Prospecting 4 Wealth

Setting the appointment  for any direct sales associate  should be the number one priority.  As stated in this NETWORKED BLOG  “If you don’t have anybody to tell your story too…Then nothing else matters!” 

One of the common mistakes I make and many seasoned associates will make whether it’s Retail, Direct Sales or MLM is forgetting the whole point of why your talking to this “Suspect”.  All you need to do is set the appointment. When it comes to a sales process where you have to develop your clients outside of building a list or having them walk through the door the first step has to be the appointment.

Let’s help define this a little more by breaking down what a prospect is from what a suspect may be. A “Suspect” is somebody you feel may be interested in yor information and you are going to approach them, call them , market to them to see if they respond in a positive manner.  A “Prospect” is somebody we have engaged and we now know they do not have our service or product (and this is key)  ..and are willing to listen to that information.  So a “Prospect” by definition is somebody you have already set an appointment with,  have presented too and or has told you they are interested and want more information. The “suspect” is the person we are engaging for the first time to set that appointment. 

Many, many people entering and even those already working in the field of marketing and sales get all “keyed up” over prospecting and setting that appointment.  I know I have tripped up many times including  just yesterday where I have let the possibility of a sale come before the importance of setting the appointment.  Once we grasp the idea of what we are doing everyday while chatting with friends, going to the store, making the calls and dealing with existing clients the appointments should come to you almost naturally. This is a mind set however…You have to go into the day with a goal of “I’m going to set X amount of appointments today. Yes, this includes the easy ones that call you directly wanting time with you or those that walk into your office or store front. They can just as easily walk out!  Engage them – Ask the open ended questions – Close the Appointment.  ” Sure, I can help you with that Bob. Let’s go over her and look into it”  Bazinga!  You just set an appointment!

When making those phone calls through the day keep your focus on why your making the call…is it to sell them something over the phone?  YES! Sell the appointment!!  Use a Script to keep things on track. Have a calendar ready with available time slots set aside. Give them an option to meet with you Thursday @ 3:00 or Friday @ 11:00.    – The phone will be a lot easier to manage when you focus on the one product “The Appointment” instead of worry about the “NO” you may get and never get the chance to present the actual product or service. Remember they are just a suspect at this point and your calling or engaging in conversation to see if they may be a prospect… Nothing more, nothing less.

Learn to Earn!

Jeff Beeman

OK  readers today, tomorrow and into the future, here we go.  I’ve let this Blog run it’s course of  static information this past year and am seeing the direct result of that which would be …very low SEO , readership and income.  So what changes can we make to increase those areas of concern?

One step will be a possible change of Word Press Theme but what I really want to do is engage readers and hopefully start some back and forth dialogue.  I’m hoping to add daily content on my own personal prospecting efforts and with that in mind you (the reader)  are invited to comment, make suggestions or ask for advise in the comment section of the pages.

So here we go – Middle of the week between Christmas and New Years. Where are our prospecting efforts at this time?  A few of us may be “Closed for Business” getting some much needed vacation time while others are looking to plan a new strategy or like myself  clean up the rough edges of  projects already in place.  For those that are still out in the field are you finding that setting the appointment for this week is still tough to do with prospects off enjoying family time? Are you actually contacting more people but being put off with the “Call Me Next  Week” Objection? Personally I have been able to contat more people however setting a firm appointment is the issue. Yes they would like to hear more about te information I have but …no urgency to make a commitment.

Plan of action for the day is to allow the appointment to be set into next week however I want the prospect to understand this is a busy week for me also.  I am taking my valuable time to bring you this important information  Mr. Prospect so the end f the conversation could go something like this

… “I will call you again on Monday for our Tuesday appointment and confirm I still have a time slot for you on my schedule Mr. or Ms. Prospect. Should that time slot be filled what would be a good alternative time? “

Now this may seem a little envasive for some direct sales associates however in my field of work I have sporadic walk in clients that need to be taken care of immediately. If I  have a questionable appointment with a “Cold Cold” prospect over somebody walking in asking for my services I can not say “Sorry, please excuse me as I have to run an appointment.  Please come back in a couple hours.”  Who would? Right??

So my thought for today as we work through this week of  – Yes we can get in touch with more people but they because they are on there down time they do not want to schedule anything solid  – is that we make sure we convey our time is important as well.  I will do anything I can to help you Mr. Prospect however somebody else with an immediate need is going to get my attention first.

Learn to Earn!

Jeff Beeman

Great Story  – Wealth isn’t always about accumulation, sometimes it’ s just about being smart.
If broke folks are making fun of the way you live, perhaps you’re doing something right.
As Washington politicians debate whether earning $250,000 a year makes a family rich, special education teacher Danny Kofke has come up with a much lower threshold for wealth: The father of two says that his family of four can live well on his $40,000 a year salary — and you can, too.

READ MORE ->  Living on $40,000 a year

From Our Friends @ JustSell.com

Too many people are losing productivity on a particular day of the week because of a Flinstone-like mentality perpetuated by sitcoms and morning radio personalities. (Search Twitter for the word “Mondays” at 8 am for proof.)

It’s getting to the point where Tuesdays are the new week. (Wednesday is hump day, Thursdays are almost Fridays, Fridays are practically the weekend and Mondays… They’re for ramping up.)

It’s time for a little luksa (it’s Polish for “let us kick some @$$”… not really… just an acronym we made up).

Could you spark a little positive revolution and help someone break out of the TGIF mentality (or yourself if it applies)? Could you help inspire a “let’s kick some @$$” Monday morning start to the week?

Wouldn’t both be more fun (and profitable)? How about just starting it at home?

Learn to Earn! – JB