JUST GOT A CONTRACT FOR APPOINTMENT SETTING $75/APPOINTMENT WITH MANUFACTURING COMPANIES

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Just got a contract with a company that specializes in helping manufacturing companies realize tax incentives. They essentially go into a company and go through accounts payable and find a bunch of money companies are overpaying to the gov and get the money back.

It's been pretty complicated however to get the appointments, the company really has no requirements for me in setting the appointments except for me to set an appointment with the controller, accounting manager, or accounts payable manager and tell them the appointment is about local and state tax incentives.

I have no problem getting to the controller or accounting manager but they shoot it down quickly, saying they have no time, aren't interested etc. But the company I'm setting these for finds money for 9/10 companies and has an a+ rating with the BBB. What's the best way to talk to these kind of professionals?

If anyone with experience in appointment setting could help me out with ideas/scripts/etc that'd be awesome.

ANY THOUGHTS?
THANKS.
#offline marketing #$75 or appointment #appointment #companies #contract #manufacturing #setting
  • Well, we know they have state and local taxes, but it's not a requirement that they save money on them, so you're selling point for the appointment would be that you know they are busy...etc. However I would ask them when is the last time they had an evaluation of what they are paying, and then offer to have your client call at said time and evaluate if they are getting the best cuts/incentives.

    What are your qualifying questions? You must have some to keep a client like this happy, or they will get appointments that do nothing and aren't ready for their services.
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    • Without knowing more I can't offer specifics. Most companies that would use this type of service probably already have an accountant/tax professional, who they feel should be doing this for them already.

      Figure out what some of their pain points may be and include those in your script. Jason Kanigan has a post about this, just tweak it to fit the type of business you are making the calls for.

      You'll also have to be careful, to make sure, your pitch doesn't sound scammy Make your script and tone sound more Private Wealth Banking serious.

      • [1] reply
  • Going off what digichik said, you can ask them if they have an accountant or tax person that handles it for them that you should talk to. Most DM's will say "no, I handle that" or they will say yes we do, then you can ask for their information to contact them.
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    • The biggest thing to remember in sales is that your audience is only interested in WIIFM (what's in it for me). You may need to set an appointment with the the controller, accounting manager, or accounts payable manager, but they are not going to see any of the money saved. For them it's just extra work.

      Perhaps you should aim higher and speak to somebody more motivated to save the company money who will just tell the relevant manager "you need to meet with these guys".
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  • So they are brushing you off. You come in as an unknown to them, and they are already experts (certified professionals) in their field. So are they going to listen to you?

    You're going to have to sound like one of them.

    "Say, have you ever been worried that you're overpaying tax on your total payables, and that you're going to discover you missed something big later?"

    "Are you ever under pressure to produce savings for the department?"

    "If someone could show you how to save ___% (whatever the average your company recovers is) of the taxes you pay on your accounts payable, would that be worth talking about for a few minutes?"

    Telling them that you save blah blah blah is just going to bounce off. They 'already do that' and have it under control. You have to engage at another level.
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    • Thanks Kannigan, you're really right on on this.
  • Aim higher, don't be afraid to contact the CFO, they are decision makers. If they want to hand you off to the controller, accounting manager, or accounts payable manager, it will make it easier for you to get an appointment with them. Just say Mr Smith the CFO asked me to give you a call to schedule an appointment for.... Since you already talked with the CFO most of the underlings will set appointments immediately, because Mr. Smith told you to call them.

    I have found, Usually the higher the rank(CEO, CFO, COO), the easier it is to have a conversation with them. Unlike talking with the middle managers who are sometimes full of themselves and don't have major decision making responsibilities.
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  • I don't have advice for how to get the appointment. I do think, however, that you are being grossly underpaid. If you are talking with CFOs, companies with $5 million + in revenue, etc. and the company's fees are 5 and 6 figures I think it's nuts that you are brokering that relationship for $75.
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    • I was wondering that too!

      $75 seems like nothing for industrial appointment setting ($750?). Perhaps, he also gets paid on the back end, when the sale is made?
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    JUST GOT A CONTRACT FOR APPOINTMENT SETTING $75/APPOINTMENT WITH MANUFACTURING COMPANIES

    Just got a contract with a company that specializes in helping manufacturing companies realize tax incentives. They essentially go into a company and go through accounts payable and find a bunch of money companies are overpaying to the gov and get the money back. It's been pretty complicated however to get the appointments, the company really has no requirements for me in setting the appointments except for me to set an appointment with the controller, accounting manager, or accounts payable manager and tell them the appointment is about local and state tax incentives.