The Do’s and Don’ts of Appointment Scheduling

Appointment scheduling is one of the most important parts of your business. Without a regular stream of quality appointments, you end up with flat sales and unimpressive revenues.

In my nearly twenty years as a consultant, I’ve come across common scheduling mistakes that cost advisors time and money. To fill your calendar week after week, you should pay attention to the Do’s and Don’ts of Appointment Scheduling.

1. DON’T ignore or forget accountability. Why bother to make calls if
   you don’t track/measure your results? Without specific goals and a tracking system, it’s easy to veer off course.
   DO keep track of daily dials, reaches, and appointments. Accountability leads to success and helps identify areas for improvement.
2. DON’T forget to leave a message when you can’t reach the person you’re calling. If you don’t, you’ll have a tough time connecting with people. The only way to increase your appointment stream is to actually talk with clients and prospects.
   DO leave your name and phone number in a clear, friendly voice.
3. DON’T leave a l-o-n-g message with too much detail. A wordy message asking for a return call to schedule an appointment will get you nowhere. If people know exactly what you want, they may not call back!
   DO keep it brief. Simply give your name and phone number and ask for a return call.
4. DON’T ramble during the call. People will tune out if you don’t get to the point quickly. Remember why you’re calling.
   DO sell the appointment, not the products or services. That’s why you’re calling! Stay focused on filling the calendar.
5. DON’T overlook regular check-in calls. If you call your clients only when you want a sale, they’ll feel used or neglected.
   DO make check-in calls regularly so people feel appreciated. They’ll be more inclined to share news that could lead to sales opportunities.
6. DON’T expect your marketing assistant to work with too few clients or prospects. Good call lists get you in front of the right people.
   DO review existing clients, prospects, referrals and COIs each month with your marketing assistant. Update the lists regularly.

Again, scheduling is a key part of your business, and my popular teleconference series can help! The Revenue Resource offers practical strategies for working your client base and making calls successfully. During the sessions, I role-play with the marketing assistants to teach them how to get past gatekeepers, overcome objections, ask for referrals and much MORE. Sound good? Call us at 952-820-5300 for details!



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