A client of mine needed to get some appointments set this
“Great,” I said – because this is not difficult.
He has a very strong value proposition and he knows who his “more
probable” prospective customers are.
I asked him how many meetings he would like, and I offered
to get the meetings for him – in part to show him how I did it, and in part
because I knew his deadline would be met if I got involved.
“Three would be fantastic,” he said.
I got back to my office and called the list of eight prospects. Remember, all I am selling is for these contacts to let my
prospect get in front of them sometime this week. I have helped companies do
this for years, and it is not only a strength of mine, but I actually have fun
with it – always.
Here is what I did:
I called each contact and left a similar message:
“Hi John, this is
Lori and I work with Joe Smith (not his real name) of the _______ organization.
He is going to be in _____ (the same town this prospect is located in) later
this week and I know he really wanted to meet you. In addition to learning
about your International Trade strategy for 2008, he has two specific trade
ideas that you might find interesting. Here’s my number _______, and I’ll
follow up if I don’t hear back from you.”
When I had it, I also sent an email message just like the
above. I didn’t speak directly to anyone.
What happened? I made these calls and sent emails at 4PM one day. By
8AM the next morning, I received one return call confirming interest in a meeting, and an email
reply from one of the other prospects also expressing interest in a meeting. This is after only leaving what I can
now say was a compelling voice mail message.
Note what I did:
enthusiasm – knowing I will fill the calendar up – just not sure with
whom – but I have value to share (or in this case, my client does), and would like
to share it with these prospects.
I didn’t say the specific
date my client will be in their area – this is a strategy and once they
are on the phone, we can let them know that we’ll work our schedule around
theirs. Do this when you can.
I used a two-fold
approach of voice mail messages and e-mail messages when possible. A
simple e-mail often doesn’t get a reply, just as voice mails almost never do.
Use the voice mail message to BRAND your business and show value to the
prospect – INSTEAD of going on and on about you and your company.
There is still a THIRD meeting to set up today, so I will call again to those I left voice mail messages for, hoping this time to catch them in person.
My client was surprised and actually feeling down about how
I could so easily get results. This is WHAT I DO for a living….. and if anyone
else worked through a process like I do, it would work for THEM TOO.