions today. Sales professionals now do coffee when they should do lunch, phone when they should meet, email when they should phone and text when they should email. Yet in my years as a professional networker, I’ve failed to find anyone who could build a better relationship by phone and email than I could face to face.
Phone and email have done more to enhance sales than any other tools. Yet the fact remains that nothing is as powerful in closing as a face to face meeting. So let’s go through a few practical scripts and tips that can secure you that all important ‘one to one’.
To start with, you must understand that a meeting is the ‘ultimate in business contact’. It’s anywhere from five to 105 minutes of quality, personal, focused and hopefully uninterrupted time with a potential new customer/client. That’s gold dust, and depending on your sales process, it must be the aim of your key interactions.
How do we get our prospects to agree to this? We need a few different approaches dependent on how and when we’re asking for the meeting. For instance, when you’re out networking, you should rarely ask for a meeting straight away. To do so often puts you in ‘selling mode’, and networking is not selling. If you connect with somebody, and feel they might have problems you can solve, you first of all ask permission to call. Here’s a few phrases I use;
Depending on how you currently ___________, we may be able to help you. Would it be okay if I gave you a call next week to learn a little more about your situation?
You mentioned earlier that ___________. I’ve just solved a similar problem recently for one of my customers. How would you feel if I called you next week to see if I could do the same for you?
You say that ____________. I’ve got a couple of ideas on how I may be able to help you with that. How about I give you a call next week so I can find out a little more about your company?
The traditional ‘introductory cold letter’ or referral puts you in a similar position of using the follow up call to secure the meeting.
To Meet Or Not To Meet?
Depending on what you sell and the way you sell it, ‘to meet or not to meet’ is ultimately your riddle to solve. It’s certainly easier to sell face to face than the phone because your prospects are further down the road of commitment and closer to closing. The face to face interaction also allows you to use all means of communication at your disposal, which can make you more influential and persuasive.
That said, there is an argument to take the call as far as you possible can, so all that’s left to do when you actually see them is signing the deal. We can make more money, but not more time, so if you can prove value and gain commitment there and then, there is no reason to meet. Some deals can actually be done on the phone. If they are in the right place at the right time, with the tight need and the right budget, why not? No sense in going for a meeting needlessly!
So when you make that follow up call, your primary objective might be the actual sale, although it is usually a meeting. At the very least, your call should give enough information and benefits to arouse them and inspire them to know more. Any overselling or overburdening with costs, features and closes could induce resistance and allow them to make a ‘no’ decision while they’re on the call. Here’s a few strategies for creating the impetus to make a meeting both welcomed and logical;
Herding
By mentioning other customers/clients (either specifically or generally) that you’ve helped or worked with, you use the power of social proof through third party endorsements. If their competitors have used you, they’ll be mindful of being outside the herd.
John, we’ve had success with a couple of companies just like yours that has allowed them to __________.
Julie, we’ve done some very interesting things with XYZ company that has resulted in __________.
Due Diligence
It’s good to be armed and dangerous. By learning something about them before the call (either from your networking or your research), you can use phrases like;
Amanda, we know you’re looking for more clients...
I spoke to someone that uses your products and he said how you pride yourself on your technology...
You mentioned that you’re expanding at the moment...
It says on your website that you pride yourself on customer loyalty...
This shows you were listening and/or that you’re serious about doing business. You’ve taken some time and effort to get to know them, and that can only be a good thing.
Generate Interest
Someone has to see a reason to talk to you before they meet with you. And if they do agree to meet, it will only come on the back of concrete benefits, hooks or incentives. Think what it would take to meet if you were them. One way to engage is to ask meaningful questions;
The reason for my call is I’ve worked with a number of others in your industry, helping them to achieve __________ and depending on what you currently do with your __________, I might be able to help you in a similar way.
I wondered if I could ask you a couple of questions about the way you _________, as we’ve provided some pretty innovative solutions for a number of other organisations like yours and helped them avoid __________.
Oversell At Your Peril!
Telling them you can heal the world, save them millions or solve all their earthly problems might raise credibility issues! Art Sobczak, one of the world’s greatest experts in winning business by phone, advocates the use of ‘weasel words’. These under promise so you can over deliver. A few examples;
I’ve got a couple of ideas on how we could get you more clients...
Depending on what you’re doing with _________, there may be a chance we could ________.
If you _____________, then I might be able to help you __________.
Ask
If you don’t ask you don’t get! Having generated interest, they ho
You’ve heard many times how important it is to have a plan for WHO to market to, an ideal client profile or target audience. In my book, it’s one of the most crucial things to put in place for attracting all the clients you want because if you don’t know specifically who you’re talking to, you won’t know what to say, and you won’t know where to market. Basically, if you aren’t sure WHO your target audience is specifically, it becomes an uphill battle when it doesn’t need to be.That said, have you ever asked yourself the question, “Have I chosen a viable target audience?” Which means, is it actually worthwhile to market to these people, or am I wasting my time? I find that most people think about this in passing, but don’t really sit down and evaluate it like a serious aspect of the business. And it is.Listen, you can have all the focus, drive, and good intentions to market to a group of people, but if they’re not easily reached in large numbers and inexpensively, if they don’t congregate often or they’re too difficul
To start with, you must understand that a meeting is the ‘ultimate in business contact’. It’s anywhere from five to 105 minutes of quality, personal, focused and hopefully uninterrupted time with a potential new customer/client. That’s gold dust, and depending on your sales process, it must be the aim of your key interactions.
How do we get our prospects to agree to this? We need a few different approaches dependent on how and when we’re asking for the meeting. For instance, when you’re out networking, you should rarely ask for a meeting straight away. To do so often puts you in ‘selling mode’, and networking is not selling. If you connect with somebody, and feel they might have problems you can solve, you first of all ask permission to call. Here’s a few phrases I use;
Depending on how you currently ___________, we may be able to help you. Would it be okay if I gave you a call next week to learn a little more about your situation?
You mentioned earlier that ___________. I’ve just solved a similar problem recently for one of my customers. How would you feel if I called you next week to see if I could do the same for you?
You say that ____________. I’ve got a couple of ideas on how I may be able to help you with that. How about I give you a call next week so I can find out a little more about your company?
The traditional ‘introductory cold letter’ or referral puts you in a similar position of using the follow up call to secure the meeting.
To Meet Or Not To Meet?
Depending on what you sell and the way you sell it, ‘to meet or not to meet’ is ultimately your riddle to solve. It’s certainly easier to sell face to face than the phone because your prospects are further down the road of commitment and closer to closing. The face to face interaction also allows you to use all means of communication at your disposal, which can make you more influential and persuasive.
That said, there is an argument to take the call as far as you possible can, so all that’s left to do when you actually see them is signing the deal. We can make more money, but not more time, so if you can prove value and gain commitment there and then, there is no reason to meet. Some deals can actually be done on the phone. If they are in the right place at the right time, with the tight need and the right budget, why not? No sense in going for a meeting needlessly!
So when you make that follow up call, your primary objective might be the actual sale, although it is usually a meeting. At the very least, your call should give enough information and benefits to arouse them and inspire them to know more. Any overselling or overburdening with costs, features and closes could induce resistance and allow them to make a ‘no’ decision while they’re on the call. Here’s a few strategies for creating the impetus to make a meeting both welcomed and logical;
Herding
By mentioning other customers/clients (either specifically or generally) that you’ve helped or worked with, you use the power of social proof through third party endorsements. If their competitors have used you, they’ll be mindful of being outside the herd.
John, we’ve had success with a couple of companies just like yours that has allowed them to __________.
Julie, we’ve done some very interesting things with XYZ company that has resulted in __________.
Due Diligence
It’s good to be armed and dangerous. By learning something about them before the call (either from your networking or your research), you can use phrases like;
Amanda, we know you’re looking for more clients...
I spoke to someone that uses your products and he said how you pride yourself on your technology...
You mentioned that you’re expanding at the moment...
It says on your website that you pride yourself on customer loyalty...
This shows you were listening and/or that you’re serious about doing business. You’ve taken some time and effort to get to know them, and that can only be a good thing.
Generate Interest
Someone has to see a reason to talk to you before they meet with you. And if they do agree to meet, it will only come on the back of concrete benefits, hooks or incentives. Think what it would take to meet if you were them. One way to engage is to ask meaningful questions;
The reason for my call is I’ve worked with a number of others in your industry, helping them to achieve __________ and depending on what you currently do with your __________, I might be able to help you in a similar way.
I wondered if I could ask you a couple of questions about the way you _________, as we’ve provided some pretty innovative solutions for a number of other organisations like yours and helped them avoid __________.
Oversell At Your Peril!
Telling them you can heal the world, save them millions or solve all their earthly problems might raise credibility issues! Art Sobczak, one of the world’s greatest experts in winning business by phone, advocates the use of ‘weasel words’. These under promise so you can over deliver. A few examples;
I’ve got a couple of ideas on how we could get you more clients...
Depending on what you’re doing with _________, there may be a chance we could ________.
If you _____________, then I might be able to help you __________.
Ask
If you don’t ask you don’t get! Having generated interest, they h
This newly created entity within the United States has been around for many years in other countries. It is commonly used in Germany, in fact. But, what is LLC? How does it work and why is it a benefit to you or to others who use it? There are some things to consider prior to getting involved with a limited liability company.First, knowing what an LLC means is important. It is a title of a company that is able to have flexibility of sole proprietorship structure but it is in the framework of a limited liability company. Sounds confusing? Well, in limited liability, the investor puts in his own money into the investment of the company. But, if the company runs into debt, this investor is not responsible for paying the fees of the company out of his pocket. He can only lose what he has put in, nothing more. In a sole proprietorship, the owner is responsible for much more.One of the advantages of LLC then is that they gain many of the benefits of the limited liability but they also are structured in such a way that it is much easi
The traditional ‘introductory cold letter’ or referral puts you in a similar position of using the follow up call to secure the meeting.
To Meet Or Not To Meet?
Depending on what you sell and the way you sell it, ‘to meet or not to meet’ is ultimately your riddle to solve. It’s certainly easier to sell face to face than the phone because your prospects are further down the road of commitment and closer to closing. The face to face interaction also allows you to use all means of communication at your disposal, which can make you more influential and persuasive.
That said, there is an argument to take the call as far as you possible can, so all that’s left to do when you actually see them is signing the deal. We can make more money, but not more time, so if you can prove value and gain commitment there and then, there is no reason to meet. Some deals can actually be done on the phone. If they are in the right place at the right time, with the tight need and the right budget, why not? No sense in going for a meeting needlessly!
So when you make that follow up call, your primary objective might be the actual sale, although it is usually a meeting. At the very least, your call should give enough information and benefits to arouse them and inspire them to know more. Any overselling or overburdening with costs, features and closes could induce resistance and allow them to make a ‘no’ decision while they’re on the call. Here’s a few strategies for creating the impetus to make a meeting both welcomed and logical;
Herding
By mentioning other customers/clients (either specifically or generally) that you’ve helped or worked with, you use the power of social proof through third party endorsements. If their competitors have used you, they’ll be mindful of being outside the herd.
John, we’ve had success with a couple of companies just like yours that has allowed them to __________.
Julie, we’ve done some very interesting things with XYZ company that has resulted in __________.
Due Diligence
It’s good to be armed and dangerous. By learning something about them before the call (either from your networking or your research), you can use phrases like;
Amanda, we know you’re looking for more clients...
I spoke to someone that uses your products and he said how you pride yourself on your technology...
You mentioned that you’re expanding at the moment...
It says on your website that you pride yourself on customer loyalty...
This shows you were listening and/or that you’re serious about doing business. You’ve taken some time and effort to get to know them, and that can only be a good thing.
Generate Interest
Someone has to see a reason to talk to you before they meet with you. And if they do agree to meet, it will only come on the back of concrete benefits, hooks or incentives. Think what it would take to meet if you were them. One way to engage is to ask meaningful questions;
The reason for my call is I’ve worked with a number of others in your industry, helping them to achieve __________ and depending on what you currently do with your __________, I might be able to help you in a similar way.
I wondered if I could ask you a couple of questions about the way you _________, as we’ve provided some pretty innovative solutions for a number of other organisations like yours and helped them avoid __________.
Oversell At Your Peril!
Telling them you can heal the world, save them millions or solve all their earthly problems might raise credibility issues! Art Sobczak, one of the world’s greatest experts in winning business by phone, advocates the use of ‘weasel words’. These under promise so you can over deliver. A few examples;
I’ve got a couple of ideas on how we could get you more clients...
Depending on what you’re doing with _________, there may be a chance we could ________.
If you _____________, then I might be able to help you __________.
Ask
If you don’t ask you don’t get! Having generated interest, they h
With balloons and party accessories a festive atmosphere quickly develops in to an amazing party. We have given some good balloons decorating ideas below and with this you can use more of your imagination to add more flair to the party room by using the unique design and architectural features of your home.First and foremost hang balloons to your mailbox to spot the party place; place them as a decoration at the door; or you may even tie them to the birthday child's chair to mark the seat of honor. For an additional unique touch, make a balloon arch by filling balloons with helium, attach them (several inches apart) to a long piece of curling ribbon and fix the ends to the floor next to the doorway.Hanging balloons in bunches is one of the best idea to create best effect. If you have a plan to fill balloons with helium, wait until the party day so that it floats well. Attaching balloons to light fixtures and hanging them in doorways or anywhere that impress the crowd is a brilliant idea. Use colorful curling ribbon to tie balloons togeth
Herding
By mentioning other customers/clients (either specifically or generally) that you’ve helped or worked with, you use the power of social proof through third party endorsements. If their competitors have used you, they’ll be mindful of being outside the herd.
John, we’ve had success with a couple of companies just like yours that has allowed them to __________.
Julie, we’ve done some very interesting things with XYZ company that has resulted in __________.
Due Diligence
It’s good to be armed and dangerous. By learning something about them before the call (either from your networking or your research), you can use phrases like;
Amanda, we know you’re looking for more clients...
I spoke to someone that uses your products and he said how you pride yourself on your technology...
You mentioned that you’re expanding at the moment...
It says on your website that you pride yourself on customer loyalty...
This shows you were listening and/or that you’re serious about doing business. You’ve taken some time and effort to get to know them, and that can only be a good thing.
Generate Interest
Someone has to see a reason to talk to you before they meet with you. And if they do agree to meet, it will only come on the back of concrete benefits, hooks or incentives. Think what it would take to meet if you were them. One way to engage is to ask meaningful questions;
The reason for my call is I’ve worked with a number of others in your industry, helping them to achieve __________ and depending on what you currently do with your __________, I might be able to help you in a similar way.
I wondered if I could ask you a couple of questions about the way you _________, as we’ve provided some pretty innovative solutions for a number of other organisations like yours and helped them avoid __________.
Oversell At Your Peril!
Telling them you can heal the world, save them millions or solve all their earthly problems might raise credibility issues! Art Sobczak, one of the world’s greatest experts in winning business by phone, advocates the use of ‘weasel words’. These under promise so you can over deliver. A few examples;
I’ve got a couple of ideas on how we could get you more clients...
Depending on what you’re doing with _________, there may be a chance we could ________.
If you _____________, then I might be able to help you __________.
Ask
If you don’t ask you don’t get! Having generated interest, they h
About This Article This question comes from a postcard marketing questionnaire I sent to over 3,000 real estate agents and brokers. I compiled hundreds of responses to create a list of the most commonly asked questions. This is one of those questions.Question: How do I grab attention with a headline?Answer: The kinds of headlines that grab attention have the following things in common. 1. They are relevant to the reader. 2. They get their point across right away. 3. They omit needless words. 4. They promise the value of what's to come. 5. They're interesting!How do you tie it all together in one or two lines? Well, let's say you're an agent in an area where the real estate market is slowing down, and you see the following headline promoting a real estate seminar:7 Ways to Increase Your Business, Even As The Market CoolsWould you keep reading? Of course you would. Why? Because the headline has the ingredients I mentioned above. It's relevant to the reader. It gets the point
Generate Interest
Someone has to see a reason to talk to you before they meet with you. And if they do agree to meet, it will only come on the back of concrete benefits, hooks or incentives. Think what it would take to meet if you were them. One way to engage is to ask meaningful questions;
The reason for my call is I’ve worked with a number of others in your industry, helping them to achieve __________ and depending on what you currently do with your __________, I might be able to help you in a similar way.
I wondered if I could ask you a couple of questions about the way you _________, as we’ve provided some pretty innovative solutions for a number of other organisations like yours and helped them avoid __________.
Oversell At Your Peril!
Telling them you can heal the world, save them millions or solve all their earthly problems might raise credibility issues! Art Sobczak, one of the world’s greatest experts in winning business by phone, advocates the use of ‘weasel words’. These under promise so you can over deliver. A few examples;
I’ve got a couple of ideas on how we could get you more clients...
Depending on what you’re doing with _________, there may be a chance we could ________.
If you _____________, then I might be able to help you __________.
Ask
If you don’t ask you don’t get! Having generated interest, they hopefully want to know more and perhaps see you to take things to the next level. It’s rare they’ll actually ask you to come in, so you’ve got to ask the courageous question. This is often easier if you’ve scripted out a few great things to say in such a situation. Here are a few;
Jim, I’m thinking it might be nice to chat this over together. Have you got your diary there?
I’m just wondering if it’s best we meet. What do you think?
I’d be happy coming over to see you if you think there might be something I could help you on with _________.
I’m coming to _______ on Thurs. Would it be okay if I popped in to show you what we did to help a company that had exactly your problem?
We could talk through a few ideas, but how would you feel about getting together for 20 mins and seeing __________ in action/for real/close up?
Ending 1
If you can see the whites of their eyes, you can be more persuasive and take the relationship deeper in a shorter space of time. You can build trust and rapport if you can get them one to one, and give yourself the best possible chance to solve their problems. And that means more sales!
Ending 2
Never underestimate the power of a meeting. It builds trust, rapport and commitment better than anything else. People buy people more than they buy phone calls and emails. So get out there, meet people face to face and give them every opportunity to like you and buy your solutions to their problems.
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