3-Part Series: Appointment Setting – Best of #TomFerryShow
Are you ready to become a lean, mean, appointment setting machine?
Imagine how your business would change if you 10x the number of appointments you set.
A few months ago, I debuted a series of videos ALL about appointment setting.
Today I’m sharing them all in the consecutive 3-part series so that you can dominate your appointment setting.
Without further ado…
3-Part Series: Appointment Setting
PART ONE: Be An Appointment Setting Machine
4 Easy Steps to Getting More Appointments
1. Have an Appointment Setting Routine
Start by asking yourself these three questions:
Why should this customer do business with me?
What am I committed to?
What is my mindset for setting appointments?
2. Know your “automatic shot” and take that first
You want to start your appointments off right by getting a quick “win”.
So, if you absolutely had to get an appointment right now, who would you call first?
3. Be more assumptive with your language
What you say absolutely matters, and your language should already assume you’ve got the win.
4. Close, because it’s awkward if you don’t!
Your customers are expecting the close, and you may have to close several times.
Most people have a natural barrier and are conditioned to reflexively say no.
But your response could be as simple as saying “Pencil me in at this time… Let me know if you need to change it later.”
Some of the best salespeople close 3, 5, or even 7 times!
PART TWO: 6 Tips To Schedule More Appointments On The Phone
6 Communications Tips
1. Know your customers pain and know their problems
Examples: market conditions, past purchasing experiences, etc.
2. Know your dialogues
If you want to be good on the phones you have to practice!
When you know what to say and how to say it, you can be more in tune to your customers needs.
3. Get to the point!
Example “I’m calling today to schedule an appointment…”
Give two options for setting a time.
4. Stand up when you are making calls!
Your body controls your tonality and your emotional state.
5. On the phone = 20% effective sensory communication
Remember that when you talk you are only engaging in one sense out of five.
Speaking clearly is important.
6. Get the fear out of the way with these 3 questions:
What’s the worst case scenario?
What’s the most likely scenario?
What’s the best case scenario?
In addition to getting better on the phones, you also have to make sure you have the best environment possible for making calls.
PART THREE: 3 Easy Steps To Instant Rapport
How to Build Rapport in Under 60 Seconds With Anyone
1. Listen to how they answer
It isn’t just the words they are saying; it is how the words are being said.
2. Mirror or mimic
Think about the way people speak and do your best to match their speaking style.
Essentially, you are showing the customer that you’re comfortable your own skin.
You are so comfortable that you can match their communication style and make them feel more comfortable.
3. Validate your clients’ answers
This is basically repeating and approving.
So you ask a client “What is important to you in your future home?”
They answer “We are looking for a place with 3 bedrooms, 2 baths, and a pool.”
You say “Excellent, so you are looking for a home with 3 bedrooms, 2 baths, and a pool.”
When you repeat back that answer using the communication tips mentioned above, you help take down that sales barrier!
Remember that people are comfortable doing business with people they can easily communicate with.
Everyone wants to feel validated, and this strategy helps the customer feel they are understood.
Are you looking for ways to further improve your communications and appointment setting skills?
Coaching programs can help.
Remember your strategy matters, and now more than ever, your ability to get on the phone and set lots of appointments absolutely rules!