Appointment Setting Scripts – 3 Mistakes You Might Be Making And Don’t Even Know It
Appointment Setting Scripts – 3 Mistakes You Might Be Making And Don’t Even Know It
Have you ever got off the phone and wondered why someone didn’t put you down for a meeting? You shared valuable tips, even shared some benefits, yet at the end of the conversation, they just said something “let me think about it”. Why couldn’t they see the value in setting an appointment?
It can seem like there are endless ways to achieve the goal of getting appointments. You can sweet talk the receptionist to ensure you actually get on the calendar. You can chase a prospect down on LinkedIn, sharing your testimonials. There are so many ways to get appointments and yet most sales professionals struggle with simply getting the face to face meeting.
Tackling appointment setting scripts as part of your sales arsenal often means removing common mistakes. I would invite you to consider it is the same as removing tools from a
tool box that are now obsolete. After all, when is the last time you saw a carpenter working on a house with a hand powered drill?
Consider removing the following from conversations with your prospects and watch your appointment count grow.
Sharing Too Much Information
This is a sales killer! Far too often entrepreneurs and sales professionals are just too helpful. When you provide an endless volume of features, options, and benefit’s the prospect can no longer see the value in meeting with you. Your product or service could still be a great match for them but they won’t know it because they aren’t taking the time to meet with you. Share less information with them and just pique their interest instead of being an information service.
Offering To Email Them Additional Information
Why would
someone want to meet with you when you give them a way out? When many people feel a conversation is not going well they try to get out of asking for the appointment by offering to email and then stating they can “follow up”. You give your prospects a way to avoid meeting with you by emailing or mailing them information. Get control of the conversation and let them know there is too much to email and you value their time too much to waste their time with yet another email they won’t read.
Giving Them The Option of Picking A Date
Some people think it’s helpful by asking “when would you like to meet?” but it’s a disaster. Giving your prospects an open ended question means giving them the opportunity to avoid setting an appointment. Give your prospect two options of times to choose from and watch them look to see which one
works!
A huge portion of the success rate of your appointment setting scripts is simply eliminating bad habits. By sharing less information, valuing your prospects time, and narrowing their choices on time frames you will start booking more appointments weekly.
Discover 67 interest piquing questions that sell and get you appointments in my powerful 5 day free course entitled Questions that Sell – 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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