That's one of the most important things I learned. I use to start urgently speaking before I even knew why my prospect even signed up.
I was just too eager to educate them about our process, systems, and the successes we've generated for our clients.
I was just too excited about telling him the many things we could do to help him grow his business.
I didn't even touch what they signed up for thus, I wasn't able to help solve their problem.
But I realized that I needed to ask them questions.
1. What was the problem they were facing.
2. How important was it to get this problem fixed.
3. How much were they willing to invest to get this problem fixed.
Those were the key points I needed to know.
Value is the perceived worth of your product or service to the prospect. It is the important factor that determines how affordable, cheap, or even expensive your product is.
I knew that if they were not willing to invest the amount of service to help solve their problem. I did not give them enough value for them to believe it exceeded the cost.
You need to give your prospect so much value, that the value exceeds the actual cost of what you deliver.
It's almost so unbelievable for the price to be so affordable and you get so much from it than it's a no brainer to not commit.
If the cost exceeds the value. (That just mean you didn't give them enough value) then it will appear expensive. Thus, harder to sell.
why survey funnels are good
In our marketing agency, we run many survey funnels for our clients. It helps us out in so many ways.
1. We are able to ask questions and segment other questions to other pages based on what people are looking for and what their problems are.
2. It helps us filter out the people who are not serious or our non-buyers but move them to a funnel or list that can warm them up and eventually get them back into the commitment.
3. It aids our sells process because we are able to ask direct questions and get a full understanding of the market's needs allowing us to structure our sales conversation per every segmented prospect.
4. It's just awesome to use. It helps get better conversions, and it helps our clients get a better quality lead.
Check out on of my client's funnels below to see how his process is set up.
If you want your sales to improve (which I know you do). Then watch this video.
It's simple. They just don't answer the phone sometimes.
We are all busy with our lives. I don't have time to answer a telemarketer's or a bill collector's call.
And of course, if it's from an unknown phone number.
Don't expect anyone to pick it up. Just depends on the time of the day, and their mood I guess...
It works, to a certain degree.
I have seen many of my text messages not getting read.
There is a filter in text now on the IOS iphones.
It will remain their for unknown numbers.
The likelyhood of the text is likely to be seen before an email though.
Well, that's another thing.
It likely went to spam. Especially if you attached something to the first email or posted a link.
The emails are very sensitive when it comes to pushing out your first email to folks.
You've got to keep that email down to one sentence, and request that they mark your email as "non-spam."
Otherwise... It won't get read.
fb messenger & what's app
YouWhat's app is very powerful to get ahold of leads.
I use this myself. I have them sign up and then instantly I promise them a gift of some sort.
But they have to click the button to receive it. As soon as they click the button, they go here.
Click here to find out.
If you have what's app you will find that it takes you directly to the conversation.
And from there, you will also see a pre-filled message.
This allows me to talk to my leads directly in the app. I have now accountability. I can now call them on a Facetime in the app and my answer rates are 100% and my response rates are 100%.
Try it out and see for yourself!
The code template you need to use as the hyperlink is below. Replace the YOURPHONENUMBER with your actual whats app number, and the xxxxxx for the pre-filled text you want to use:
Appointment setting is one of the crucial stages in your business process. It is where your prospect customer can get their first impression of the business or services you offer. It plays a huge part in sales and marketing because if you can’t get an appointment, you can’t make a sale.
The appointment setter must first contact potential clients to introduce the company and discuss its products or services. This is more of a ‘marketing’ task that’s why it’s important that an appointment setter has an educational background in business marketing and is also well-versed about the company, especially on its products and/or services.
You only have one objective – to make a lead schedule an appointment for your sales team. Sounds easy, right? But not all can make this as effective as it can be. In fact, there are some who struggle in booking meeting or appointments. If that’s the case, it is probably high time for you to modify your old practices and strategies.
Here are some of our best practice tips for better appointment setting:
1. PREPARE AND RESEARCH
Research and preparation are essential as starting points for improving your appointment setting call. Before starting an appointment setting, make sure to have a call guide.
As mentioned, an appointment setter must be knowledgeable about the company’s products and services. You have to be prepared with talking points and creating a script might also help. But, don’t make it sound like you’re reading a script, make it as natural as possible!
You also have to keep in mind that understanding the market you are calling is important. Research your marketplace, align your prospecting efforts with the solutions your company provides and develop a precise profile of the audience you need to go after.
2. ESTABLISH COMMUNICATION
Once you properly did your research and you’re well prepared to make an appointment setting call, establishing a good communication with the prospect should follow. In order to communicate effectively, you have to be a good listener first and let them know that you are listening even to their most least concerns. While listening, it’s important to ensure that you respond quickly to their concerns.
Pro Tip: Don’t be too formal during the call. Be casual as you can be, talk to the prospect customer like you’re talking to a friend. However, keep in mind that you’re also talking to professionals and business owners. Authenticity should be what the salesperson wants to convey, and a natural tone usually means using less formal ways of speaking.
3. DON’T SELL
The goal is to set an appointment, not to sell them something.
Some appointment setters lose their focus that arranging an appointment is the end game. It is important that you inform the prospect customer about your company and the services you offer. Make sure to filter some information you’re providing and remember that you are not selling! You shouldn’t provide everything to them during the appointment setting call. Instead, appointment setting calls are designed to intrigue a prospect enough to get a face-to-face meeting.
You may sound desperate if you sell and this will not only drastically reduce your chances of bagging the client, but it will also leave a negative impression in the minds of the client and consequently spoil your brand image.
4. OVERCOME OBJECTIONS
Objections are very common in an appointment setting. To handle this, you must be prepared for what is coming at you, listen attentively to your potential buyer, and demonstrate that you truly understand their concerns. You need to prepare responses to common rebuttals from your leads to regain the upper-hand.
Customize your objection list to market . Each market has its own objections, and if you aren’t prepared for those, you’re going to lose deals to someone that is. Sort your objections into groups by market, and add objections you get from only certain areas.
Pro Tip: Don’t let objections or rude leads devastate your spirit because if you do, there’s a great chance it will come across in your tone when you are calling the next lead. That will definitely affect your call handling!
5. NEVER STOP LEARNING
There are lots of strategies for an effective appointment setting. Your current tactics and strategies may have been successful so far but this doesn’t mean that you have to stop learning. Everything is constantly changing and evolving especially in the business world. Some strategies might work today but not in the future. There is no correct way to do this. The point is to have a keen eye for detail. If you make a mistake, take note and don’t repeat it. If you find something that works, keep doing it and while you are at it, find better and easier ways of doing it.
These are just some of our ways that totally made a difference. Again, there is no correct way to do this.
Remember: Ensure to confirm an appointment a few times before the schedule, send follow up emails or call the prospect customer. If the prospect can’t make it to the appointment, you can give yourself the chance to reschedule and use your time more productively.
If you are a business owner who is highly reliant on Digital Marketing for customer acquisition - your Facebook Ad Account is one of the most important Digital Assets you may possibly have. One of the biggest problems that you could ever encounter, then, is a disabled Ad Account! Uh-oh!
If this has ever happened to you, or it’s currently happening now, better read on! Below you’ll learn about the usual causes - and most importantly, the next steps you’ll have to take to hopefully get Facebook retract the Ad Account Deactivation!
WHY WOULD FACEBOOK DO THIS TO ME???
There are many reasons for facebook to disable your Ad Account.
Among the reasons are:
Failure to Comply to Facebook Advertising Policies
I RECEIVED AN EMAIL SAYING THEIR DECISION IS FINAL!! WHAT DO I DO??
If you’re the type who can accept defeat right off the bat - you can proceed by letting go of the disabled ad account and create a new Business Manager and Ad Account.
Upon creating your new accounts, make sure you connect a secure payment method, and start off advertising small with a Brand Awareness or Post Engagement Campaign.
If you’re the type who aggressively wants to restore their account for the important investment you have allocated in it - You can seek help through Facebook Chat Support for an internal review and reevaluation of your appeal/s.
HOW CAN I MAKE SURE THIS DOES NOT HAPPEN AGAIN?
1. Test ads before making duplicates! Wait for ad approval for one ad before proceeding to create more!
2. Study and take to heart the Facebook Advertising Policies! Make sure all advertisers of your ad account are well informed about this.
3. Create a back up ad account. This will ensure that you can still run your ads while you are appealing for reactivation.
5. Only have payment information on the account you’re actively using. Make sure your payment method is valid and useable!
6. Use the Business Manager and stop using your personal ad account.
Getting your Facebook Ad Account Disabled is a tough time... but surely whatever Facebook's decision will be - you can get through it!
This blog is written by: Hazel (CPC Ninja Ads Manager/ Team Leader / Facebook Strategist)