# 1 key to getting appointments with any
Decision Maker
Murray Warren from Increased-Revenues.com writes –You have to be able to communicate value that they are going to get at the meeting –NOT the value so much of when they buy , or the ownership experience
The prospect has to feel that if they grant you the meeting, that they are going to get more VALUE at this meeting–even if they don’t buy a thing — This is the # 1 KEY to the vault of meetings booked
It’s the perceived VALUE at the meeting – It’s almost like they are going to get all of this great information and value for FREE at the meeting that will solve all of their problems , critical business issues and it won’t cost them a thing …
A Telesales candidate that I’ve been training started with this magic phrase that on Friday Feb 13 2013 got him 5 meetings booked —
Oh yeah , by the way over the last 6 months he has been running a 73% show up ratio, they are all Fortune 500 companies and top decision makers like CTO’s and CIO’s — 73 % of the prospects show up for the web based demo
This is how he did it ;
Anthony wove into his credibility / benefits statement , specific results achieved . NOT general but specific results — GET SPECIFIC — find specific results to share . Then he transitioned into asking for the meeting with this line …
I‘d like to introduce myself and share `some specific strategies & methods used to accomplish these results … if you think of us in the future , down the line that would be great … would you have some time in the next week or two ?
Figure out how you can create the perception of intense value “At the meeting’ and you can increase your meetings booked effortlessly by 200% – 400%
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