The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
Main Street Marketing Machines 2 Fusion Training Part #9: The Pre-Appointment Phase
1. 1 The Pre-Appointment Phase MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
2. The Pre-Appointment Phase The first tool you need when you are preparing to meet a high value prospect is Pricing Sheets. MSMM provides you with readymade templates all set up for you to personalize and adapt to your prospect’s value and your comfort level. 2 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
3. The Pre-Appointment Phase In these pricing sheets you give your prospect some ballpark figures of the cost for your services with different packages and continuity options. 3 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
4. The Pre-Appointment Phase These figures should be evaluated based on the data you will collect through the series of phone calls you will make to your prospects. 4 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
5. The Pre-Appointment Phase You also need business cards, brochures and flyers which MSMM also provides readymade, they even provide for a printing services so that you don’t need to go around looking for a printer. Just personalize them and order them. 5 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
6. The Pre-Appointment Phase Having your material printed out and ready you are now ready to call your prospects. You might feel a bit stressed about making this call but don’t worry, MSMM makes this an easy procedure by providing scripts for you. 6 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
7. The Pre-Appointment Phase You can use the scripts to practice and have them standing by during the actual call to guide you through it. 7 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
8. The Pre-Appointment Phase The script for your first calls guides you through a series of questions that aims at gathering information on your prospect’s business. 8 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
9. The Pre-Appointment Phase You should find out if they are already spending money on advertising and what their annual budget is, it will help you see what their awareness level for internet marketing and advertising is and introduce them to your services. 9 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
10. The Pre-Appointment Phase Having gathered all the information you wanted and introduced yourself you should then make sure you arrange to mail the prospects your business card and all the printed material you have and schedule a return call about a week later to arrange an appointment. 10 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
11. The Pre-Appointment Phase Keep in mind that follow up actions are really really important. Make sure you keep all the appointments you make, if you can’t make one call ahead and reschedule. You want to be credible in the eyes of your prospects so make sure you are punctual. 11 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
12. The Pre-Appointment Phase Once again MSMM provides a script for you to follow during your appointment call. Make sure your prospect has received and reviewed your material and arrange for a meeting. 12 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
13. The Pre-Appointment Phase Once again remember that whatever can be done in person can take place online, so if distance is an issue you can use a free service, such as Skype, to make a video call and give your prospect a chance to see you and yourself a chance to make a connection. 13 MSMMreview.comMSMMreview.com/Facebook MSMMreview.com/TwitterMSMMreview.com/YouTube
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