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Actual for You - To Confirm or Not to Confirm?
When people are aware of the good opinions others have about them, they want to live up to those opinions. This tendency is why we act out the roles that are assigned to us. If we receive praise, we want to be worthy of that praise. The most effective psychological tool for getting someone to follow through on a promise is to let her/him know that you believe s/he is the type of person who will follow through. Using phrases such as "You're the kind of person who..." or "You've always impressed me with your ability to ..." or "I've always liked the fact that you..." invoke the powerful psychological law of internal consistency.
So here’s a better approach: Change the way you think about prospect meetings and confirm them! Call your prospect the day before or early the morning of the appointment. Try to reach the prospect directl
Lets put it this way; supposing you knew you needed to make a journey for your business and you had a gut feeling you should do it tomorrow. You get in you car, still not knowing where you are going at a time that feels right. You drive to your first junction and think to yourself, “Shall I go left or right”? You choose right, because it looks the better option! You keep changing direction throughout the morning based on what feels or looks right, until you decide to stop and have a break.“Am I here yet?” you wonder to yourself sitting having your coffee and bacon sandwich. You look around, “no, I am sure this is not where I want to be” so on you go again. A lit
Or…
Do you not confirm, believing that it gives your prospect an “out?”
Far too many coaching clients, workshop participants and readers have said to me, “If I confirm the appointment it gives them a chance to get out of it.” Let’s examine this statement and the beliefs that go with it.
The above statement implies that the scheduled appointment is something that, given a choice, your prospect would avoid. This must mean, therefore, that you somehow tricked or manipulated your prospect into agreeing to the appointment in the first place. Now on reflection, your prospect could only want to bolt.
If you had to trick your prospect to schedule the meeting, the meeting itself must not have any real value. It logically follows then, that the agenda for the meeting, your products or services, you and your time also have no value!
Well, that’s demoralizing!
If, however, you truly believe that your product or service has value, if you have done your homework, targeted your market and are calling on qualified prospects then there is no reason that a prospect should want to avoid meeting with you. It is time to change some of your beliefs about the meeting. If a prospect schedules an appointment with you, that means they are interested in talking about what you have to offer!
And here’s another thought: Do you really want to spend your time racing around your territory to meetings with prospects who don’t show?
I’ve had some sales professionals tell me that when a prospect stands them up, they like it, because the prospect then feels guilty and “owes them.” These sales professionals believe that their prospects will meet with them because of that sense of guilt. And perhaps some do. But barring a last minute emergency that takes a prospect away unexpectedly, someone who stands you up once, will more than likely have no qualms about standing you up again. This “guilt” approach goes hand-in-hand with the belief that prospects must be tricked or manipulated into meetings.
So here’s a better approach: Change the way you think about prospect meetings and confirm them! Call your prospect the day before or early the morning of the appointment. Try to reach the prospect directly
What do you do if your boss gives you a thoroughly lousy PowerPoint presentation to deliver and it has 50 bullet points on each slide, complicated graphs, and long sentences everywhere?Don’t panic! In this case, your PowerPoint slides are not going to help your presentation. But they don’t have to hurt you or destroy the presentation either. Here is what I recommend you do in this tough situation:1. Ask your boss what the desired result is from the speech.2. Ask your boss what the 5 most important message points he/she wants the audience to remember.3. Incorporating the info from your boss from the above two questions, go through th
If you had to trick your prospect to schedule the meeting, the meeting itself must not have any real value. It logically follows then, that the agenda for the meeting, your products or services, you and your time also have no value!
Well, that’s demoralizing!
If, however, you truly believe that your product or service has value, if you have done your homework, targeted your market and are calling on qualified prospects then there is no reason that a prospect should want to avoid meeting with you. It is time to change some of your beliefs about the meeting. If a prospect schedules an appointment with you, that means they are interested in talking about what you have to offer!
And here’s another thought: Do you really want to spend your time racing around your territory to meetings with prospects who don’t show?
I’ve had some sales professionals tell me that when a prospect stands them up, they like it, because the prospect then feels guilty and “owes them.” These sales professionals believe that their prospects will meet with them because of that sense of guilt. And perhaps some do. But barring a last minute emergency that takes a prospect away unexpectedly, someone who stands you up once, will more than likely have no qualms about standing you up again. This “guilt” approach goes hand-in-hand with the belief that prospects must be tricked or manipulated into meetings.
So here’s a better approach: Change the way you think about prospect meetings and confirm them! Call your prospect the day before or early the morning of the appointment. Try to reach the prospect directl
One of the main problems people find with marketing, is the actual selling. How can you create ads which sell?Well there are tons of articles, and pay for e-books to help you create ad copy, but there is a free and easy way to create your own ads which sell, sell sell.Swipe themI don't mean word for word, not even close, but keep your eyes and ears open to ideas. We are all bombarded with adverts daily, and these are a goldmine to anyone trying to sell something.The hard work's already been done, ad men have been paid small fortunes to make an ad which will sell something, all you need to do is modify it to your own product.
Well, that’s demoralizing!
If, however, you truly believe that your product or service has value, if you have done your homework, targeted your market and are calling on qualified prospects then there is no reason that a prospect should want to avoid meeting with you. It is time to change some of your beliefs about the meeting. If a prospect schedules an appointment with you, that means they are interested in talking about what you have to offer!
And here’s another thought: Do you really want to spend your time racing around your territory to meetings with prospects who don’t show?
I’ve had some sales professionals tell me that when a prospect stands them up, they like it, because the prospect then feels guilty and “owes them.” These sales professionals believe that their prospects will meet with them because of that sense of guilt. And perhaps some do. But barring a last minute emergency that takes a prospect away unexpectedly, someone who stands you up once, will more than likely have no qualms about standing you up again. This “guilt” approach goes hand-in-hand with the belief that prospects must be tricked or manipulated into meetings.
So here’s a better approach: Change the way you think about prospect meetings and confirm them! Call your prospect the day before or early the morning of the appointment. Try to reach the prospect directl
The question isn’t whether or not your business has a website, it’s a given it does. The real question is this: Does your website allow you to connect and interact with visitors? If it doesn’t, you are missing out on an enormous opportunity to grow your business.A website that is nothing more than an electronic brochure is not going to help you attract more clients and be more profitable.Did you know that the first time someone visits your website that it is most likely the last time they will visit?If most people never return after the initial visit, this means that you usually only have one chance to make a connection and provide visitors with
And here’s another thought: Do you really want to spend your time racing around your territory to meetings with prospects who don’t show?
I’ve had some sales professionals tell me that when a prospect stands them up, they like it, because the prospect then feels guilty and “owes them.” These sales professionals believe that their prospects will meet with them because of that sense of guilt. And perhaps some do. But barring a last minute emergency that takes a prospect away unexpectedly, someone who stands you up once, will more than likely have no qualms about standing you up again. This “guilt” approach goes hand-in-hand with the belief that prospects must be tricked or manipulated into meetings.
So here’s a better approach: Change the way you think about prospect meetings and confirm them! Call your prospect the day before or early the morning of the appointment. Try to reach the prospect directl
Consulting arrangements can do wonders for a business. They can provide a boost to your business by utilizing a consultant’s focused expertise and their years of experience in similar venues, and they can give a business a good old-fashioned shot-in-the-arm.Consultants are distanced from the daily politics of your business. They can provide you with unbiased opinions and fresh perspectives. The thing is, they can only do this if you allow them to do it.I’ve done the consulting gig for years. In the process, I observed and experienced clients using my services well and not using my services well. I have listened to associates’ sto
So here’s a better approach: Change the way you think about prospect meetings and confirm them! Call your prospect the day before or early the morning of the appointment. Try to reach the prospect directly. Say:
“I’m calling to confirm our brief meeting tomorrow (or later today) at (fill in the time.)”
(The use of any of the following sentences is optional.) “I’ve put together those samples we discussed.”
“I’ve given a lot of thought to your situation.”
“I have some very interesting ideas to share with you.”
“I’m looking forward to meeting you.”
If your prospect says the agreed upon meeting time no longer works, reschedule immediately! Otherwise, you now know that when you show up tomorrow or later the same day, your prospect will actually be there! (Do make sure that your prospect has your phone number so that they can reach you if something unexpected does happen.)
If you are not able to reach your prospect directly, and if your prospect has a secretary, ask her if she keeps the prospect’s calendar. If she does, you can confirm with her. If she does not, deputize her. Give her your name and phone number and say: “I’m calling to confirm my brief meeting tomorrow at (fill in the time) with Ms. Prospect.” Ask her to speak with the prospect for you and then call you back to let you know that the meeting is on.
If you are not able to reach a human being leave the following message on your prospect’s voice mail:
“Hello, Ms. Prospect. This is (fill in your name) from (fill in your company name.) My phone number is (your phone number goes here.)”
“I’m calling to confirm our brief meeting tomorrow at (fill in the time.)”
(The use of any of the following sentences is optional.) “I’ve put together those samples we discussed.”
“I’ve given a lot of thought to your situation.”
“I have some very interesting ideas to share with you.”
“I’m looking forward to meeting you.”
Please be good enough, to give me a call back and let me know that tomorrow at (fill in
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