Book New Client Appointments, Anytime, Anywhere, with Anyone ( It's Easy )

20 replies
Warriors,

i keep seeing tons of posts about how do i get new clients,
how do i meet with them, how do i get credibility. Heres a
few ideas...

I just finished reading a book The Power to Get In by Michael Boylan. I read
this on recommendation from another warrior. I would highly reccomend you go
to Amazon and buy the book, with shipping will set you back $12.00, Excellent
investment.

I have been using a strategy for years the allowed for Internal and External pressure
to be applied to a new potential client at the same time. People react and grant
appoints based on Personal Fear of Loss far more times than on benefits.

Internal pressure, I want to create pressure from mulitple areas within a business. I send
the same letter adressed to 3 different people within the company, who all see each others
name on the same letter. Then its a simple and consistent follow up to get the appointment or schedule time for the presentation.

The Appointment
1- Face to Face (the Very Best)
2- Webinar (next best )
3- Phone ( place your potential client on their computer while you are on it as well and talk
on phone) next best
4- Send a Video Presentation with Voice over
5- Email - This is the worst

The internal pressure can not be ignored. The letter is targeted to my presentation prospect, His Boss, and that Boss's Boss. It will create fear of loss, anxiety, nervousnous, create a buzz, and no matter what Cannot Be Ignored. The process is a little more detailed but i hope ur getting the picture.

Internal Pressure-- You create a Letter that is sent to your Target Prospect, Your Prospects Boss, and His Boss... The same letter to all 3 with names.. like this

Kontrol Konsulting
Robert Nelson
123 Kick Butt <--------- This is Me obviously
Brilliant Marketing, New York
208-555-1212

Dear,
Mark Joyner, Bill Bigglesworth, John Chan,(Internal Pressure, this letter is going to all 3 PEEPS) Increase Profits and Slash Marketing costs, with a Proven Internet Solutions. I will be in
town the week of December 12th meeting with Several Vice Presidents at several of the Top Insurance companies in New York. (this is Massive External Pressure, they know you are meeting with the competition. )

Now...Handling the Gate Keeper Warriors, stop trying to skate around the gate keeper, they are not dumb, most are brillant thats why they are there. Instead turn them into your ally. Theres many process's to do this, i for one, NEVER try to go around the gate keeper ever, i use them to my advantage. People forget, 98 times out of a 100 they know the boss inside and out, and they have MAJOR INFLUENCE on the Person you are trying to connect with.

In addition, in the letter i let them know i am meeting with other people within their sector who are at the same level... Like a Vice President like them at another company that same week.

Example- Bill, i have appointments with Marty over at Shaw Insurance, and Bill over at Geico insurance the same week.

This applys MAJOR MAJOR EXTERNAL PRESSURE. If you dont have appointments with others, you would say... I expect to be meeting with other Vice Presidents at Several Major insurance companies the same week i am in town, or something like this.



Warriors, i wanted to give you a review and some ideas, as i have been using this technique for well over 15 years, and to this day, its still the most effective by far for
getting new clients for long term profits in my opinion. Go buy the book, study it, create
a plan of action...and then EXECUTE YOUR PLAN

Remember...People do far more based on Fear of Loss, than for Benefit of Gain Everything we do is either for Pain or Pleasure, Business in no different. Most people are doing just enough to keep from getting fired at a job, not just a little more to get a promotion.

I would love to keep this thread ongoing over the next couple of weeks, this gives some of you time to get the book, implement the tactics, and create a USP with it. I will be responding to questions on this thread as i can.

To Your Continued Success,
Robert Nelson
#anytime #appointments #book #client #easy
  • Profile picture of the author tryinhere
    Internal pressure, I want to create pressure from mulitple areas within a business. I send the same letter adressed to 3 different people within the company, who all see each others name on the same letter. Then its a simple and consistent follow up to get the appointment or schedule time for the presentation.
    ? what are you talking about /
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    • Profile picture of the author BrashImpact
      Originally Posted by tryinhere View Post

      ? what are you talking about /
      Internal Pressure-- You create a Letter that is sent to your Target Prospect, Your Prospects Boss, and His Boss... The same letter to all 3 with names.. like this

      Robert Nelson
      123 Kick Butt <--------- This is Me obviously
      Brilliant Marketing, New York
      208-555-1212

      Dear,
      Mark Joyner, Bill Bigglesworth, John Chan,(Internal Pressure, letter is going to all 3 PEEPS) Increase Profits and Slash Marketing costs, with a Proven Internet Solutions. I will be in
      town the week of December 12th meeting with Several Vice Presidents at several of the Top Insurance companies in New York. (this is Massive External Pressure, they know you are meeting with the competition. )

      Hope this makes sense...
      Robert
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  • Profile picture of the author tryinhere
    Never seen that before, or heard of it but if it works for you that is great, a different way to swing the cat. Not sure if it's my cup of tea but respect your methods.
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  • Profile picture of the author MWGrubb58
    Robert,

    I heard a variation of this from a friend who was selling custom radio shows for medical professionals. My friend told me this because I am a sucker for HIGH-Impact, never-to-be-forgotten methods to get in the door.

    Anyway, my friend sent EACH of 7 medical specialists a large POSTER with a picture of the medical practice circled. He stated in the letter that only ONE practice would be getting a special custom radio show in the area and would YOUR practice be the one?
    He ALSO put the names of ALL the competitors that were getting the letter.

    Every time my friend sends this out, he gets a $25,000 client.

    Your method seems so much easier, but with the same effect!
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    • Profile picture of the author BrashImpact
      Originally Posted by tryinhere View Post

      Never seen that before, or heard of it but if it works for you that is great, a different way to swing the cat. Not sure if it's my cup of tea but respect your methods.
      I can appreciate your thoughts about being your cup of tea...However the prospecting
      industry is in the toilet because of the way marketers prospect potential clients. This
      way, you are getting an Appointment and you have Massive Leverage in doing so.

      Highly reccomend getting the book, and doing an evaluation on your own, well worth the
      $12 by a mile.

      Thanks for your input
      Regards,
      Robert

      Originally Posted by MWGrubb58 View Post

      Robert,

      I heard a variation of this from a friend who was selling custom radio shows for medical professionals. My friend told me this because I am a sucker for HIGH-Impact, never-to-be-forgotten methods to get in the door.

      Anyway, my friend sent EACH of 7 medical specialists a large POSTER with a picture of the medical practice circled. He stated in the letter that only ONE practice would be getting a special custom radio show in the area and would YOUR practice be the one?
      He ALSO put the names of ALL the competitors that were getting the letter.

      Every time my friend sends this out, he gets a $25,000 client.

      Your method seems so much easier, but with the same effect!

      Millard,
      i have seen that in action actually, not from me but another high end
      marketer. He used a twist on that concept, and his deals were between
      $20k and $130k its pretty fetchin powerful. The thing i love the most... is
      the incredible leverage you have from the word go, and the more interaction
      by those in the system, the more leverage you get. Thanks for sharing and
      delivering some valuable input.

      To your continued success my Friend
      Regards,
      Robert
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      • Profile picture of the author internetsweetie
        I totally am in awe of this and will purchase book today.

        Re: Poster idea - can someone point me to a sample, where i can get it, or a mock up even, and all I would have to do is change the names and name of business?
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        Freedom from the 9 to 5 can be so sweet.

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        • Hey Robert

          Great thread.

          Yes this type of process works right across the $$$$ spectrum. From small clients to large.

          Thanks for sharing.

          Regards

          Bronwyn and Keith
          PS. Loved the radio show poster approach.
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    • Profile picture of the author jabro
      Originally Posted by MWGrubb58 View Post

      Robert,

      I heard a variation of this from a friend who was selling custom radio shows for medical professionals. My friend told me this because I am a sucker for HIGH-Impact, never-to-be-forgotten methods to get in the door.

      Anyway, my friend sent EACH of 7 medical specialists a large POSTER with a picture of the medical practice circled. He stated in the letter that only ONE practice would be getting a special custom radio show in the area and would YOUR practice be the one?
      He ALSO put the names of ALL the competitors that were getting the letter.

      Every time my friend sends this out, he gets a $25,000 client.

      Your method seems so much easier, but with the same effect!

      I have heard of a method for SEO is to email about ten potential local clients in the same profession saying you will take only one exclusive client and the others will be SOL on getting their website first page google.
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      • Profile picture of the author Kay King
        Now...Handling the Gate Keeper Warriors, stop trying to skate around the gate keeper, they are not dumb, most are brillant thats why they are there. Instead turn them into your ally. Theres many process's to do this, i for one, NEVER try to go around the gate keeper ever, i use them to my advantage. People forget, 98 times out of a 100 they know the boss inside and out, and they have MAJOR INFLUENCE on the Person you are trying to connect with.
        I posted about this not long ago - I think it's big mistake to look at the "gatekeeper" as an obstacle to get around. Quite a few don't realize the power and influence a long time and trusted "gate keeper" has.

        The best "outside salesmen" will walk into a business and treat every person working there as if they are the most interesting person he's talked to today. If you can make the gatekeepers want to help you, you're golden.

        kay
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  • Profile picture of the author David Potthast
    Robert, thanks for the great advice here.

    David
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    • Profile picture of the author BrashImpact
      Originally Posted by Kay King View Post

      I posted about this not long ago - I think it's big mistake to look at the "gatekeeper" as an obstacle to get around. Quite a few don't realize the power and influence a long time and trusted "gate keeper" has.

      The best "outside salesmen" will walk into a business and treat every person working there as if they are the most interesting person he's talked to today. If you can make the gatekeepers want to help you, you're golden.

      kay
      Kay,
      you hit the nail on the head. Gatekeepers are their for a reason, and i keep hearing
      so many warriors and local marketers talking about what a pain in the butt it is
      to get around them. If those would learn some human nature skills, and make
      that Keeper the Ally sales would go up 20% over night. If anything, i try to treat
      that Gate Keeper as the Most important person in the company, Because SHE IS.

      They can make or break you real fast, even if you get around, they still have
      incredible VETO POWER, and so many marketers miss the boat on that.

      Thanks for sharing... Have a Money Making Day
      Robert

      Originally Posted by potthastd View Post

      Robert, thanks for the great advice here.

      David
      David,
      your very welcome my friend... This could easily be a life changing book
      for a lot of warriors. Cool thing is, i use a lot of these techniques for my
      clients and Charge Big Money to teach them the Technique. So many
      ways to become a Well Rounded Business Consultant.

      To your continued Success my Friend...
      Regards,
      Robert
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  • Profile picture of the author tgglenn
    danicat, You are so right! Without your say-so, nobody gets in. Gatekeepers are the moat around the castle filled with alligators and you had better know where the alligators are when you cross the moat. But if you are nice to the gatekeeper, she will lower the bridge for you. I worked for a big chemical company back in the 80's, lots of competition. A method we used was giving out "novelties". You can buy these on the cheap online for quantities. Little fuzzy animals with a peel-off on the bottom that you can stick on the computer monitor or desk. They would really go ape over a 25 cent novelty. Or maybe a cute picture frame from the dollar store for their kid's or grandkid's pictures that they always have on their desk. Another method, tell them you have a personalized gift for them, ask them for their first name, buy a coffee cup and one of the "gold" or "silver" type magic-marker pens, write their name on it and present it to them when you walk in. It's chintzy, but they will appreciate your ingenuity. They will also remember you when you drop back by. I know these are old and passe but they will work more times than not! A funny greeting card also works well. Use your imagination and stand out from the crowd. They get calls and drop-ins day in and day out. Their main job is to get rid of people usually, so maybe you can do something special for them and they will get you to the "man". Hope this helps someone. Thanks for the thread, great info.
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    If all else fails.....stop using all else!!
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    • Profile picture of the author BrashImpact
      Originally Posted by danicat View Post

      Great points! Dont screw with the gatekeeper. I have BEEN the gatekeeper. You need to determine her importance right off. Often people assumed i was simply a receptionist. Typically, I was, as well as being the office manager, bookkeeper and assistant to the president. You had to sell to me first. If you irritated me your phone calls never got through and your letters were shredded. I have even gone so far as to like the service but will use someone else.
      Well Said Danicat...Thanks for the input, Warriors have no idea how much
      power a gate keeper Wields...
      Robert
      Originally Posted by tgglenn View Post

      danicat, You are so right! Without your say-so, nobody gets in. Gatekeepers are the moat around the castle filled with alligators and you had better know where the alligators are when you cross the moat. But if you are nice to the gatekeeper, she will lower the bridge for you. I worked for a big chemical company back in the 80's, lots of competition. A method we used was giving out "novelties". You can buy these on the cheap online for quantities. Little fuzzy animals with a peel-off on the bottom that you can stick on the computer monitor or desk. They would really go ape over a 25 cent novelty. Or maybe a cute picture frame from the dollar store for their kid's or grandkid's pictures that they always have on their desk. Another method, tell them you have a personalized gift for them, ask them for their first name, buy a coffee cup and one of the "gold" or "silver" type magic-marker pens, write their name on it and present it to them when you walk in. It's chintzy, but they will appreciate your ingenuity. They will also remember you when you drop back by. I know these are old and passe but they will work more times than not! A funny greeting card also works well. Use your imagination and stand out from the crowd. They get calls and drop-ins day in and day out. Their main job is to get rid of people usually, so maybe you can do something special for them and they will get you to the "man". Hope this helps someone. Thanks for the thread, great info.
      Excellent input for all warriors...thanks for taking the time to share,
      this is turning out to be a very informative thread.
      To your continued success
      Robert
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  • Profile picture of the author MWGrubb58
    Using the creative, personal approach always works best for me. The ideas here are great. It makes sense to go in person because just sending an email, no matter how compelling, often gets unread.

    I know a former rep with a drug company who used to show a great magic trick to the gatekeeper and then said he would show how it was done AFTER he talked with the doctor.

    Speaking of doctors, another nifty thing to do is deliver a nice container of candy with you business card on the bottom, along with a note, saying that you'll deliver some more candy with just a call to your office.
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    • Profile picture of the author jb854791
      Originally Posted by MWGrubb58 View Post

      Using the creative, personal approach always works best for me. The ideas here are great. It makes sense to go in person because just sending an email, no matter how compelling, often gets unread.

      I know a former rep with a drug company who used to show a great magic trick to the gatekeeper and then said he would show how it was done AFTER he talked with the doctor.

      Speaking of doctors, another nifty thing to do is deliver a nice container of candy with you business card on the bottom, along with a note, saying that you'll deliver some more candy with just a call to your office.
      Lol a magic trick! That is a bit much I feel, but to con doctors into carrying the latest un-researched medicine is hard art so if it works then do it. I used to do B2B and it was really funny on my first day I took to the mentality that you have to dodge the gatekeeper to get to the decision maker. After a couple of weeks the fear of the gatekeeper went away and I soon figured out that they are the biggest asset to getting in the door with the decision maker. Most times the the gatekeeper was a part of the decisions and would sign off on alot of the forms we needed completed or at least once she grasped what was needed she could convey that faster to the decision maker than I could. You must remember most decision makers are busy so you have to get allies and quickly.

      I would also suggest to have a general script that you stick to to open up with everytime, that helps gain confidence which is conveyed to the gatekeeper. Also keep it short and simple, do not over explain. This could lead you down a rabbit whole of objections and leave you with trying to regain that lost ground by pushing to hard to get back on topic.Give them the cliff notes version not thesis and make sure they are understanding along the way. The more you just put yourself out there you will start to learn how to use your words and you will naturally have a higher success rate.
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      • Profile picture of the author jkstam3
        would internal pressure include mailing a letter out to three competitive local businesses and including those three business names in the "addressed to" section of the letter?

        Just wondering because to me that seems lazy and tacky, but at the same time I totally see how that would create a sense of urgency.

        maybe I got the internal pressure thing all wrong here?
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        • Profile picture of the author BrashImpact
          Originally Posted by jkstam3 View Post

          would internal pressure include mailing a letter out to three competitive local businesses and including those three business names in the "addressed to" section of the letter?

          Just wondering because to me that seems lazy and tacky, but at the same time I totally see how that would create a sense of urgency.

          maybe I got the internal pressure thing all wrong here?
          JK,

          No you would not want to add 3 other business names on the interior of the letter, that
          would as you said be quite tacky.

          Internal Pressure - This is pressure we will initiate from inside the actual company
          we are targeting. You would mail the letter to lets say... The Director of Sales for Plano Corporation.... heres what you do to create internal pressure.

          The letter is mailed to

          Director of Sales- <--- This most likely is your target
          Executive V.P of Sales <--- this is the Directors boss
          V.P of Sales <--- This is the Executive and Directors boss

          Also in the letter you would state that you will be visting with other Directors and V.Ps of the top 7 Plastic companys in their area at the same time you are in town or same week.
          This creates the external pressure and it implies directl you are meeting with the direct competition.

          From the internal point, the Director of sales cannot ignore your request for an appointment, he already knows his boss, and that boss's boss saw your letter. It creates, fear, anxiety, and a whole list of other emotional states. Trust me.. They cannot IGNORE YOUR REQUEST.

          Hope this helps...any more questions... Fire away.
          To your continued success...
          Regards,
          Robert
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  • Profile picture of the author MWGrubb58
    Robert,

    When you create this internal pressure, does it almost always result in an appointment? In addition, does the internal pressure along with the "other" pressure of you meeting with other directors dramatically increase your closing rate?

    Millard
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  • Kool stuff!

    Thanx heaps
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