Tips on HOW TO GET APPOINTMENTS
Real life challenges in the life of a Sales Person:
I can't get an appointment.
He did not show for the appointment.
She won't commit to an appointment.
She won't return my phone call.
He has rescheduled me three times in two weeks.
Possible Reasons:









You
You
You
You
The
You
The
The
The
haven't established enough interest.
haven’t given any value.
haven't created or uncovered need.
are unable to or have not established any rapport.
prospect is already doing business with someone she is satisfied with.
have been talking (telling) and maybe not selling.
prospect doesn't see you as important enough to carve out time to meet.
prospect feels “sale” rather than “relationship.”
prospect has an unfavorable impression of you, your company, or your product.
Here are some strategies and tactics that have worked:







Remember they are busy. Always state the purpose of your call and state a benefit
upfront of working with you. Ex. Hello Ms. Jones, my name is Wendy Miranda, the
DOS at Hampton Inn off I-240/Thousand Oaks. The reason I am calling is I
understand you book hotels rooms in the area and I have an idea of how I can
possibly work with you to make your life easier and save your company travel
expense. Can you set aside about 30 minutes this week to let me come by your
office and discuss this? How about Tuesday at 1 pm? Does that sound good?
Make a personal connection with the contact as soon as you can. Let them know you
would like to meet with them in person and will not take a great deal of their time.
Just to give you 15 to 30 minutes, whatever they can spare. Talk clear and friendly
but not over the top. Be yourself!! Speak with confidence.
Get a referred - Find someone you know who knows the person you are trying to get
an appointment with. Get them to call the contact for you if possible (to smooth the
way, or find out the real reason he won't see you).
Send them a testimonial letter from a top client that is wowed by your hotel along
with a note to explain why you want to see them and you will be respectful of their
time.
Use the fax and/or email - Send a referral letter, a top ten list, a cartoon, your DayTimer for next week with the open times circled. Use the fax to open the door or
even the email.
Send a plant, flowers or a small gift - You will be amazed how much ice you can melt
with a small gift. Flowers can get through a brick wall no matter how thick it is.
Cookies are always good but very common.
Get close to the administrative person who knows your prospect best - Find out what
your prospect likes. Her/his typical schedule - arrival and departure times. Gather
information.
1





Make a personal connection with the receptionist and let them know that you really
need to reach the contact and maybe email may be more convenient so kindly ask
for the contact/decision-maker’s email address.
Arrange to meet the prospect at a networking event - Trade association meeting,
Chamber of Commerce event, ball game. Want to know where he'll be? Ask the
prospect's administrative person or sales team. Another venue, Starbucks coffee
shop.
Send a provocative letter without being provoking - Ask questions or make
statements in the letter that make the prospect think. Don't sell your product, just
pique interest and sell an appointment. Throw in some qualifying questions.
A cold call just at a time when you know (from the administrative person) he'll be
there - The best time for this is before the day begins or after the day is over.
Take a risk, take a chance - Use your creativity. Don't be afraid to make a mistake,
don't be afraid to fail, don't worry about rejection, and don't quit just because some
yahoo won't see you. If you believe you can help the other person -- never quit.
Want a few closing lines to get the appointment? Here are three:




If you must use the dreaded "alternative choice" close, ask it this way: Would you
rather have breakfast or lunch?
A better approach is to ask the prospect when are his open (best) times to meet and
then suggest a meal or bring lunch in to them.
The best approach is honesty. My objective is to help, Bill, but I don't know if I can.
We'll exchange information at lunch. If I feel I can help you, I'll tell you; and if I
can't help, I'll tell you that too. FAIR ENOUGH? It's hard to say no to that.
Be clear about why you want to see them. Be genuine, kind but to the point of the
matter.
2