Prospecting New Clients

SELL THE APPOINTMENT NOT THE PRODUCT

STEP 1) FINDING THE DM:    

If you don't know who the DM is:

Hi, this is (Your name and company), I need to speak with the person responsible for (insert the name of the service you are selling), Who might that be at your practice? Great, Is he/she available? 

...... If the DM is not available.

       Shoot, well I realize that I reached out unannounced. I have an important message for him/her, what does he/she check most often; email, voice mail, or text? Great, May I please have his/her (voice mail,cell number, email)

If you know who the DM is:

Hi, this is (Your name and company), I need to speak with (insert the name DM), 

...... If the DM is not available.

       Shoot, well I realize that I reached out unannounced. I have an important message for him/her, what does he/she check most often; email, voice mail, or text? Great, May I please have his/her (voice mail,cell number, email)

STEP 2) INTRODUCTION:  

Hi, ( the name of the DM), My name is (Your name and company)? First, did I catch you at a bad time?

  YES.... Ok, no problem, when would be a good time to call you back? Ill just need one minute.

 .......if they still say no:  what do you check most often; email, voice mail, or text? What is the best (number or email) to get back in touch with you.

  NO..... Great! I only need one minute of your time to asses if your practice would partner well with our company. Is that ok?

 .......if they still say no: Then hang up (politely) because they aren't worth your time

STEP 3) WIIFM (What's In It For Me) STATEMENT:  

The practices that we partner with are able to streamline operations thus saving themselves a significant amount of time and money. Now, its easy for me to determine how valuable our working relationship will be by asking by asking you 3 simple questions: 

 1) Does your practice  (insert the #1 universal pain point your product solves)?

 2) How do you currently address  (insert the #1 universal pain point your product solves)?

 3) Would you be interested in a solution that helps manage (insert the #1 universal pain point your product solves) with less time, effort, and resources?

 If they say YES..... Great well that is why I'm calling!

  If they say NO..... Is saving your practice time and resource something that interests you?

 .......if they still say no: Then hang up (politely) because they aren't worth your time

STEP 4) Third Party Testimonial:

In fact your practice reminds me a lot of  (Insert a name of a current client), They were previously dealing with  (insert the #1 universal pain point your product solves) similarly to your practice. After meeting with us for 20 mins we were able to identify that our companies would become strategic partners.They are now projected to save ______________ annually as a result of our working relationship. 

STEP 4) Sell the Appointment:

Based on what you have told me so far about your practice, I'm confident that we will both gain significant value by becoming strategic partners. I want to come out and meet with you for about 20mins to get to know your practice and discuss how you can save a significant amount of time and resources dealing with  (insert the #1 universal pain point your product solves).  

I have time on _________________ and ______________________, What works best for you?

The Magic Email – by Chris Lytle

When a customer didn’t call me back, I sent the following magic email to get stalled deals moving and dead deals out of my pipeline:

TO: Unresponsive Client
SUBJECT: Quick Question

Fred, I still have you on my ‘waiting for’ list of people I’m expecting to hear from.  Am I still on your radar?

-         Chris

His response:

“You are good.  Let’s talk this morning if you are available.  I’m out of town but can be reached on my cell phone.”

Result:

Before I could call him, he called me from the road and we scheduled our next meeting.  My two-sentence email worked (I believe) because I really do have a ‘waiting for’ list and keep track of people with whom I have pending business who call me back.

Thousands of salespeople on three continents are already using this email to get answers.  Reengagement happens time after time.  Even getting a “NO” can be considered a success, since this gets the deal out of your pipeline and projections and lets you focus your energy on new and real opportunities.

The email works because of the subject line, “Quick Question” is the most effective one I’ve ever used.  The typical business person experiences 170-190 different interactions per day and is in a state of chronic preoccupation.  This means that they are usually so busy thinking about what they aren’t doing that they can’t focus on what they are doing.

The “Quick Question” subject line gives these professionals – with lack of time and short attention spans – something easy and quick to do.  There is no 23 page PDF attached to the email that they have to read; it’s a simple request.  They can act on it and get on with their crazy busy day.