5. “Can I make a recommendation?”
These simple words are so powerful when it comes to setting a meeting. Use them! Saying that is critical to transitioning from the conversation to making the appointment.
You’ve gone through the conversation. You’ve discovered some pain points or challenges, and you have articulated the upside. Then you say, “XYZ, can I make a recommendation?” they will naturally say yes! Secondly, it is setting you up as an expert. They will view the appointment with more interest and enthusiasm.
You’ve established yourself as an expert. They have said yes to hearing more about a solution. Now you are making a recommendation. Next, you will say, “Why don’t we schedule an appointment.”
This makes for a much better appointment than saying something like. “We have our reps in your area Wednesday and Thursday, would you have time to speak with them?”
6. Establish a clear next step
Never allow a selling situation to end with an unclear outcome. Example: Why don’t you call back in a month” instead of saying “okay, I’ll reach back out in a month, thanks” Say instead, “Okay, I’ll be happy to reach back out to you in a month. What is the best day of the week to talk? Wednesday? Okay, what time of day works best? 10:00? Okay, I will call you Wednesday, Nov 19, at 10:00. I will send you a calendar invite to remind you because I know you have a million things going on.
Or you can say “Sure I’ll be happy to call you back in a month. Do you have your calendar handy so we can avoid that whole back and forth rodeo?”
7. Have a contingency for when they push back. And they will!
They will say, “Why don’t you call me back in 6 months. The weak response is okay. I’ll reach back out in July. Is Sometimes on a Tuesday, okay?
Say something like this. Hey XYZ, I appreciate that you are not ready to talk right now. I hear it all the time. But I’ve been doing this a long time and usually when people tell me that they just want an excellent way of saying no I’m not interested in ever getting together. Is that what you see happening here?
That takes guts, but here is what is going to happen. They are going to say one of two things. Yeah, I’m not interested …This doesn’t make sense at this time. You can just put that lead to bed. A no is often as good as a yes. We now know not to waste our time there.
Or they may say no no no I’m just swamped and can’t take on anything else at this time. I do want to learn more; it’s just crazy right now.
Then you say, “Okay, that sounds reasonable. Let’s do this. Why don’t we get something on the calendar so that this doesn’t just fall off the radar? July seems like a long time from now. Lots of distractions will come along. Most people will respond positively to this.
It takes guts, but once you start taking this approach, you will be so much more successful in getting appointments. Plus, if someone is wishy-washy with you over the phone, that is a sign of low interest. You don’t have much to lose.
Either they want nothing to do with you or they do want something to do with you just not right now.