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Now that we have covered some of the basic telephone techniques in yesterdays’ post, we will be proceeding on how to set and appointment.

Set The Appointment

“May I set an appointment with you for a business presentation? I would like you to meet some of my business partners and other top people in the company. (Tell them a little bit about the person whom you would like them to meet)

Always give two options for dates and times. Do not ask questions answerable by yes or no.

“Would you be available on ___________ (day) or _____________ (day) at ___________ (time) or _________ (time) at _____________ (place)?”

Always Offer A Disclaimer

Say no in advance. Remember, we are not in the business of convincing people to join. Our job is to present the opportunity to find the right people. When they say no, it may just be a matter of timing. They are not saying no to you but to the opportunity.

1. “Mr. Prospect, this business may not be for you because it is not for everyone. However, if you find that you like the opportunity and would like to do it, then you can make a decision later. Is that okay?”
2. “Please keep your minds open, I am not saying that this opportunity is for you, with your permission just allow me to share to you some information. And if you like what you hear, you are welcome to join. But if you do not see any value or potential in what we are offering you, please do not feel obliged to join.”

Always Confirm The Appointment

1. “I am now writing down our appointment in my planner. That’s _______ (date) at ______ (time) at _________ (Place).

2. For warm market: You may make a suggestion on how he/she will make time for the appointment.
“Perhaps you could leave your office earlier so we could meet at Starbucks at 5pm. I am now writing it down in my planner. Is that okay?”

• Thank your prospect for his time and say good bye.

• Always follow-up and re-confirm the appointment a day before. Much time is wasted when you don’t follow-up.

What if they say: “Can you explain it over the phone?”

Answer: “The presentation is 90% visual, you have to see it. I would gladly present it to you but I will not be able to do justice to the presentation if I do it over the phone”.

Answer: “I am new in the business and may not be able to give you the right information. I would like you to meet some of the top leaders in the business that would be more able to answer your questions.”

Answer: “We’ve not seen each other for some time no. I’d really appreciate it if we could meet. Is that okay?”

Again let me remind you that “the phone should only be used for one thing – SETTING AN APPOINTMENT!!!”

I hope that the ideas and suggestions I presented to you would be useful in your business venture.

Tags: Appointment, Business tips, Disclaimer, Networking

This entry was posted on Friday, May 16th, 2008 at 12:00 pm and is filed under Networking. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.