3 Tips to Making Sure your Meeting Takes Place

My Coach shared that he used to get ticked off when prospects were a no show. The reason, he would plan out his day, arrange for childcare, buy gas and then drive across town, only to sit and wait for someone who would not show up.

Well, if you knew my Coach, you would know he was ALWAYS confirming his appointments, so he sat and figured out why his prospects were not showing up. He had to confirm his appointments - but differently than he had been doing.

I share these proven steps he taught me and I applied with success in my Hot Prospecting Tips Series, and I will list some of them here.

First, you should remember the reasons you confirm an appointment are:

1. To ensure your prospect gets what they need/want.
2. To ensure that the event didn't slip the prospect's mind.
3. So you are certain they know all the details about where to be and at what time. This could include dress code, specific meeting location, fees that might be associated, etc.
4. So that you can plan and have a correct estimation of educational leave behind materials with you.

With these reasons in mind, My Coach came up with steps for confirming his appointments as well as a “script.”

Here are 3 of Coach’s tips he taught me about how to confirm appointments correctly and a short script:

1. Confirm your appointment the night before. It gives your prospect enough time to plan or reschedule accordingly;
2. The best time to call them to confirm is the time you know you can reach them. If you know they work all day, try to get them right before or right after work. If they put the baby down for a nap at 1:00, try calling then.
3. When you reach the person, DON’T say, “Are you going to be there?” Instead, give some small details about the meeting like the dress code and location.
4. Also, when you reach the person, DON’T insult their intelligence by saying “I just wanted to remind you in case you forgot.”

When you call, using a script such as the following one will let you confirm your appointment effectively:

“Hi Wendell, this is Rylona. I’m just calling to let you know I’ll meet you at the door by the front desk tomorrow at 4:30. By the way, I’m coming from a meeting, so I’m going to be in dressy/casual clothes. See you there!”

For more of my Ambit secrets on confirming appointments and other prospecting tips, check out my “Hot Prospecting Tips Series.”

HAVE A WONDERFUL WEEK!