| On the first call you are ONLY setting up an | | | | them. A script is your road map. You don't need |
| appointment. This is not the time to be in selling | | | | to memorize it but you do need to practice it. |
| mode. People are busy and you are interrupting | | | | Ask for the appointment: This seems obvious but |
| their life. Your first call to them is like a first | | | | it is often overlooked. Try to set the appointment |
| appointment. You are beginning the process of | | | | up in the next couple of days. Give them options |
| them getting to know you and your business. | | | | of best day and best time. |
| A few simple points to remember when calling: | | | | Attitude: Visualize getting the appointment. A |
| WIIFM: This is where the relationship selling | | | | positive attitude gets projected over the phone. |
| process begins. What's In It For Me (WIIFM) | | | | It may take several contacts before you can set |
| needs to addressed in that first 30 seconds. Let | | | | up an appointment. More often than not you will |
| them know how what you have to offer will | | | | get a voicemail. Leave a brief message identifying |
| better their situation. | | | | yourself, how you got their contact information |
| Hook: Let them know how you got their contact | | | | and what value you would like to offer them. |
| information whether it be a referral or if they | | | | Leave your contact number but also let them |
| came to you via your internet marketing. | | | | know that you will call again. |
| Sizzle: What you have to offer them that relates | | | | Never expect someone to return your call; |
| to their pain and will benefit them. | | | | although it does happen. In addition, have other |
| Clear time: When you respect their time by asking | | | | methods in place for making contact with them, |
| if they have a minute to talk or if you've caught | | | | email and more importantly, a physical card with |
| them at a good time they are far more likely to | | | | your picture, contact info and your message |
| arrange a time to speak with you. | | | | showing your desire to help them with their |
| Script: If they have a few minutes have a script | | | | business. People are far more likely to pick up the |
| ready of questions to ask them to qualify them. | | | | phone if they have a card sitting on their counter. |
| Your time is valuable and you need to know if | | | | Relationship selling is a process. So be consistent. |
| your solution is a fit for them and whether it's | | | | Make it fun. Schedule time each day to make |
| worth your time to set up a consultation with | | | | dials. |