I tell everyone on my team, “You are an appointment setter. That’s what we do.” When someone on my team tells me, “I’m talking to a few people at work,” I say, “I didn’t tell you to talk to a few people at work. We talked about setting appointments. You’re just testing the waters and you don’t need
to test the waters. We want to see if they would really be interested.” When your contact list begins to shorten because you’ve already called your “warm market” of people who know you, like you, and trust you, start warming up that cold market! Here are two more approach options that I have found to be very effective!
or this other date and time available,” or “Would Tuesday or Thursday be better for you?” Don’t try to set the appointment with open-ended questions like this: “Well, what do you think?” “Do you think that would be good?” “Would you like to do that?” What Does a Great Business Approach Sound Like? A business approach is simply the product approach, adapted for business. Here’s an example: “Hey, Bob, how are you? Let me tell you why I’m calling. I recently started doing some marketing [some prefer ‘I’m doing sales’ or ‘I’m in sales’] for the largest online wellness shopping club in North America, and I thought of you because I know you mentioned that you’re thinking about getting a second job. This company has an awesome referral program, and I would love to share some information with you to see if there’s a fit. Are you available on Tuesday or Thursday at 7:00 p.m.?” Those last few words, “to see if there’s a fit,” are important because they help the person feel more relaxed and open to saying yes. No matter which approach you choose, keep the call concise and simple, and don’t say too much. You just want to set the appointment. This is where I think some eager Marketing Executives run into problems because they want to tell everything they know about Melaleuca, especially when they’re excited. We can say too much to the point where it backfires on us. While we’re talking about our great supplements, they may be thinking, “Melaleuca sounds good and they change lives, but I don’t like taking pills.” Leave all the information to the Melaleuca Overview. Let it do the work for you.
The Cold Market
Approach When you’re out and about, be friendly, be happy, and just get to know someone. If
you’re hesitant to talk to people, become someone else for awhile. You want to portray what you want to get back— happy and friendly! Ask questions and give compliments. I may ask the checker at the grocery store, “Is this your dream job?” or “How long have you been working here?” A compliment I often give is, “Oh my goodness, you have a great smile! You’d be great at what I do. I just love your personality.” When they ask what I do, I say, “You know what? We can exchange numbers, and maybe I can share some information with you.” Just go to coffee with someone and get to know each other. And as I said, be a good listener. Always try to add at least one name a day to your contact list. Just think if you did that 25 to 30 days every month! Many times when I’m out and about in my cold market, I’m picking up business cards. Since you really don’t know the person, this approach is a little like a cold call. I might say, “I recently came across your card. I under- stand you’re currently with company X, and I’m calling you because I’m looking for people like you.” An alterna- tive might be, “You know, I don’t know how much you love your job, but I’m looking for entrepreneurs and I’d love to share some information with you about what I do. Are you open to meeting for coffee?” Then I offer them a choice of days and times. This approach has one question that sets it apart, “ Are you open?” ‘Are you open’ is strategic phrase because people don’t want to be perceived as being closed. This approach allows people to say, “Well, yes, I’d be open to that.”
38 AUGUST 2019 | MELALEUCA.COM
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