Page 106 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Sales Strategies
Professional Coffee Meetings
Step 1
The first step is to be prepared for the conversations to set up the meetings.
The question most commonly asked when you call to set up a meeting is, “what is the purpose of the meeting?” You must be prepared to answer this question with a compelling answer. Learn the following response.
Response:
Actually, a CPA named Kris Frederickson did a survey a few years ago and found out that business clients choose, and stay, with professional advisors that know other professionals in the community. We just think it’s a great idea to get to know each other over a cup of coffee.
I don’t know if you would be able to help any of our clients, but we just think it’s worth 20 minutes to become more familiar with each other.
Knowing more professional people is certainly never a bad thing. Learn this – word for word!
Decide to learn this response – word for word.
Step 2
Learn to deal with the objection most commonly presented which is, “I don’t have time.”
There are two alternative approaches to this concern.
Alternative One
Yeah, I know what you mean – it’s great to be under demand isn’t it? On the other hand, we all want to expand our opportunities, and the group of professional people we know and trust, right?
What time do you start work in the morning?
How about if I drop by with a coffee 30 minutes before that so you don’t impact your regular workday at all?
Alternative Two
Yeah, I know what you mean – it’s great to be under demand isn’t it? On the other hand, we all want to expand our opportunities, and the group of professional people we know and trust, right?
How about we set something on the calendar in two (three) months down the road? It’s just silly not to take advantage of another valuable professional relationship, even if it’s in the future a bit, so how are you on July 17th?
Decide to learn these approaches to mitigate the time objection.
Manual Revised: April 3 2025 Confidential
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