A.N.O.T. is an acronym for Appreciate, Naturally, Obviously, and Typically. This can be used either in the beginning of a call / meeting or the end.
It is most commonly used as a great way to introduce a call or a meeting and set expectations so that everyone understands the reason for the meeting.
This approach is more conversational and helps position meetings by guiding the dialogue:
- Appreciate: Show genuine appreciation for the opportunity or the person’s time.
- Naturally: Ease into the conversation by mentioning something relevant or expected.
- Obviously: Highlight something clear or evident about the situation or the meeting’s purpose.
- Typically: Bring in a typical scenario or outcome that the person would relate to.
This method is great for setting the tone and managing expectations in a natural, client-friendly way.
Set the scene and be clear about how the call or meeting is going to go by creating an upfront verbal “contract” with your prospect.
Here’s an example of how I use A.N.O.T for my meetings:
A – I Appreciate you taking the time today.
N – Naturally, I have lots of questions, is that ok?
O – Obviously, you will have questions for me, and I’ll be happy to answer those for you.
T- Typically we take a few minutes at the end of the call to discuss your next steps.
How does that all sound?
The acronym is also used for positioning a meeting effectively:
- Agenda: Define the purpose and topics of the meeting upfront.
- Needs: Identify what the client or business owner requires to move forward.
- Outcome: Clarify the desired result or goal of the meeting.
- Timing: Set clear expectations about the timing and duration of the meeting.
This framework ensures that meetings are purposeful, efficient, and focused on achieving actionable results.