How to Make an Appointment

If you’ve ever sat at your job wondering, “How do people actually get started in a business?” 

Knowing how to make an appointment is one of the critical steps you need to understand and master.

Once you’ve got a prospect in mind, most people think your first task is to sell your product. Wrong!!!

The task is to make an appointment.

On this page I will teach you step by sterp the fundamentals of how to make an appointment.

It’s Time to Get You in Their Calendar

Here is the simple formula of the value on an appointment and how to make an appointment.

No appointment = no presentation

No presentation = no sale

No sale = no money

No money = no business

Let’s change that.

Why This Step Seems So Hard (And Why It Doesn’t Have to Be)

When you are starting out building your business, asking a prospect for time to meet up can feel intimidating and somewhat daunting.

You might be thinking:

• “What if they say no?”
  
  
• “I don’t want to bother them.”
  
  
• “I’m not even sure what to say yet…”
  
  

Totally normal.

Here’s the reframe:

You’re not asking for a favor.

You’re offering the prospect a chance or an opportunity to solve an issue, to save money, or improve efficiencies. Sometime life changing.

When you reach out to the prospect with confidence and an appealing offer, prospects feel it.

I'm getting a little ahead of myself, so let's back it up somewhat.

The Most Critical Part of How to Make an Appointment

The most critical element is to make the appointment. Right?

Therefore the task and only task is to make the appointment. Too easy.

Just pick up the phone, call the prospect and make a time to catchup.

Remember I was in the selling game for 35 years. At one part as a business manager of a team of salesmen and women. It was my job to make sure they sold the appointment not the product.

Did you get that......  SELL THE APPOINTMENT NOT THE PRODUCT

The number of times when supervising this simple task I would hear the salesperson get sucked into the benefits and attributes of the service is numerous. I would have a sign I would flash in their face..

-SELL THE APPOINTMENT NOT THE PRODUCT-

So, How to Make an Appointment Using a Script 

It is a good practise to have a script.

Always use a script when you’re offering a product or service you can recant over and over again.

Here is a guide to use, edit and modify.

“Good morning [First Name], thanks for taking the call.

My name is [your first name].

I won't take any more of your time than is necessary. I'll tell why I am calling today." [their first name or if it is more formal their title e.g Mr/Mrs/Ms Miss]. 

"If I can show you a way to cut your time and expense ratio by 10 - 15 % when using your spreadsheets would you be interest in meeting me over a coffee to have a15 minute chat?" 

You have just asked a closing question. What do you do when you have asked a closing question?

You, SHUT UP.

The obvious next transaction is for the prospect to ask, "what it all about?", or something similar.

Remember you  are selling the appointment not the product.

So your response is a little more tantalizing detail.

This is the goldilocks statement, not too much not too little..

"Well, what I'm doing is contacting people/businesses in similar positions to you about a piece of software we have created that save both time and money. It takes about 15 minutes to present.

I'm going to be in th Glendale area next week and I was wondering if you would be up for a coffee say, next Tuesday morning or maybe Thursday afternoon I have a time slot available?" (another closing question. SHUT UP).

Wait for a response and have another script open, that might elaborate a tiny bit more. Something like,

"You use spreadsheets I'm sure, This piece of software shortcuts much of the time and therefore money preparing and utilizing your spreadsheets can. I will not take anymore than 15 minutes of your time. Is next week convenient for you."  SHUT UP.

If you do not get an appointment after 3 attempts thank them for their time and move on to the next prospect. 

Your not going to get them all. Understand this. Some are going to be rude to you, just thank for them for their time and hangup.

or...

"I help [type of person/business] who are dealing with [insert common frustration]".

"If I could show you a way to [insert result or benefit], would you be open to a quick 15 minute chat?”

and another...

“Hey Lisa, I help local boutique owners streamline their online orders. If I could show you how to save 5–10 hours a week and improve your customer experience, would you be open to a 15-minute Zoom call next week?”

It’s clear. Helpful. No pressure.

This one gets straight to the pain point. It works great if you’re offering something practical or time-saving.

“If I could show you how to [specific outcome] without [common objection], would you be open to a quick conversation?”

and...

“If I could show you how to grow your customer list without spending hours on social media, would you be open to a chat later this week?”

All are good script to modify to your own product and service.

Conclusion

The key is to sell the appointment not the product. 

When you ask a closing question, shut up!

• Have a script you feel confident with
• Build it in your style
• Do not take rejection as personal
• This is your one job... 
• ...to sell the appointment
• Always use the phrase" If I could show you...." or "If I could make....."
• Fiddle around with it. 
• The script is an integral part of your business success.
• Learn it off pat
• Understand the process well. 
• Sometime, in the future, you will be 'working on the business not in the business' and you will need to teach sales staff this method.

The thing that makes this easier as you grow, is turning the prospects into a warm prospect.

In the next page I will guide you into creating and contacting referred leads. 

If a qualified prospect is gold, a referred lead is a polished cut diamond.

See you on the next page.

Experience isn't the best teacher, experience is the only teacher.

Confidence comes from experience