Scheduling Presentations
Training Appointments
Your success during your first week with Vector will be determined by:
Quantity of MAC Appointments: It’s a numbers game! More MAC Appointments = More Sales
Show your BEST CUSTOMERS FIRST! TOP 5 CUSTOMERS!!!
Tips For Scheduling First Weekend Appointments
- Don’t over-emphasize Cutco on the phone! The purpose of your call is to schedule an appointment. Cutco is incredible but they won’t understand how great it is until they see it!
- Speak directly to who you want to schedule: Don’t relay messages through friends!
- Don’t text to set up initial appointments: Not very professional / leads to miscommunication. Create the right habits and call!
- Speak with the wife on the phone: Target customer and easier to schedule!
- Stress the fact that it’s not a question of buying or selling: Many people will tell you: “You can show me, but I’m not going to buy anything.” Respond by saying: “That’s okay. I get paid anyway and I need as many appointments as possible.”
- Always give a choice of two times:
- Correct: “What time is better for you, ___ or ___?” or “What day is better, ______ or _____?” Incorrect: “When can I show you?” or “Do you want to see my presentation?”
- Set up a specific time: Tentative appointments generally fall through.
- Schedule appointments 90 minutes apart: At first, it takes longer because you’re new and you know them well!
- Not everyone will answer their phone: Use the 4:1 rule— for every 4 phone calls, 1 person will pick up. If you want to schedule 5 appointments, make 20 calls! 10 appointments = 40+ calls....
- Text if No Answer: “Hi, it’s _______, ______’s (son, daughter, friend)! I have a quick question. Are you available?”
- Cutco owners are the best prospects: Always schedule appointments with Cutco owners.
- Call in waves! Customers are home at different times of the day and night. Split up your phone time throughout the day to reach more customers. (3 waves generally leads to a full schedule).
- Eliminate distraction— make sure you are in a quiet place when you phone.
- Phoning = Working. Once your appointments are set, you’re done “working”— now it’s time to have fun and do some demos!
- Urgency: Let your customer know that you are committed to your goal and you have a deadline!
- Importance: Let your customer know how important your demo is to you. They will see you right away and they won’t reschedule on you last minute!
PHONE APPROACH:
• Hi (CUSTOMER NAME), this is . How are you? (Visit / catch up for a bit)
• Well, the reason I’m calling is I just started a great, new job showing Cutco.
• As part of my training, I’m required to put on some initial training appointments.
• (Smile) So you don’t have to buy anything, because I get paid just to show it. I do presentations right over the phone, you just need to be in-front of a laptop or computer at home.
• I want to do (GOAL #) appointments by (Deadline Day - 3 days out) to hit my goal.
• So I wanted to know if I could (SCHEDULE A CALL) on (DAY) at (TIME) or would (TIME) be better for you?
Firm Up: (eliminate reschedules)
• (REPEAT DAY and TIME) - Great! Thanks a ton! This really means a lot to me!
• Do you have a piece of paper and a pen nearby? (Suggest they write it down)
• Will (SPOUSE'S NAME //or// YOUR HUSBAND) be available too?
• (Smile) Thanks so much for helping me with this! I’m really looking forward to catching up. I know this doesn’t mean a lot to you, but it means a ton to me. Thank you so much!
- I’m going to send you a confirmation email. Can I have your E-mail address?
- Great! I’ll email you TONIGHT and I’ll text you a reminder. Then, I’ll call you at exactly (time am/pm) so please don’t forget about me!
Possible Customer Questions
What Is CUTCO?
Cutco is a line of high-quality kitchen cutlery and a few outdoor items. I’m sure you already have tons of knives, but I get paid just to show it to you! So, would ____ or _____ be better for you?
(If you’re nervous, smile and say: It’s really awesome knives! So what time is better for you?)
I Already Own CUTCO:
That’s great! How do you like it? (pause). Awesome, well like I said, I am doing it for the training and I’d love to get your opinion and maybe some pointers. Plus, I get paid anyway. So, would ____ or _____ be better for you?
(If you’re nervous, smile and say: Great! Cutco rocks! So what time is better for you?)
That Time Doesn’t Work or I’m Really Busy
No problem, I’m really busy too, but I really need to do ____ appointments by _______, and I can make sure to keep it short. Is that a bad day or just a bad time? So, how about __________ at _____ or would __________ at _____ be better?
(If you’re nervous, smile and say: No problem! Which day is the least busy?)
How Long Does It Take?
Not too long at all, my part is about _______ minutes. After that, it’s up to you. So, which time would be best for you, __________ at ______ or __________ at _______?
Watch Stacie schedule presentations using the above approach word-for-word...
Virtual Demo Email Confirmation: Send the night before!
Subject: Cutco Scholarship Appointment with Mrs. ___ & Sales Rep day at ____pm :)
Description: Thank you SO MUCH for taking the time to see my presentation on (time/date)! It really helps me with school, my training, and my communication skills. If you could shoot me an email back to confirm I have the right email address, I’d really appreciate it! Please be home by your computer at ____. This means the world to me! THANKS!!
GETTING PHONE NUMBERS
Method 1: Go through your phone.
Method 2: Calling Friends to get Parents’ Numbers
Message them to collect their parent's number
“Hey _____! Hope all is well. (Okay to personalize) I have a really quick question but it’s too long to type. Can I have your number and give you a call?J”
Call (or Text)
Hey _______, I need you to do me a quick favor. I’m calling all of my friends right now.
I started this new job and I’m in this huge contest to earn a scholarship.
All I have to do is this really quick presentation for people and get their opinion on something.
It’s pretty easy to do, but I have to see people that are over 30 and own a home. I was thinking your parents fit that description. I have to actually call them and ask them personally about it. Even if they’re too busy to do it, that’s fine. It helps me just to call them and ask them about it.
So who’s easier to talk to, your mom or your dad? Cool, let me get her/his number real quick. It would really help me out. Thanks a lot! Ok I gotta go, but I really appreciate it. This helps a ton!
Questions
“I’ll Text You Their Number”
No worries! I have a pen and paper in front of me so I can just write it down real quick.
“Are You Selling Something?”
Yes, but what’s cool about it is that they don’t have to buy anything so it’s no pressure at all. Whether I actually sit down with them or I just talk to them over the phone for 60 seconds, it still helps. Don’t worry, I promise I won’t bother them. It’s really fun actually. So can you help me out?
“Let Me Ask Them First”
That’s okay. But, like I said, I’m really supposed to talk to them myself to compete for the scholarship. I wouldn’t be doing this if I thought I was going to bug your parents. It won’t take a lot of time, and I’m sure they won’t be mad at you for helping your friend. So can you help me out?
“They’re Really Busy” or “I’m Not Sure They Would Want To”
No big deal. Worse thing that could happen is they say “no” and then it still helps me towards the contest. It takes literally 60 seconds for me to talk to them on the phone, so it won’t take up too much of their time. So can you help me out?
“What’s The Presentation About?”
I’m just demonstrating some cool kitchen stuff. Like I said, it’s really easy and they don’t have to commit to seeing it or buying anything, I just have to call and ask them. If they say they’re busy then no big deal. So can you help me out?
TIPS
- Ask when the best time of day is to call their parents (makes phone time easier)
- Have friend give their parents a heads up to let them know you’ll be calling
Method 4: Ask your relatives.
- Remind them that you get paid just to show it and there's no pressure to buy.
- If they have questions, take them through the parent FAQ --- VectorParents.com
You miss 100% of the shots you don't take. Just ASK.
Handling Questions on the Phone
Already Own It: That’s awesome! How long have you had it? Well, I get paid just for doing the presentation and it would be great if you could give me some pointers. Also, I can inspect your knives and help you send it back to get sharpened and polished for free. It would really help me out, so would _______ or would _______ be better for you?
Busy: No problem Mrs. Jones, so am I. That’s why I’ll be in and out before you know it. So could you squeeze me in real quick at _____________ or would_________ be better?
Or... No problem Mrs. Jones. Is that a bad day or just a bad time?
Call Me Tomorrow: When’s the best time to get a hold of you? So you’ll be there at ____? I actually have an opening at that time that I really need to fill, how about I stop by real quick then?
Call Me Next Week: I can definitely do that Mrs. Jones, but I’m in a Huge Contest and I need to complete _____ presentations by ________. Is there any way you can Squeeze me in before then?
Can’t You Just Say You Were Here? No, Mrs. Jones, I can’t lie to my boss. Besides it’s quick and fun and there’s no obligation to buy because I get paid just to do it. It would really help me out, so would ____ or ____ be better for you?
How Long Does It Take? 40 minutes, but if after 15 minutes, you’re not interested you can kick me out! So could you squeeze me in real quick at _____ or would _____ be better?
I’m NOT Going To Buy: No problem Mrs. Jones. It still helps me towards my goal just by listening. I’ll be in and out before you know it. I need to get in one more by ______ so would ________ or would ________ be better for you?
I’m NOT Interested: No problem. You don’t need to be interested. I get credit just for showing you. I promise I’ll be in and out before you know it and you’d be helping me out big time with my contest and scholarship chances. So could you squeeze me in real fast on ________ at ____ or would ___ be better?
Seen The Demo 100 Times! That’s great! So you could probably do it better than me! All I have to do is stop by real quick and cut the rope, leather, and penny, and you can give me some pointers. It would really help me out with my contest and scholarship chance. So would ____ or ____ be better?
What Are You Selling? What I’m showing is called Cutco, it’s a great set of kitchen knives and gadgets. I know you probably have tons of knives but I get paid just to show it and it really helps me towards my goals. So could I stop by real quick at _____ or would ______ be better for you?
Last Resort: We do have a program where I can do a virtual demo over the phone and walk you through the website. I don’t have to come over and it still helps me out. Would that be okay?
The Phrase That Pays...
“Mrs. Jones. I know you’re probably really busy but I need to do ______ appointments by __________ in order to hit my goal. Is there any way you can squeeze me in on _______ or is _________ better for you?”
Acquaintance Phone Approach
- Hi is this _________ (first name)? Hey ______(first name), this is _________. I don’t know if my name rings a bell, but I am (Neighbor, Friends with, Son/Daughter of, a Member of, etc). How are you?
Great! I was hoping you could help me out with something Im working on for school. Do you have a few minutes?
Ok, well, I’m a __(Grade) _ at ___(School)_____, and this summer I’m actually working with a company, trying REALLY hard to earn a scholarship for college. My assignment is REALLY simple: Basically, I get paid to show a product to people who I’ve been personally recommended to, but the COOL thing about it is that since I get paid just to show it so you don’t have to buy anything, I just need to get your opinion on it really quickly; It’s a lot of fun, it’s quick and easy, and it can actually help me win a scholarship from the company. By the way, I can do the presentation right over the phone, you just need to be in front of a computer or tablet and have internet access.
I need to do ______ appointments by _________ (next 3 days) to hit my goal. So I was hoping I could schedule a call with you at _________(day) at (time)________ or would (time)_______, be better for you? (Set a time)
Awesome! Thank you SO MUCH. You have no idea how much this means to me :)
Can I grab your email address real quick so I can send you a confirmation?
Thank you :-)
I have us down for _(day)_ at (time) correct? Great! I’m looking forward to our call you at ___(repeat time)__.
Thank you again!
Referral Phone Approach
Hi is this _____ (first name)? Hey _______, this is _________. I’m not sure you know me personally, but I was talking to ________ (friend, relative) the other day and she brought your name up. Did she tell you I would be calling?
If no: Oh no, I’m sorry I must have beat her to it! Do you have a quick second?
Well, ________ and I were talking and your name came up because she said you’d be nice enough to help me out. I’m a student at _________ , studying _______. Right now I’m working with a company to gain some business and communication skills and build my resume. I also have a shot at winning a scholarship for school!
My assignment is to show a product called Cutco to people I have been personally recommended to and get your opinion on it and also on me. Have you heard of Cutco before? (Respond with; No problem or Great!)
I do the presentation right over the phone, you just need to be in-front of a laptop or computer at home.
You definitely don’t have to get anything because I get paid just to show it. In order to stay on track for my goal (scholarship) I need to do ___ appointments before ____________. So I was hoping I could show you on _________ (day) at (time) _____ or would (time) _____ be better for you?
Set a time --> Thank them --> Get their email address --> Thank them Again __________ (name), could you grab a pen and paper? (Ask them to write down)
Again, my name is ________ (spell it)
Our appointment is on __________ at ____ (time) correct?
And if you could please draw a huge smiley face so you recognize me!
Just so you know, I have appointments back-to-back and I’m working really hard to hit my goal (win a scholarship), so are you sure that time works?
Thank you so much, this helps a ton! I’m really looking forward to our appointment on _______ at ____.
Common Objections and Responses:
Busy: No problem _____, that’s why I’ll be in and out before you know it! Do you think you’d be nice enough to squeeze me in at either ___ or ___?
Get back to me in a week: I can definitely do that Mrs. Jones but I am in this huge contest and I need to complete ____ appointment by ____. Is there any way you can squeeze me in before then?
Not interested or not going to buy: That’s great! You don’t need to be interested. I get credit just for showing you real quick. You would be helping me out big time big time with my goal! Could you squeeze me in on _____ or would _______ be better?
Seen the demo 100 times: That’s great! You could probably do it better than me! All I have to do is stop by and cut the rope, leather, and penny, and you can give me some pointers. It would really help me out! So would _____ or would _____ be better?
Voicemail Message Scripts
“Hi _____, you might not recognize my number but my name is __________. I’m a friend of ______ and she said I should give you a call. Sorry for not getting a hold of you. It’s not a random number or solicitor, just me (haha)! Hope to hear back from you soon. Thanks ______!”
“Hey_____, this is ___________. I’m friends with (first/last name). I saw her the other day because she was helping me out with something I’m doing to help with school and maybe earn a scholarship. She thought you might be nice enough to help me out too. If you could give me a call back that would be awesome. I can give you a try later on as well. Hope you have a great day ____!”
“Hi ________, this is _________, a friend of __________. I have a quick question. Give me a call back when you get a chance! Thanks!”
Text Message Scripts
Hi _______! This is ______. Your (friend, neighbor), _______ said I should give you a call. Is there a better time to call back?
“What’s this about?”: I had a quick question in regard to a scholarship. Do you have time for a call? Full Text – Last Resort – Acquaintances (For call-backs and hard to reach acquaintances)
Hi _________, this is _________, (remind of relation). I've called a few times and haven't got in touch with you, so I thought I would shoot you a quick text. The reason I was calling is I have a job this summer/fall with Cutco. I’m definitely not just trying to sell you something (if you want to buy, great). But that’s not really the big reason. I wanted to try something different than what most HS/college kids do to build my resume and maybe earn a scholarship for college. I get credit to just show you the products and the best part is I do it over the phone, you just need to be in front of a computer. There’s no obligation to buy, just watch & critique me if you like! I’m trying to complete ____ this week. So I was wondering if there was any way you could squeeze me into your busy schedule. It would mean a lot to me and if you can spare about 40 minutes, you can call me or I can send you my open times. Thanks so much!
Full Text – Last Resort – Referrals (Use if having trouble connecting with or scheduling a prospect)
Hi ________. This is ________. I’m a friend of __________ and a student at _________. She/he thought you might be able to help me out. I'm not sure if he/she told you much about what I'm doing, but I'm basically doing quick presentations for Cutco to try and earn a scholarship for college and build my resume. You don't have to buy anything because I still get paid to just show it! And again, filling my schedule is the key. So I was wondering if you had some time to help me out. I do all my presentations over the phone. We can either set it up over text or you can call me, feel free to ask me any questions too. Let me know if you'd be able to help me towards my scholarship. Thanks in advance and have a great day!