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Six Creative Ways to Get the Appointment

Will Christ | Articles > From the section: Sales Management

November, 2014 |

First, let's be clear that we are only getting the appointment to find out if the person has enough pain or desire for gain to want to spend time with you. This list of six creative ways is only meant to stimulate your creativity to be heard above the noise by the person you want to speak with.

1) Shoot for the top. You know the final decision about spending money is going to be made at the top of the organization. Why not start there and let the president of the company introduce you to someone who has responsibility for assessing the fit your solution has for his company's issues?

2) Get their attention with a personalized cartoon using Stu Heinecke's Cartoon Link email program. (www.cartoonlink.com ). Not only will you get your emails opened with these cartoons, the recipient will probably send the cartoon with his name in the caption to several of his friends and co-workers!

3) Make a contribution to the person's favorite charity in exchange for a specific block of time. You will demonstrate you have done research on the person when you know their favorite charity. You will also have made a gift that has meaning for them and does not come across as a bribe. Present your proposal this way:

I've pledged to give $50 to (charity) for each appointment I have this month. Would you like to help me send one more contribution?

4) Pay for an Appointment. If you are calling on a professional who bills his or her time by the hour, pay for an appointment. Tell the professional that since you bought the time you expect the same professional courtesy he or she offers any other paying customer: listening with an open mind. Use the time to ask enough questions to discover any problems, issues, hopes, or dreams your company might be able to help them with.

5) Send a gift. Do enough research, either online or by speaking with others in the organization, to discover what gift might get their attention. Be creative. Attach a note saying you'll call next week about the reason for the gift.

6) Ask your current customers to make an introduction. Asking for referrals might get you some names and contact information. Getting introductions will increase the probability of getting the chance to meet the person. If you are not getting enough introductions, ask yourself three questions: Am I making more introductions to my friends, clients, or prospects than I am looking to get? Am I asking for introductions to people in a clearly identified niche from my friends, clients, or prospects? And finally, how am I thanking people who introduce me to people I want to meet?

Getting an invitation into someone's world takes creative actions, sometimes out of the box. It's a puzzle. It's more of a game than a job. Have fun. Go for it!

About the Author

Will Crist (949-355-6013) is a Sandler Trainer and an International Radio Host. He has helped hundreds of companies improve their sales teams performance in the past twenty-five years. He lives in Laguna Beach, CA and can be reached at [email protected]