A Prospecting Tip From A Fellow Subscriber...
One of our subscribers was kind enough to share one of his cold
calling tips with us. Here it is in his own words...
The phrase "fair enough"
works very well for me in many situations and also offering to the client an
easy escape after you have made your presentation helps me get my foot in the
door. During a cold call I simply close for a visit-time by asking the prospect:
"Invest 15 minutes
with me, at any point and time you want me to leave all you have to do is point
to the door, don't even have to say anything just point (laugh little),
and I promise without saying another word I'll pickup my note pad and leave
-- fair enough? I'll swing by Tuesday about 10AM, but first let me spell my
name for you: SCHRATZ (if its a further away without another contact nearby
I'll provide a phone number).
Then I ask them to repeat,
and then I confirm the visit by saying, "I look forward to visiting
with you on Monday at 10 -- I trust you'll believe it'll be 15 minutes well
Only once has someone actually
gotten up and pointed to the door, while others have pointed just to see if
I would keep my promise but it was only a test. I say the phrase with a little
sense of humor ...sometimes saying I'll walk out with my head down (sometimes
my chin held high), or with my tail between my legs, etc.
Robert Schratz, Pennsylvania
Thanks for sharing Robert!
Attention all subscribers:
Imagine if you used a variation of this technique after you follow up on a series
of prospecting letters. You'll double or triple your appointments instantly.
Do you have a prospecting
or marketing tip you want to share with your fellow subscribers? If you want
to share it with us send
it in. If I can improve it, I will. And I'll share with the rest of the subscribers. Share the wealth! It's the perfect time of year to do it :-)
Have Wonderful Holiday Season!
My Very Best