Monday Marketing Must Do #30
Monday 8:am - Read This Newsletter
Monday 8:15am - Reschedule EVERYTHING!
First order of business, we have new training seminars! That's right, our new and improved Momentum 20 Selling Strategy will come to you in 3 powerful one day seminars in Dallas, Las Vegas, and Phoenix. First up is Dallas on November 1st. You can find out all of the dates and register at our seminars page. This is the greatest marriage of the two most powerful selling strategies in the home care industry, only brought to you by Power Shot Training.
Now, onto this week's Must Do.
You've had appointments with key referral people and decision makers. You scheduled them in advance, prepared yourself to put on a great presentation, and showed up on time and ready to go.
Then....
Your contact didn't show up. Or they called or emailed just prior telling you they would have to cancel, and that they would reschedule soon. And...it never happened.
As we approach the end of the first half of the year, I want you to revisit every one of those appointments from January - June that still haven't happened. I want you to evaluate every potential meeting and ask yourself "If they called today to meet with me, would I still want to do it?". If the answer is yes, then let's get started.
I want you to work diligently on rescheduling each of these meetings within the next 2 weeks before July 4th blows in and puts a damper on our selling season. I want you to nicely let your referral source know that while you understand their need to cancel last time, you still have the ability to help them, their patents, and their outcomes. Let them know you are interested in meeting them before the 4th of July and offer a day and time. If they don't accept that day and time, ask them to offer one. By limiting these meetings to the next 2 weeks, you are giving them less time to back out, or allow a summer vacation (or shortage of staffing because of vacation) to kill the meeting request.
Why go through all of this now?
They cancelled on you. You waited for a call that never came. Guess what? They cancelled on your competitors too. Most of your competitors won't bother picking up the phone...which means that if there WAS an opportunity a few months ago, it probably still exists. The next person to get the meeting (and actually be prepared for it) might win the business.
Make sure that's you. Pick up the phone.
If I can help you with personal sales coaching, or bringing our new Momentum 20 Sales Training to your office, just give me a call at 877-798-2530.
Have a great week...and Good Selling!
Michael Giudicissi
