How your “Plan B” Gets Unreachables and No’s Into Your Sales Pipeline Without Additional Effort Or Expense.
Plan B. After scripting strategies it is the #2 concept that big-ticket appointment setters are most excited about – and tell me has helped them the most.
Plan B benefits you big-time as it gets qualified unreachables and no’s into your sales pipeline without additional effort. Those Plan B inquiries are managed and touched consistently on an automatic basis. You need do nothing till they call you.
PLAN B INQUIRIES ARE EASIER TO SELL TO
Before I tell you the 3 key components of a Plan B – let me make a bold statement. Plan B inquiries are easier to close than those you meet from a pure cold call.
Why is that? People who know you, have been touched by you consistently, know what you do, have already formed an opinion that you are credible and have a good grasp of the benefits you deliver – are easier to sell to than those you are meeting for the first time cold.
Growing companies and those reaching out to prospects that may not have heard of them before find Plan B significantly increases closing ratios.
THREE KEY COMPONENTS OF PLAN B
1. Succinct benefit laden curiosity arousing titles.
If you want someone with a need you can fill to “raise their hands” out of the crowd, you must offer them something worth trading their name and contact info for. Good titles are 90% of the battle.
2. An offer with high perceived value and benefit.
It’s about them, not you. You offer a report or audio CD (my strong preference is an audio CD) containing info your prospect believes might really benefit them. Audio CD’s are quick to produce (I can do it with you over the phone), cheap to duplicate and give you an opportunity to demonstrate expertise.
3. 7 – 10 “touches” delivered automatically
Call it a tutorial or top tips or whatever…. the point is that qualified prospects request that you send them tips, strategies, solutions to problems they have by e-mail (you could also do it by mail but there are some drawbacks to mail). You create multiple short “touches” that are delivered automatically without you doing a thing. Keep this short and simple. I can help you create these touches quickly without overcomplicating it.
Now, when you receive a call from a Plan B recipient (or you call them later) it is a very different conversation. They know you, what you do, how credible you are and the major benefits you deliver. Check please.
Best wishes with your prospecting,
Scott Channell
Copyright 2005-2012 Scott Channell
