Jeb Blount offers 5 secrets for making sure your prospects keep appointments with you.
It is frustrating to set a meeting with a customer or prospect who is a no-show. I get asked all of the time by salespeople how to make sure that prospects keep their appointments. This week I’ll share my five secrets for confirming appointments.
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What to do When a Prospect Doesn't Show?
You spent weeks calling this prospect. You sent emails and left voice mails. You got to know the receptionist like a friend. Finally two weeks ago you got through and he agreed to see you. This morning you dressed in your best suit and drove two hours to his office. Now you are walking back to your car dejected. It seems that your prospect had a “very important meeting” and forgot about your appointment. Now you are so mad you’re ready to explode because this means starting the process all over again. What could you have done differently to ensure that your prospect showed up to that appointment?
The unfortunately reality is that sometime your prospects do get called away, and seldom do they respect you enough to call and reschedule-- or even just let you know they can’t make it. It is also a reality that the prospects forget about appointments they set or --in many cases-- conveniently ignore the appointment because they don’t want to talk to a salesperson. Regardless, there are some steps you can take to increase the probability that they show up. I’ve used these tactics most of my career and for me they work great.