appointment setting Archives — Page 2 of 2 — Appointment Setting Blog from the Caponi Performance Group

Mistake #3 – Assuming we can help them improve what they are currently doing.

“I can save you money over what you’re paying today!” or “I can make you more productive and save you time!” Have you ever had someone call you with a message like these? Or worse than that, do you say it yourself? If it’s not in the opening message as the reason we’re calling, a lot of us trying to set an Initial Appointment resort to this approach as we try to talk the person we’re calling into meeting with us. When someone calls me and I hear that, I get even more annoyed at the interruption than I was when I realized this was a cold call. Continue reading “Top 10 Mistakes cold callers make on the phone (#3).”

Mistake #2 – Telling the target all about what we can do for them.

D'oh As we discussed in the first Blog in this series, too few of our targets think they need what we’re selling when we call them, so why do we think telling them all about what we can do for them will work? They are not listening to the message at this point. They are concentrating on how to get rid of us.

Instead, we should offer to share with them the results someone else in their position received from using what we sell. Why? Because psychologists tell us that most of us (even the most successful) have a basic insecurity, so we think that others know some little secret we don’t—and that is making them more successful than us.) Continue reading “Top 10 Mistakes cold callers make on the phone (# 2).”