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Want to set yourself apart from the hundreds of
other people trying to grab a share of your prospect's or customer's mind or
wallet? I'm not talking about times to MEET with
your customer. I'm referring to
setting a specific time for a telephone appointment ... your next phone
conversation. The key to success is that it's treated just
as you would a face-to-face appointment. You
send a clear message that your time is valuable (as is theirs) and what you both
will discuss is significant. I emphasize this because meekly suggesting that you speak again "next Thursday afternoon" is vague and easy to disregard by the prospect. They're really thinking, "Sure, you can call then. I don't know if I'll be here or not, and it's really not that important anyway." I'm still surprised when people admit
they're not using the powerful tool of phone appointments. Granted, you might
not be able to logistically set an appointment for every call you place-nor
would you want to-but everyone has those important follow-up contacts worthy of
an appointment. THE PROCESS Here's how I suggest setting the
appointment: At the call's wrap-up phase, after you've determined what you'll
both do before the next contact, say: "Great. Let's schedule our next conversation. You mentioned you will have tested the sample by next Thursday, so does Friday look good for us to speak again?" Assuming they affirm, continue with: "Good, do you have your calendar handy? Is there any time better than another? Morning, maybe?" Wait for their answer, check your schedule,
then narrow the choices: "Ok, please write me down for 11:15,
your time, and I'll call you. Does that work?" Place emphasis on "their time",
and "I'll call you", so you're clear on the responsibilities. End with: "I've got you in my book, and unless I hear from you otherwise, I'll call you next Friday at 11:15. Please have the sample I'm sending you, and your
notes ready so we can go over them." This again reviews the details, and also reminds them of what they're going to do before the call, and sets an agenda for the next contact. Set phone appointments. It's an efficient use of your time, and it sends a clear message of professionalism. |
