Do you ever look at your calendar
and see nothing but just pure whiteness?
It's like a white cow in a snow storm.
(mooing)
But it doesn't have to be this way.
And the reality is is that if your calendar is empty,
you are simply never going to hit your sales goals.
I come across so many salespeople
who, if they could just get
in front of more people on scheduled appointments,
they would be so much more successful
and able to blow past all of their sales goals.
So having a systematic approach for setting appointments
is going to be key to your success.
In this video,
I'm going to show you five steps to setting an appointment
with any customer, check it out.
(gentle music)
Number One- Know your IPP.
Now IPP stands for ideal prospect profile.
And so before we even make any dials
or send any emails or do anything in our outreach,
we first have to be insanely clear
on exactly who we want to be talking to.
And the reason that this is so important
is that remember how much effort it takes
to actually just get someone to put their hand up
and say, yeah, I'd like to talk to you,
but let's say it works and then that person turns out to be
the completely wrong person.
Well that's because the data and the ideal prospect profile
that we had was incorrect.
And we didn't even want to be talking to that person
because they were never going to be able to buy.
So the more clear we are about our IPP,
the more effective any of our outreach is going to be.
And so one of the best ways to actually tighten up your IPP
is to identify who you don't want to be speaking to.
Who are those likely candidates that might come across
that you know are likely to not be a fit?
Being very clear on who you don't want to talk to
is going to help you clarify exactly the person
you want to be connecting with.
Number Two- Hyper personalize your message.
This is modern prospecting in a nutshell,
the more personalized your outreach is,
the more effective it's going to be.
And remember, this also goes back
to your ideal prospect profile.
If you have a really tight ideal prospect profile,
you can actually personalize a lot of your messages
simply by having a really tight, ideal prospect profile.
And then sending out
a pretty similar message to each person.
Because if you're sending messages to people
in the same industry who are dealing with the same problems,
then your message can actually be quite frankly,
pretty similar to the other messages
that you sent out earlier.
Another way, of course, the hyper-personalize
is to really have personalization fields
in any of your outreach.
So pointing out specific things based
on some simple research is going to really help
the person say, oh, okay, this is a real person
who's done their homework who knows about what we're doing,
and that's going to get them to open up much more
and be much more likely to actually schedule an appointment.
Number Three- Demonstrate very quick insight.
So one of the keys to any outreaches
in order to schedule appointments,
is that you've got to bring some authority.
You've got to bring some insight to the table
because your prospects are busy.
They're reached out to all the time by people.
And what they don't want to do is just get their brains picked
or probed by some salesperson who's trying to learn
about their business or their personal life
or whatever it is.
What you want to do is make sure
that when you're reaching out to anyone in any medium,
that you have some really valuable,
but quick insight that you can demonstrate upfront.
That's going to get the prospect to say, you know what?
Yeah, that makes sense.
I am willing to talk to you, that's one of the keys here.
It's not about your offer, it's not about your pitch.
It's about demonstrating some very quick insight,
right upfront. Number Four- Understand them.
In any outreach that you do,
once you've demonstrated that quick insight,
now it's time to flip the switch and get them talking.
And so the way we do that is we want to have a set
of questions in any outreach that we're doing
to get them to open up.
Once you get them on the phone,
you want to be understanding
exactly what's going on in their world.
What are their central concerns,
what's most relevant to them?
So again, the key here is that you've demonstrated
quick insight at the beginning of the conversation
or in any outreach.
And then you're turning it back on them
to get them to start opening up.
The more your prospect feels
that you genuinely understand their situation,
the more likely they are to want to schedule
that appointment and ultimately buy from you.
Number Five- Make a recommendation.
Once you've got someone who's actually interested
in connecting with you and is willing to talk to you,
now is time to make that recommendation.
And so would you want to ultimately do is not just go
for some clothes or try to just schedule
an appointment right away.
But instead you want to make a recommendation,
something along the lines of, George,
would it be okay if I made a recommendation, they say, sure.
And you say, okay, great.
How about we schedule a Zoom conversation
where I can share with you some best practices
of exactly what we're seeing other folks
in your situation are doing right now,
would that make some sense?
And now the prospect is like, yeah, sure.
And now you have an opportunity
to schedule that appointment.
The key to appointments is that we're bringing value
in that next step, right?
If they just think that you're just scheduling
an appointment to try to sell them stuff,
they're going to be pretty guarded and uncomfortable.
But once you create some context
for why that next step makes sense
through your recommendation,
now they're going to be much more likely
to agree to that next step and actually show up.
So making the recommendation is a really important step
to ultimately scheduling that meeting.
So there are five steps
to setting an appointment with any customer.
And if you enjoyed this video
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