It’s important to note that Preparation + knowledge = success. In network marketing, it’s important to know your product/service, and also know how to identify your potential customers. After you’ve done these things, it’s time to prepare your approach. In this post, you will learn about the three kinds of conversations you will encounter in sales and practice developing a script to make a sales appointment.
It’s of utmost importance that you plan for every conversation in the sales process. There are 3 kinds of conversations you will encounter when working on making sales of your product or service. These are:
- Making the sales appointment.
- Holding the sales appointment.
- Following up with the customer.
You’re now ready to think about contacting your selected customer to ask for a sales appointment. But how will you do 
this? Not knowing what you will say can often be intimidating.
What you want to do is write out what you will say beforehand. This can help you sound more confident. There are basically 3 parts of a script that can be used to contact a customer and ask for an appointment. They are:
- Set the expectation. Let your customer know why you’re calling. If you’re in the skin care industry, you could say something like: ”I’ve found this wonderful skin care system and I thought of you because I know you always like to look your best.”
- Give a testimonial. The customer will be more interested in a product that you can personally recommend. But what if you haven’t tried the product yourself? It’s perfectly acceptable to share the testimonial of a friend, family member, or another team member of yours. Just make sure you give them credit for it. Here’s an example: ”I started trying it a few weeks ago and it is amazing. I’m really starting to see a difference in how my skin looks and feels.”
- Make a call to action. This involves asking if you can come by to discuss it further or even drop off a sample. Here’s an example: ”I was wondering if I could come by sometime this week so I can show it to you and answer any questions you have. Would either Wednesday or Thursday work for you?”
Now you know the parts of a script but how do you go about actually writing one? Follow these steps:
- Use the last recommendation you made. Write down what you said the last time you recommended a movie, a book, or a restaurant. As you do, think about why you made the recommendation. Did you think it might be useful to the other person? Did you have a good experience and want to share it? Your recommendation could have been something as simple as: ”I had to call you because I just ate at the most fantastic restaurant! It may have been THE best meal of my life. No kidding! I thought you might be interested in trying it, too.”
- Revise the recommendation. Rewrite your recommendation to fit the product you plan on selling. For example, you could rewrite “I just found the greatest restaurant” as, “I just found the greatest skin care system!” You could say something like this: ”I just had to call you because I have been using this fantastic skin care product! My skin has never looked better since I turned 20. No kidding! I thought you might be interested in trying it, too.”
- Ask for the appointment. Be sure to include in your script where you ask the customer for the appointment. Suggest a specific date but be flexible and considerate of the customer’s time. Offer to bring samples, as applicable. Here’s an example: ”Because I loved these products so much, I became an exclusive distributor. If you’d like to try them yourself, I could drop them off tomorrow. Just use them for three days and tell me what you think.”
In summary, a script can help you when you contact a customer to make a sales appointment. It includes a statement to set a customer’s expectation, a testimonial, and a Call to Action.
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Etieno Etuk
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August 8th, 2012 on 1:07 am
Hey Etieno, long time no chat. You made some great points about sales. writing down what you usually say when recommending a movie is a great idea because you sound more natural.
thanks!
Sherman
sherman smith recently posted..When Is A Good Time To Ask “Do You Keep Your Business Options Open?”
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Etieno Etuk, MBA Reply:
August 9th, 2012 at 11:02 am
That’s right. You want to come across as naturally as possible to your prospect. You don’t want to sound like you’re reading a script. Thanks for stopping by, Sherman. Have a great day!
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