Before you take the time to get in your car and drive to meet with the prospect ask yourself this question. What information do I want to get from this prospect before I get in the car? This is also how your telemarketer should be thinking. By asking the right probing questions you will not only gather info from the prospect but make certain this is someone that you want to do business with by pre-qualifying the prospect. Keep in mind that just because you have a prospect on the line is no guarantee that they are someone you should be doing business with. In other words, not everyone should be one of your customers. Now that you´ve gathered all of the info you need to set the appointment, it´s time to actually set the appointment. But how do you do it?
Start by going over your responses with the prospect while still on the phone with them. The conversation may sound something like this"?¦.
"So let me make sure I understand everything you´ve just told me. You hire graphic designers and vendor out most of your projects. You have someone you´re working with but not happy with them. You have new projects coming up and have a budget of about $10,000 per month. You also need a new brochure done in the next 3 weeks so you´re open to quotes, is that correct? "
By reading the prospects answers back to them you psychologically get them to determine their own needs without being pushy.
Remember, you´ll want to make sure that before you meet the prospect, they meet the criteria you´ve set. The example addresses the issue of how strong the need is, if they have a budget and if they´re ready to spend it. Once you´ve determined that it´s a hot lead, you need to reel the prospect in. Here´s one option"?¦
"Based on the information you´ve given me I would like to meet with you to show our portfolio, tell you more about us, learn more about your needs and get back to you with a quote. Does that sound okay? We will be in the area next Tuesday, Wednesday and Thursday and I have openings at 9,11,1,and 3pm. What does your schedule look like on those days? Again keep in mind we just want to meet with you for 15-20 minutes with the understanding that you may not be ready to make a decision now but perhaps within the next few months you might be. Does that sound all right with you?´
Be sure to verify name, address and e-mail address and confirm the appointment the day before (more on that in another column).
Again this is my close and it works for me. Now it´s your turn to create one that works for you. I hope these tips have given you a head start.
Tony Wilkins is the author of "Telemarketing Success for Small and Mid-sized Firms available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at firstname.lastname@example.org or phone 415-267-4872 .If you´d like to be notified of a new posting for this column ,please contact Tony Wilkins at email@example.com
Next column: Confirming appointments.