Appointments, How Not to Waste Your Time
In my experience, customers fail to keep appointments because they get cold feet (fear of something) or because of busy schedules and multiple distractions, they simply forget. In either case, salespeople understand that the prospect who doesn't keep his or her appointment won't get them paid. Even worse than that is the time the salesperson will waste waiting for the prospect who will never arrive and will never call to say that they will not be available. Or perhaps the salesperson has driven an hour and a half in heavy traffic across the city only to find that the person he or she was to meet is out of town for the next three days.
The salesperson may feel that the prospect should have had the courtesy to call and cancel. That might be the courteous thing to do but don't count on it. Don't expect it and don't waste energy getting angry when it doesn't happen.
There is a ridiculously simple two part solution to reducing lost appointments by up to 80% or more. Part one is to ask for a small favor by saying, "If anything comes up that will prevent you from keeping the appointment, can you please give me a call to let me know?'' People who agree will be more likely to honor this minor commitment, even if they won't keep the major one for the appointment.
Part two takes a bit more effort but it can reduce that lost appointment time to almost nothing. If an appointment is more than 24 hours out, call to confirm every single time. NO Exceptions! Virtually all professionals confirm their appointments. Dentists, doctors and lawyers all do it. Customers now expect it and in some cases even choose to rely on it. Professional salespeople need to make those reminder calls as well. The payback, both in dollars earned and in less time wasted far exceeds the time and effort it takes to make the calls.
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