Build credibility, heighten interest to build value in the appointment.
Explain to the decision makers that you are not trying to sell them a Web site right now, you’re not after their money and they are under no obligation buy anything. Explain that all you want to do is give them something tangible for them to review at no cost. In most cases, all the customer has to do is see the customized Web site to understand just how valuable of a resource it is. Because it cuts costs, increases revenue, and attracts more customers, in the majority of cases, the qualified prospect will buy it.
Sample Transitions to the Appointment
The following are sample statements that will help you to transition out of data mining and into scheduling a qualified, firm appointment. During this appointment you and one of our Product Specialists will walk the prospective customer through the Web site management platform.
¨ “That’s exactly the reason why I’m talking with you today. Let me show you how we solve that issue for you. We need to set an appointment, let you take a look at our incredible software, and if you like what you see, we can get your site up and running right away. If you don’t see the value, we’ll part friends.”
¨ “<Insert your company name> understands the challenges that small- to mid-sized businesses like yours are faced with when establishing a Web presence. We have developed a solution for all those obstacles you may have already encountered or will encounter in the future. Our tools make it possible for you to have a very successful Web presence immediately. When would be the best time for you to spend 30 to 45 minutes with one of my Product Specialists and me on a no cost, no obligation demonstration? <do not pause> "Would tomorrow afternoon work for you, or would the following day be better?” <always suggest a time>
¨ “We work with businesses like yours to provide all the tools that will assist you in providing a higher level of service to your customers, lowering advertising costs, and generating more revenue. If these are some of the goals you have for your business, we need to go ahead and set a time when I can show you how this works. When would be the best time for you to spend 20 to 30 minutes with one of my Product Specialists and me on a no cost, no obligation demonstration? <no pause> Would tomorrow afternoon work for you, or would the following day be better?”
¨ “That’s why I need to show you this industry-specific Web site for your business, which is only the first element of our Web site solution. I understand that you already have a Web site, but you owe it to your business to take a look at what we can do for you. What I’m offering is more than just a site, and I’ll show you how all the extra tools and features will improve your chances of making your online business successful. When would be the best time for you to spend 20 to 30 minutes with one of my Product Specialists and me on a no cost, no obligation demonstration? <no pause> Would tomorrow afternoon work for you, or would the following day be better?”
If customer schedules a definite appointment, confirm it by saying:
¨ “Alright, I will be in touch with you at <insert day and time>. Just so that we don’t take up too much of your time, when we call, please be logged onto the Internet and write down any questions you may have so that we can maximize our time together. Fair enough?”