Research has shown that when sales people used the word "meeting," they were 30% more effective in securing time with their prospects. Doctors, lawyers and dentists set appointments with their clients, and that usually involves the client parting ways with a sizeable chunk of money and receiving some amount of pain in return. As sales people, we solve problems. We want to sit down with our clients and consult with them on solutions. When you call your prospect, don't ask for the appointment; go for the meeting.
I am guilty of asking for appointments and it either works or doesn't and hasn't seemed to be the driving wheel for me not getting the business. But, they say they have honest to God research saying the word meeting will most likely be 30% more effective. Since I do a humongous amount of calling and if they are right, 30% of 100 means 30 more clients out of the same calling base. Again, if this is true, the numbers should be astronomical.
I'd like to hear your thoughts given we can all use a jolt of improvement. I mean if it works, the potential is staggering.