3 Critical Things We Have Learned About Appointment Setting

Professional Prospecting Systems has been setting appointments for 15 years over almost 2000 different campaigns.  You would hope that that amount of experience teaches you something.  It has. Here’s what we learned: 1.  It is not so much what you say, but how you say it.   The prospect reacts more to the overall phone presence and level of emotion and conviction conveyed by the caller. You can put exactly the same script in the hands of 2 different callers and get…

Are You Abandoning Your Prospects?

Every time you touch your prospects by calling them, emailing or mailing them something, you are scoring points with them. Just because they have not jumped up and thrown their arms around you yet, does not mean that your message has not penetrated their consciousness to some degree. Each contact scores a certain number of points with your prospects and moves them closer to the point where one day they will be ready to do business with you. Our biggest…

Joe Prospect Reveals How to Make a GOOD Cold Call

The Right Way to Cold Call Your Prospects! So why do you keep calling me and why do I keep cold calling my prospects? Telemarketing isn’t going to go away because it is still shown to be one of the most effective marketing methods for most businesses. Even though most telemarketing is done very badly, selling is mostly about timing and no matter how much I hate getting telemarketing calls I still do respond to a few of them because the timing…

Joe Prospect Reveals How to Make a Bad Cold Call

The Wrong Way to Cold Call Your Prospects! Let me start out by asking you a question. How do you feel about receiving  telemarketing calls? If you are like me, you dread these calls and try to avoid picking up the phone if you know it is an unsolicited telemarketing call. Why do we both feel the same way about telemarketing calls and I am sure all of your prospects feel the same way you and I do. Let’s examine how a typical telemarketing call…

Appointment Setting Tip #3: Understand and respond

From the Desk of Joe Prospect Previously I told you that if you want to get an appointment with me you have to tell me what you are going to do for me without telling me how you are going to do it. And then you tell me you only need 5 minutes of my time for the appointment so I feel the process is going to be relatively painless. What happens after you ask for the appointment? Well of…