Appointment Setting Script Disasters ? 3 Common Mistakes To Avoid
Appointment Setting Script Disasters ? 3 Common Mistakes To Avoid
You might be thinking that appointment setting takes a “miracle script”. Some sales professionals and business owners continue to search the internet for the silver bullet of sales scripts that will get them the appointment every time. The reality is that there isn’t a script that will solve all of your problems. If you are counting on a miracle you will end up broke throughout your career.
Instead of searching far and wide for a mythical script, consider putting proven tactics to work for you. Stop wasting time trying to “close” people. Stop wasting time building rapport. Stop trying to sell your prospects on why they should set an appointment with you to discover more about your product or service.
Getting more appointments set isn’t just about having the right scripts (although that helps) it is also about avoiding common
mistakes. There are many words and phrases that we use to be polite that will have your prospect telling you their calendar is booked. I am not suggesting that you should be rude; I am merely suggesting that you eliminate common phrases from your phone calls to increase your appointments.
I invite you to remove the following phrases from your calls to help you start setting more appointments today.
When would you like to meet? – You think you are being nice; however, you are just making it too difficult to get an appointment. An open ended question like this leaves you open for rejection. The prospect has to dig through their entire calendar and make a conscious choice to put you in a time slot among all of their other meetings. Make it easy on your prospects, give them times that are convenient for you and watch your appointment count
soar.
Can I come by your office at “X” time? – Providing a single time slot for your prospects will make them feel like you are trying to “close” them. Let your prospects ease into the relationship by providing them two different times. Show them you recognize they are busy by providing them two different days and times, such as “would it be best when I came by your office at 10am on Tuesday or Thursday at 3pm?”. By providing different times and days you appear flexible and put yourself in control of getting the appointment.
Would you like me to email you some more information? – This is the death sentence of appointment setting. Should you give your prospects an easier way to get the information they will take it and that will leave you dialing more prospects to get an appointment. Share with your prospects that their time is too
valuable to check yet another email and to optimize their time you would be happy to meet with them in person.
You can get more appointments today by eliminating a few common scripts from your conversations. By providing prospects with two times and saving them time you can book more appointments each hour you are on the phone.
Dive in today with 67 interest piquing questions to help you get more appointments today. My free 5 day video powered course (yes you can skip ahead) will give you more than just simply appointment setting scripts it will help you increase your sales. Get started today at – www.QuestionsThatSell.com
Todd Bates is a national Marketing and Business coach. Through his programs, such as Todd Bates Systems, he shares innovative systems to help businesses owners and sales professionals dramatically grow their sales.
His systems cover a broad base from sales conversion to marketing on a budget. The strategies that he shares have enabled him to net over 1 million dollars a year since the age of 24.
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