Most service-based businesses rely on regular appointments to secure ongoing streams of revenue. If your business is like most, increasing your ability to schedule more appointments with customers, clients, and prospects will enhance your chances of growing revenue and building a sustainable business model. But how exactly do you book more appointments?
4 Ways to Get More Appointments
“The old school of sales says you use the first contact to ‘sell’ the sales appointment. Meaning that you typically hard sell the prospect in a cold call or brief initial meeting to take a sales appointment with you,” sales expert Steve Gordon says. The goal here is to slow play the relationship and save the full pitch for the appointment.”
While this approach has its benefits and works in many situations, it’s not exactly a stellar technique. People know they’re going to be sold to – something they really don’t want.
“Sales is often compared to dating and when you take this approach it’s like inviting a girl you’ve never met before for a romantic evening at your place for a first date,” Gordon continues. “The odds of success are not on your side.”
As a long-term strategy, you need to ditch this approach. Stop selling the appointment and begin selling value. Sell something that’s free, like a report, webinar, complimentary service, or course. Then use that free touch point to sell the appointment.
In the meantime, while you shift your approach, you’re still looking for a way to quickly get more appointments. These four tips will help: