Thanks for emailing.
It looks like you’re doing a
great job of getting a business network in place.
I’m also
a big fan of Gitomer.
The prior emails had the basics
for appointment setting and I want to take every opportunity I can to reinforce
key points.
#1 First and foremost,
ATTITUDE. You have to know and believe that setting appointments
is not that hard.
Personal
story… the first few years I lived in my house, my wife and I did a good bit of
landscaping. Included in that was planting shrubs or trees. I was
filled with dread each time my wife came home with something to plant because
it meant getting out the shovel and spending 20+ minutes digging a hole in our
hard ground. Over time, however, I learned how to be more efficient at
digging by chipping away at the crusty layer on top by not plunging the shovel
in deep, but just an inch or two into the ground. Once I got that layer
off, I learned to start reversing my shovel and using it with the blade side
facing me, allowing me to dig deep, but not making the hole too wide.
Then I began making a game of it by seeing how fast I could dig a circular hole
1 foot across and 18 inches deep (less than 5 minutes now). Now I’m the
hole digging expert and I will challenge any other non-construction worker to a
hole digging contest (at least on my home soil) because nobody digs as good
me. I went from allowing several shrubs to die on the drive because
of my reluctance to go dig a hole, and have turned into the best amateur hole digger in the
entire universe because I changed what I believed about myself.
#2 Track the number of
calls. If you aren't making 40 calls per day, you aren't making
enough. Make it fun. Challenge yourself to make 41, even if you've set 4 appointments already. Don’t let anything beat you.
Personal
story – In 2004, I was the Sales Manager working for XXXX, who was the branch
manager. The company made the decision to eliminate the sales manager
position and I was offered a nice buyout or the option of taking an AE
role. I took the AE role. The manager, however, continued to use me as a
sales manager, with me attending appointments with other
AE’s and fielding all their requests for assistance, while squeezing in my own
2+ appointments each day. I made it known that I couldn't help anyone
after 4 PM because I had to set my own appointments. So from 4-5, I set 2
appointments every day. I mean that. EVERY…SINGLE…DAY. I wouldn't allow myself to fail. Back then, (I don’t recommend this) I
moved a fax machine to my desk because I had an extra phone outlet and I
would send faxes out to every fax number on a business card I had in an attempt to connect with
someone that would meet with me, at the same time I was making my dials each
day. I was using every tactic under the sun to make sure I didn't fail. I refused to let anything beat me. I refused to leave each
day until I set my 2. Guess what? I usually had 2 set by 4:30 and
then I would go help someone that needed it. Never surrender to
adversity (or a boss that abuses your time)!
#3 Once you know what your ratio
is (takes about a week of sending emails and making 40 daily calls to them),
you can begin adjusting your tactics (changes to your emails, changes to your
phone script, etc).
No
personal story for this one. If something isn't working, you can’t make
the necessary changes until you have metrics to measure.
My numbers were a minimum of 10 emails sent per day to qualified prospects. My other numbers…. dials to apt ratio 14:1. Needs assessment to presenting ration 1.7 : 1. Presenting to closing ratio 1.9 : 1.
So it
took me 45.22 dials to make a sale.
Professionals
in every industry know their numbers.
Never retreat! Never
surrender!
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