OK, Here's my Script...What do You Think?

Mitch ~

Your "script" is way too long. I would assume "Mr. Smith" is already aware of the information your regurgitating to him. My take is you're "selling" to him over the phone and it wreaks of a generic telemarketer's script.

Your last line is the best line.. "I'll be in your area next week so I'll stop by for about 20 minutes and we'll talk. I have Tuesday at 3PM available. See you then.”

When using the telephone to acquire appointments, all we are doing is securing the date and time. Nothing else. Be respectful to the business owners time. Be brief. Be polite. And separate yourself from the dozens of other people calling on the telephone. Your script is like everyone else's. So it will produce results much like everyone else's.

Develop an "Opening Statement" for yourself. Offer three distinct benefits others in his industry are experiencing with your services. Then let him know he may not qualify for your products or services and it will only take 15-20 minutes to see if he DOES qualify.

When I cold call, I can accomplish dozens of calls within a short time and not "sell" anything over the phone. All I am doing is acquiring a date and time to get myself in front of the prospect.

Unless you are attempting something other than making an appointment with Mr. Smith... I would shorten your script considerably. Opening Statement --> 3 Distinct Benefits --> May or May Not Qualify --> I will be in your area on ______ It will only take 15-20 minutes to see IF you do qualify. Fair enough???

You can receive this technique in a .pdf file if you like at the link below. Best of luck to you Mitch.

Success and Regards... Mike

http://www.CrashCourseMarketing.com
...The fastest growing eZine for Sales
Professionals and Internet Marketers...

Mike -

> Your last line is the best line..
> "I'll be in your area next week so I'll
> stop by for about 20 minutes and we'll talk.
> I have Tuesday at 3PM available. See you
> then.”

Wouldn't the "alternate choice close" work better here? Something like...

"I have Tuesday at 3 PM available or would Wednesday at 5 PM be better for you?"

As you said, all you're trying to do is secure the appointment. But with the close I've suggested, he might still get the appointment with Mr. Smith if the Tuesday slot won't work.

Could this close be combined with your "fair enough" technique?

Rick Smith, "The Net Guerrilla"


Click Here to Discover How to Create a Great New Life for Yourself In Just 10 Days!

Rick ~

Correct. The A/B close is standard and many businesses are aware of it since it's been used so long. It *would* be better for Mitch to utilize it in his last line, rather then the *forced" date. I pointed the particular line out, as the best line in the script he posted.

My "Time to Visit Close" adds one buffer step. After stating I'm going to be in there area or town within the next couple of weeks, I allow them to pick the date initally.

I only use the Thursday at 4 in the afternoon, or Friday at 10 in the morning choice (A/B Close), if they can't seem to make the decision on their own.

Generally speaking, if the person you are seeing is busy enough, they'll tell you when you can see them.

If they have all the time in the World... I begin to wonder why... LOL

Success and Regards... Mike

http://www.CrashCourseMarketing.com
...The fastest growing eZine for Sales
Professionals and Internet Marketers...

Hi Mike!

I had you pictured totally differently. All this time I was projecting a guy I knew in highschool named Richard Rodman who had dark hair and dark eyes.

What a surprise!

Looking forward to reading your stuff!

With Purpose and Passion,

JULIE JORDAN SCOTT


Dare to Discover Your Passion, Decide to Live Your Destiny