Do you confirm every prospect appointment before you head out the door?
Or?br > Do you not confirm Dominique Wilkins Womens Jersey , believing that it gives your prospect an 聯out??br > Far too many coaching clients, workshop participants and readers have said to me, 聯If I confirm the appointment it gives them a chance to get out of it.?Let聮s examine this statement and the beliefs that go with it.
The above statement implies that the scheduled appointment is something that, given a choice John Collins Womens Jersey , your prospect would avoid. This must mean, therefore, that you somehow tricked or manipulated your prospect into agreeing to the appointment in the first place. Now on reflection, your prospect could only want to bolt.
If you had to trick your prospect to schedule the meeting Trae Young Womens Jersey , the meeting itself must not have any real value. It logically follows then, that the agenda for the meeting, your products or services, you and your time also have no value!
If, however, you truly believe that your product or service has value, if you have done your homework Tracy Mcgrady Authentic Jersey , targeted your market and are calling on qualified prospects then there is no reason that a prospect should want to avoid meeting with you. It is time to change some of your beliefs about the meeting. If a prospect schedules an appointment with you, that means they are interested in talking about what you have to offer!
And here聮s another thought: Do you really want to spend your time racing around your territory to meetings with prospects who don聮t show?
I聮ve had some sales professionals tell me that when a prospect stands them up, they like it, because the prospect then feels guilty and 聯owes them.?These sales professionals believe that their prospects will meet with them because of that sense of guilt. And perhaps some do. But barring a last minute emergency that takes a prospect away unexpectedly Mike Bibby Authentic Jersey , someone who stands you up once, will more than likely have no qualms about standing you up again. This 聯guilt?approach goes hand-in-hand with the belief that prospects must be tricked or manipulated into meetings.
So here聮s a better approach: Change the way you think about prospect meetings and confirm them! Call your prospect the day before or early the morning of the appointment. Try to reach the prospect directly. Say:
聯I聮m calling to confirm our brief meeting tomorrow (or later today) at (fill in the time.)?br > (The use of any of the following sentences is optional.) 聯I聮ve put together those samples we discussed.?br > 聯I聮ve given a lot of thought to your situation.?br > 聯I have some very interesting ideas to share with you.?br > 聯I聮m looking forward to meeting you.?br > If your prospect says the agreed upon meeting time no longer works, reschedule immediately! Otherwise, you now know that when you show up tomorrow or later the same day Dikembe Mutombo Authentic Jersey , your prospect will actually be there! (Do make sure that your prospect has your phone number so that they can reach you if something unexpected does happen.)
If you are not able to reach your prospect directly, and if your prospect has a secretary, ask her if she keeps the prospect聮s calendar. If she does, you can confirm with her. If she does not Pete Maravich Authentic Jersey , deputize her. Give her your name and phone number and say: 聯I聮m calling to confirm my brief meeting tomorrow at (fill in the time) with Ms. Prospect.?Ask her to speak with the prospect for you and then call you back to let you know that the meeting is on.
If you are not able to reach a human being leave the following message on your prospect聮s voice mail:
聯Hello, Ms. Prospect. This is (fill in your name) from (fill in your company name.) My phone number is (your phone number goes here.)?br > 聯I聮m calling to confirm our brief meeting tomorrow at (fill in the time.)?br > (The use of any of the following sentences is optional.) 聯I聮ve put together those samples we discussed.?br > 聯I聮ve given a lot of thought to your situation.?br > 聯I have some very interesting ideas to share with you.?br > 聯I聮m looking forward to meeting you.?br > Please be good enough, to give me a call back and let me know that tomorrow at (fill in the time.) still works for you.?br > 聯And again, this is (fill in your name) from (fill in your company name.) My phone number is (your phone number goes here.)?br > Most prospects will call you back Spud Webb Authentic Jersey , either to confirm or to reschedule.
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