Make the appointment about meeting YOU and nothing about WHAT YOU DO. Why? Because it’s very hard to reject someone personally, like refusing to shake someone’s outstretched hand.

When you drift away from calling only to set up a meeting—and talk about your services, products, background, or anything other then setting the appointment—they can reject all those things, thereby rejecting the meeting with you. You’re giving them an easy out without being aware of it.

Turn it into a personal rejection, like refusing to shake your hand.

 

3 Key Components of your script:

• 3 attempts
• “Executive” tone at all times (strong, confident, positive)
• after objections 1 and 2, use “The Future” language

“The Future” Language

“…because sometime in the future you may need my services”

1St Attempt Language

“I’d like to meet you, shake your hand, and tell you what I do, it’ll take about 10 minutes”

“I’d like to say hello, shake your hand, tell you the type of work I do. It’ll take about 10 minutes.”

2nd Attempt Language

Acknowledge their objection

“I’d like to meet you anyhow, BECAUSE SOMETIME IN THE FUTURE YOU MAY NEED MY SERVICES”

3rd Attempt Language

Acknowledge their objection again

“You can meet me, see how I operate… “

“When we meet I can tell you my approach to _____…”

“I’d like to meet you and tell you the type of work that I do…”

…Then

so if there’s an opportunity in the future, you’ll think of me

…Then

“YOU WOULDN’T OBJECT TO 10 MINUTES, WOULD YOU?”

This last statement makes it personal, and that’s good. It is super hard to reject you so directly.

 Good luck and enjoy your full calendar!

Book Nikki to speak, or coach – nikki@goal-tender.com