Archives for: September 2009
Setting Up Appointments
09/24/09 13:49 by Don Stradamus When it comes to setting up appointments with potential prospects, most contractors get frustrated when they arrive to find that the decision maker is not there; let me give you a little advice on how to avoid this problem and increase your sales.
When you speak to a prospect on the phone and they schedule an appointment, you need to create an up front agreement, and it goes something like this.
Hi Joe, Tuesday at 11:30 will be fine, but Joe it's important that since you are making the decision on this project, that you be the person I meet with on Tuesday at 11:30.
Can we agree that I will be meeting YOU on Tuesday at 11:30 and not someone else?
When the potential client answers your question yes, they have committed themselves to being at the appointment and will have to think twice about passing the responsibility off to another person. They have in essence created an agreement, and if you follow this little bit of advice, you will notice your number of no show situations happening less and less.
Setting up appointments is half the battle, making sure the other person will be there on time is the other half.
