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Will You Add? - How Much Is A Solid Appointment With A Decision Maker Worth?
One of the great challenges facing small business owners is that they must often battle for customers against larger competitors, who can afford to run more advertising, offer lower prices, and who are better established in the ma
Not bad, right?
The other evening at a dinner at the UCLA faculty
So often school career counselors and advisers hurt the psyche of our children in Junior High, High School and even later on in College. This is a tragedy indeed. One career counselor I talked with at length worked for the Univers
I don’t say this because he had a great wife. Actually, I never met her.
But I did meet his office manager, Shirley, and she is what made Jim the luckiest guy in the world.
She was rock-solid, dependable, and she was a very, very effective communicator. She was especially good over the phone.
Jim gave her complete control of the agency’s day-to-day operations, while he labored away on every golf course he could find.
One of Shirley’s best abilities was in the area of appointment setting. She had no problem getting decision makers on the line, and her earnest and honest tones simply made prospects roll over.
I never asked Jim how much he paid Shirley, but she was worth her weight in platinum.
I can estimate that the average client Jim put on the books could be expected to deliver about $10,000 to him in commissions, over time. He closed about a third of the appointments she set for him, so my guess is that if each appointment cost him about $30 to set, he was getting back about 100 times his investment.
Not bad, right?
The other evening at a dinner at the UCLA faculty
As we all wrestle with getting our employees to recommend and suggest items to customers, perhaps you should consider a different approach. Design the menu to sell for you and, in the process, speed up service times, especially
She was rock-solid, dependable, and she was a very, very effective communicator. She was especially good over the phone.
Jim gave her complete control of the agency’s day-to-day operations, while he labored away on every golf course he could find.
One of Shirley’s best abilities was in the area of appointment setting. She had no problem getting decision makers on the line, and her earnest and honest tones simply made prospects roll over.
I never asked Jim how much he paid Shirley, but she was worth her weight in platinum.
I can estimate that the average client Jim put on the books could be expected to deliver about $10,000 to him in commissions, over time. He closed about a third of the appointments she set for him, so my guess is that if each appointment cost him about $30 to set, he was getting back about 100 times his investment.
Not bad, right?
The other evening at a dinner at the UCLA faculty
It is a sizzling summer day; the mercury is rising. You are hot, tired and hungry and looking for a healthy snack to eat. You want to keep active but unsure how. How does a refreshing slice of watermelon sound to you? A crisp, jui
One of Shirley’s best abilities was in the area of appointment setting. She had no problem getting decision makers on the line, and her earnest and honest tones simply made prospects roll over.
I never asked Jim how much he paid Shirley, but she was worth her weight in platinum.
I can estimate that the average client Jim put on the books could be expected to deliver about $10,000 to him in commissions, over time. He closed about a third of the appointments she set for him, so my guess is that if each appointment cost him about $30 to set, he was getting back about 100 times his investment.
Not bad, right?
The other evening at a dinner at the UCLA faculty
“This branding iron is hot boys, just how many butts you wanna burn?” When Tom Seleck spouted the phrase in a popular western, he was talking graves; Levi Straus and Wrangler brand their denim jeans, and local cowpokes brand the h
I can estimate that the average client Jim put on the books could be expected to deliver about $10,000 to him in commissions, over time. He closed about a third of the appointments she set for him, so my guess is that if each appointment cost him about $30 to set, he was getting back about 100 times his investment.
Not bad, right?
The other evening at a dinner at the UCLA faculty
Why choose from the best culinary schools? It seems as though there's a restaurant on every corner these days. They cater to every taste: fine dining, casual, ethnic traditions, even vegetarian and organic fare. The affluent baby
Not bad, right?
The other evening at a dinner at the UCLA faculty center, I was speaking to two colleagues, who double as consultants, about the value of a qualified appointment with a decision maker.
“How much would you willingly pay for one?” I asked.
The more junior of the two blurted out, “$100.”
Shaking his head in disapproval, the second said, “No, no, I’d pay $500—that’s what it’s worth.”
All I know is the average appointment setter in Los Angeles is paid twelve to fifteen dollars per hour. Sometimes, they receive bonuses, based on appointments set, or deals that are closed.
That’s far too little money, if they’re good.
Wouldn’t you agree?
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