Closing for an Appointment

Closing for an Appointment

 

by Lois Wong

 

 

Have you ever attended a networking event and happened to strike up a conversation with a key decision maker?  Did you feel awkward about closing for an appointment?  Many people do.  It can be easy however, if you are prepared in advance.

 

During such a conversation, if you perceive interest, the next step is to qualify the extent of that interest by inquiring about a further discussion.  All too often, interest cues are missed and so is the opportunity for a next step.  Top performers listen for telltale 'closing' cues and are prepared to take the conversation to the next level. Below are a few ways to close for an appointment.  Remember, if you don't ask, the answer is 'No.’

 

1.         I'll be in the area next week.  Is there a good time to meet?

2.         I'll be in the area next week and can explore this further. Would you like to have lunch?

3.         I'll be in the area next week and can explore this further.  Is next Wed or Thurs open?

4.         I'll be in the area next week and can explore this further.  Are mornings or afternoons better for you?

5.         Should I contact you directly or your administrative assistant to schedule an appointment?

6.         Would you like to meet the rest of our team?

 

It's natural to be concerned that the closing question might create resistance.  Successful sales professionals view objections as a chance to address and engage with decision makers. 

 

Jeffrey Gitomer, author of The Sales Bible, indentifies effective strategies and tactics in his article, “Can't get an appointment? Try harder, try smarter.”

 

• Get referred - Find someone you know who knows who you want to appointment. Get them to call Mr. Elusive for you if possible (to smooth the way, or find out the real reason he won't see you).
• Use the fax - Send a referral letter, a top ten list, a cartoon, your daytimer for next week with the open times circled. Use the fax to open the door.
• Send a plant, flowers or a small gift - You will be amazed how much ice you can melt with a small gift. Flowers can get through a brick wall no matter how thick it is.
• Get close to the administrator - Find out what your prospect likes. His typical schedule - arrival and departure times. Gather information.
• Arrange to meet the prospect at a networking event - Trade association meetings, Chamber of Commerce events, ball games. Want to know where he'll be? Ask the prospect's administrative person or sales team.
• Send a provocative letter without being provoking - Ask questions or make statements in the letter that make the prospect think. Don't sell your product, just pique interest and sell an appointment.
• Cold call at a time when you know (from the administrator) that he'll be there - The best time for this is usually before the day begins or after the day is over.
• Use your creativity – take a risk! Take a chance!- Don't be afraid to make a mistake, don't be afraid to fail, don't worry about rejection, and don't quit just because some yahoo won't see you. If you believe you can help the other person -- never quit.

 

Securing the appointment is one step closer to closing the deal.