I want to ask yourself this question right now: “What is your true cost for A NEW CLIENT?” After you factor in any mailings, the ads, the cold calling and time driving around to and from meeting with them, what are you looking at in terms of dollars? A hundred, two hundred, a thousand?
You could easily take these dollars and invest them in yourself and be able to get an apointment with anyone immediately. Think of the glossy brochures and expensive mailings that companies spend trying to get clients, knowing that 95% of their marketing materials will end up in the trashcan. You want to get an appointment with a prospect and you are confident your deal is the best? Offer the prospect CASH to prove it! That’s right, put your money where your mouth is and watch the return on investment skyrocket. Let me illustrate:
YOU: “Hi John, this Frank Mitchell with XYZ and I just wanted to take 2 minutes of your time, introduce myself and see if we could get together next week for 7 minutes and see if we might be able to work together.”
PROSPECT: “Frank, thanks for the call, but I am very busy these next few weeks and in addition I am pretty happy with ABC Corp.”
YOU: “I can appreciate, John, that your time is very valuable. That is why I wanted to ask you this: give me 7 minutes of your time next Tuesday and if I cannot show you where we can save you a minimum of $1,500 of what you are paying ABC, I will give you $250 cash and be on my way. For 7 minutes of your time you either will make $250 cash or $1,500, you win either way, I am that confident in our company and service. Fair enough?”
PROSPECT(will usually laugh): “You mean to tell me that if I meet with you for 7 minutes next week, you will show me how to save $1,500 and if you don’t I get $250 on the spot? Done deal. Let’s set it up. You got me curious!”
Now ask yourself, what is the chance that a prospect will say no? Very slim, and you are now in the door of a prospect that would have cost you hundreds or even thousands of dollars to market to, not to mention the time factor that would have been involved. The benefits to this technique are immense with little to no downside. Just make sure going in that you can truly justify that you are the best choice or you will be out some cash. Do your homework and watch your appointments skyrocket!Mark McClure