subject: Appointment Setting Scripts – Be Less Helpful To Get More Appointments [print this page] Appointment Setting Scripts Be Less Helpful To Get More Appointments
At the heart of many business owners and sales professionals is a willing spirit to be helpful.You might feel the need to inform your prospects of what to avoid before purchasing. Your helpfulness might even extend to providing exhaustive checklists that provide comparisons of your offering compared the all of your competitors.When you hang up the phone after being helpful you feel good, except when you realize that you didn't get the appointment!
Being helpful is fine WHEN you are working with customers.Being too helpful to prospects is a waste of time.The more helpful you are on your phone calls the fewer appointments you will book.Just imagine yourself being on the other end of the call, getting all of the wonderful information you are sharing.With all of the information in hand, why would you set the appointment?What purpose could there possibly be to have a meeting?
Most appointment setting scripts fail because they are too helpful.Stop counting on a miracle script, silver bullet script, or any other such hype to get your foot in the door.I would invite you to consider that getting more appointments can be boiled down to three simple elements.
Be Less Helpful This comes down to making fewer statements.Sure you are excited about your product or service, but to get the appointment means getting your prospect to feel some of your excitement.Don't tell them about the features, benefits, or ROI.Get them to be curious about how what you are offering could help them.
Ask Interest Piquing Questions By making fewer statements you open the door to asking more questions.Transform your common statements into questions that pique a prospects interest enough to want to fit you in their schedule now.For example instead of stating that your product could save them 15% on their office costs, consider asking the question "would you like to discover how you can save 15% monthly?" By asking questions that pique your prospects interest they will feel compelled to meet with you.
Provide Two Times Asking a question like "when would you like to meet?" will leave you without an appointment.Your prospects are busy and they don't want to work that hard.Make it easy on them by giving them two times and days to choose from.Your appointment setting script could be as simple as "would you like to meet on Tuesday at 10am or Thursday at 2pm?".By providing 2 different times and days they can quickly locate which time works best, and if neither works they will suggest a better time!
When you are crafting your appointment setting scripts the less helpful you become the more appointments you will book.You can be as helpful as you want as soon as they transform from a prospect to a customer.
Discover 67 interest piquing questions that will have you booking more appointments daily in my free 5 day, video powered course.Dive in today at www.QuestionsThatSell.com
