Mel Schlesinger

MANAGING THE FIRST APPOINTMENT

The Pre-Appointment Routine

Marketing• Gets

interest and appointment

Pre-First Appointme

nt

• Prospect does research

• Preliminary decision

First Appointme

nt

• Prospect makes decision

• Are you right for me

Second Appointme

nt

Your Competitive Advantage

Is secured by your pre-first appointment

routine

According to Professor Neil Rackham Author of Spin

Selling“The average company today can

access 20 times as much information about you and your

competitors as they could access 5 years ago”“So you are no longer dealing with

a customer where ignorance is a factor”

From the Hootsuite Whitepaper - Definitive Guide to Social Selling

Corporate Executive Board Study – www.executiveboard.com

Before the decision-maker meets with a salesperson

SiriusDecisions – June 2013

70% OF THE

B-2-B BUYINGDECISION IS COMPLETE

Use online resources when researching products and services in their local area before making a purchase.BIA/Kelsey – March 2010

97% OF

CONSUMERS

90%OFB2B

90% of all B2B buyers reported that they begin the buying process using Search

Marketo Study

Pre-First Appointment Routine

• Send a link to client testimonial website– Testimonials provide proof that you actually

deliver the results that you promise– You word is irrelevant since the prospect does not

know you– Check out www.testimonialwebsites.com

• Connect on LinkedIn• Send a snail mail “Thank You” for speaking

with me card– Include appointment reminder– Check out www.pixingo.com/mels

Today it is all about

the relationshi

p

FOLLOWING THESE STEPS SETS YOU APART AND ESTABLISHES YOU AS MORE PROFESSIONAL THAN THE COMPETITION

If the only thing that you changed was to follow this pre-appointment routine you

will see a significant increase in your closing ratios

Mel Schesinger

mel@melschlesinger.comCalendar:

http://mels.youcanbook.me