Comments on: 6-2. Setting Appointments

By: Dan Turner

Dan Turner — Thu, 03 Nov 2011 23:12:01 +0000

Hi Tucker, thanks for commenting. It’s best to introduce yourself with only ONE service/product at a time. Select your most popular, most universally known thing and get your foot in the door with that. As you and your client get to know each other, introduce the next thing that will solve their problem(s). Eventually your client will understand your strengths and be familiar with what you bring to the table. But if you start with the whole list you’ll be shut down inside of 30 seconds. Good luck!

By: Tucker

Tucker — Thu, 03 Nov 2011 20:40:34 +0000

Great site! I’ve recommended to a few designer friends.

I like the fishing & hunting analogy. I’m fortunate to have a few loyal clients that keeps my business afloat and never really had to do the cold calling. Now I am at the phase where I have to build client base quickly.

I’ve always been the fisherman and have the fisherman personality but now have to become that hunter you mentioned. Since I provide many different marketing products (all of which requires some form of design work) would you recommend any changes to your telephone approach?

By: Dan Turner

Dan Turner — Tue, 26 Apr 2011 17:04:35 +0000

Hello Shelly, thanks for your comment. The real estate market and freelancing have a lot in common; nearly all of the same prospecting, sales and closing techniques are interchangeable. The phone is a FABULOUS thing! I wish you much success with your property management business.

By: Shelly the Medford Property Manager

Shelly the Medford Property Manager — Tue, 26 Apr 2011 16:27:46 +0000

Very cool website. I am a Property Manager (not really a freelancer) however most of my potential clients are long distance and I almost always end up trying to get the business over the phone. Great website. This was very helpful….thank you Dan.

By: Dan Turner

Dan Turner — Tue, 05 Apr 2011 21:40:48 +0000

Jordan, select a secondary target niche for practice. Once you find your rhythm and you have a feel for how the calls are going, switch to your primary targets.

By: Jordan Taylor

Jordan Taylor — Tue, 05 Apr 2011 21:14:14 +0000

In regards to your 300 people list minimum thing. What if my target client niche only has like 50 clients and i don’t want to burn through those 50 clients. Would you recommend practicing my appointment setting with another target niche. I know i definitley need practice, but i don’t want to practice on the few potential cilents I could actually get if that makes sense.

By: Mark Campbell

Mark Campbell — Wed, 04 Aug 2010 07:15:04 +0000

I’m going to start this process next week, I have been cold calling and I have 5 or 6 follow ups and 1 CEO who just got a new developer so it seems to be working but my system is nowhere near as fluid as you make it out to be! I will definitely record my results from using this.

By: Dan Turner

Dan Turner — Tue, 15 Dec 2009 20:42:38 +0000

Hello Hesster, all of the high points are the same, except the face-to-face meeting is off the table. Don’t even bring it up. Physical distance isn’t nearly the obstacle it was five or ten years ago since people are more used to working electronically now.

Make sure your phone manner projects confidence and credibility. That becomes your #1 business-getting asset, followed by your professional website.

You’re still listening for the big three: 1) An imminent project, 2) urgency in the form of a deadline for that project and 3) a budget. Instead of closing for a face-to-face, you need to close for a proposal. BUT, it’s likely you won’t have enough information from the first call to put an accurate one together. Schedule a second call (this replaces the face-to-face meeting) to get the details, then do the proposal.

Good luck!

By: Hesster

Hesster — Tue, 15 Dec 2009 18:55:19 +0000

I’m a writer and not a graphic designer, but I do a lot of cold calling. I live in a somewhat rural area and my major niche is the high tech field. So a lot of the companies I’m calling are not in the same physical location. What would be your advice to those of us who are trying to sell our services but can’t attend a face to face meeting?