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APPOINTMENT POWER
PHONE/PDC
1. (PROSPECT’S NAME). THIS IS (YOUR NAME)
2. DO YOU HAVE A MINUTE?
3. THE REASON I’M CALLING IS, I’M THE NAVY REPRESENTATIVE HERE IN
AND
A.
B.
C.
D.
E.
F.
G.
REFERRAL: I WAS TALKING WITH A MUTUAL FRIEND OF OURS
AND
HE/SHE HAD SOME NICE THINGS TO SAY ABOUT YOU; HE/SHE ALSO FELT THAT
SOME OF THE IDEAS THAT WE DISCUSSED WOULD BE OF SOME VALUE TO YOU.
ASVAB: I JUST RECENTLY RECEIVED YOUR ARMED SERVICES VOCATIONAL
APTITUDE BATTERY SCORES THAT YOU TOOK AT
H.S. I HAVE THOSE
SCORES.
RÉSUMÉ: I RECENTLY RECEIVED/REVIEWED YOUR RÉSUMÉ AT THE PLACEMENT
OFFICE (CAMPUS) AND FIND YOUR BACKGROUND QUALIFICATIONS
(IMPRESSIVE/INTERESTING).
DIRECT MAIL: I RECENTLY RECEIVED YOUR REPLY CARD REQUESTING
INFORMATION ABOUT . DID YOU RECEIVE IT YET?
WELL FINE.
(PROSPECT’S NAME), I HAVE SOME ADDITIONAL INFORMATION TO SHARE WITH
YOU.
COLD CALL: I’VE BEEN WORKING WITH OTHER
GROUPS/ORGANIZATIONS/STUDENTS HERE (NAME OF CITY/SCHOOL/CAMPUS)
AND SOME OF THE IDEAS WE’VE DISCUSSED I FEEL WILL BE OF SOME VALUE TO
YOU.
RZs-PRIOR SERVICE: EXPAND ON BENEFITS DERIVED FROM BROKEN SERVICE
ENLISTMENTS.
LEADS: I WAS NOTIFIED BY MY DISTRICT PERSONNEL OFFICE THAT YOU WERE
INTERESTED IN NAME OF FIELD/PROGRAM.
4. AND BESIDES THAT I WOULD LIKE TO MEET YOU/YOUR SON/DAUGHTER
PERSONALLY,
5. AND I WAS WONDERING
A.
PROSPECT IS AT HOME: DO YOU NORMALLY HAVE A DAY OFF/FREE PERIOD
DURING THE WEEK?
(1)
(2)
(3)
(4)
WOULD MORNING OR AFTERNOON BE BETTER?
WOULD TIME OR TIME BE BETTER FOR YOU?
(PROSPECTS NAME) DO YOU HAVE A PEN AND PAPER?
MY NAME IS (SPELL IT), MY PHONE NUMBER IS .
I’M WRITING DOWN (DATE) AND (TIME) AND YOU WRITE DOWN
(DATE) AND (TIME).
VERIFY THE PLACE OF APPOINTMENT.
Figure 6-1.—Appointment power, phone/PDC technique.
6-3
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