The purpose of setting an appointment is to set an appointment. Too often, people try to accomplish too much when they pick up the phone to call someone.

You’ve probably heard the phrase, “sales is a numbers game.” That’s only true if you have an effective presentation. Otherwise, no matter how many appointments you run, you’re not going to achieve your sales goals.

What is an appointment? An appointment is a meeting with one or more people for the purpose of delivering your sales presentation.

Here are some different types of appointments:
*One-on-one meeting in person
*One-on-one meeting by phone
*Conference call with multiple people
*Front of room speech for multiple people

I also consider certain marketing activities to be an appointment including email marketing, audio recordings and sales pages. They can share details about your product or service and deliver a clear call to action.

If you want to set more appointments, then you need to invest your time in becoming good at setting appointments.

Here are 8 Appointment Setting Tools you need to set more appointments:

1. Appointment Setting Script
You need a powerful, persuasive script that will help you explain the benefits of your appointment and a clear call to action.

2. Confirmation fax or email
What doesn’t get scheduled, doesn’t get done. After you set an appointment, you need to remind your prospect by confirming the appointment.

3. Information fax or email
Apart from confirming  the appointment, you may want to send information to your prospect prior to the appointment.

4. Objection response scripts
There are a lot of reasons someone may not want to meet with you. You need to be prepared to respond to any objections.

5. Leads in your target market
When you sit down to make calls, you need to be prepared with a list of leads to call.

6. Calendar
In order to set appointments, you need to have a centralized calendar you can refer use to book appointments and so you will know when you’re appointments are.

7. Blocked, scheduled time
What doesn’t get scheduled, doesn’t get done. If you want to set more appointments, then you need to block out time on your calendar.

8. Tracker
Wherever you focus your attention, you will see an improvement in results. If you want to set more appointments, you need to set appointment goals. Use a Daily Tracker to track your results.

I’ve just begun to reveal the secrets that I teach my clients to help them set more appointments. There is so much more to share.

Setting appointments is one of the most important skills in sales and it is often overlooked. I highly recommend you take the time to work on your appointment setting skills.


Eric Lofholm

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1 Comment

  1. I agree with that. One should constantly enhance their appointment setting skills so that they can provide better leads.

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