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THE Get Onto Speaking Calendars Of Schools And Businesses BLACKBOOK

Excerpted from Special "How To Get Into Schools" Step-By-Step Protocol:

Step 1: The District Level

Step 1a: Choose the district

Choose the district with which you want to begin. I’d recommend choosing the one with the highest number of schools close to your office.

You will be calling them to see if they have “Professional Days” or “New Teacher Orientation Days”. These are special days designated for teacher curriculum training and occasional guest speakers. They are often in May or June, for the following school year, or in August, before classes begin.

Step 1b: Call the district

Call the main district number and say:

“Hi, my name is (name), I’m the Stress-Reduction Director for Dr. (name). I’m wondering when your district schedules your Professional or New Teacher Orientation Days, and also if you ever bring in guest speakers? Dr. (name) has a FREE stress-reduction and ergonomics class that he (/she) is currently teaching just for teachers, and he’d (/she’d) love to visit your schools.”

Tip: Be extra friendly! Secretaries usually have a lot of influence, and are happy to put in the good word if they like you.

You’ll get one of two responses:

1. The Secretary will say, “That’s handled by the Superintendent’s office.”

You’ll then say:

“Great! Is the Superintendent available, or if not, can I leave him (/her) a message and send an outline of the class by either fax or e-mail?”

If the Secretary says, “Sure, I’ll transfer you,” then move on to Step 1c.

If the Secretary says, “Sure, you can leave a message and send your information,” you say:

“Thank you, I’ll get that right over. What’s usually a good time of day for me to reach the Superintendent, when I give him (/her) a quick follow-up call?”

Before you’re transferred, be sure to get the Secretary’s name. In your message, state that you “spoke with (Secretary’s name), who directed you to the Superintendent’s office.”

You’ll then move on to Step 1c.

2. The Secretary will say, “These special days are handled by each individual school.”

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Excerpted from New Patient “Hotbed” Script #5:

How did this target make it to my “Top 7” list?

The obvious: physical stress, ranging from standing, to pushing, lifting and twisting. They usually have regular, mandatory staff meetings. Many locations are independently owned, so you won’t need to be approved by corporate first. If you have massage therapy, they’ll jump to make an appointment.

Best time to call:

Your best options are:

  • Call in August, the goal being to schedule your talk just before Thanksgiving or Christmas.
  • Call late January, the goal being to schedule your talk just before Memorial Day.

Giving your talk just before busy season begins is ideal for these reasons:

  • You’ll have a bigger audience, because management has just hired additional staff members.
  • The manager will want you to come, because the last thing they need during the busy season are injured staff members.

If you’re not able to schedule for these times, opt for whatever they suggest.

Here’s what to say:

Call the main phone number, and say:

“Hi, my name is (name), I’m the Stress-Reduction Director for Dr. (name). (Or, I’m Dr. X). Who would I speak with to find out if your staff would like a FREE class on how your employees can improve ergonomics and increase energy at work?”

Couple of possibilities: you’ll either be transferred to the Manager or the Owner. Most likely you’ll be transferred to the Manager, and you’ll say...

...After the details are set, you say:

“Thank you, I’m glad I caught up with you today! So we’ve got you down for (date and time). I’ll contact you the week before, to see if there’s anything else you need from us. Is phone or e-mail better for you?”

Tip: DO NOT say, “I’m going to contact you the week before to confirm.” That leaves the door open for your contact to say, “No, we’d like to reschedule.”

End the call by getting clear directions, including what door of the building the Dr. should enter, and where to proceed once inside.

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Excerpted From Follow-Up Scripts:

If you’re speaking directly with your contact:

"When we spoke on (date you first spoke), you mentioned that this would be a better time to move ahead.”

Or, if you left a message on the very first contact and never spoke directly, change to, “I thought today may be a better day for us to touch base.”

  • If he/she is ready to schedule:
    Choose a time and then continue with the rest of the script as indicated in the appropriate target market script above.
  • If your contact asks for more time:
    Ask when they’d like you to follow-up again, and proceed to “Follow-up #2 Per Request of Contact” below.

If you’re leaving a phone or e-mail message:

Allow them 10 days to respond. If they don’t respond by then, proceed directly to “Follow-up #2 After Not Getting A Response” below.

10 days may seem lengthy, but it accounts for the possibility that your contact is sick, was on vacation, or was swamped with more pressing issues.

Follow-up #2 Per Request of Contact:

Here’s what to say if you’re speaking directly with your contact:

“Hi (contact name), this is (your name) again, Stress-Director from Dr. (name)’s office! (Or, this is Dr. X again!) When we last spoke you said this would be a better time to talk about scheduling our FREE stress-reduction (/ergonomics/safety) class for your (name of group).” If he/she is ready to schedule:

Choose a time and then continue with the rest of the script as indicated in the appropriate target market above. If your contact again asks for more time:

Now it’s time to give your contact a nudge. You’ll say:

“OK, but I just want to give you the heads up that the Dr.’s schedule is almost filled up, and I don’t want your (name of group) to miss out! I don’t know when the Dr. will be teaching the class again at no charge like this.”

If your contact would like to schedule...

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