Have you ever called a prospect to confirm an appointment for the following day, only to have them cancel the entire appointment on you? Sales trainer Al Uszynski has, and he knows it's a lousy feeling. Here's his take on what you can do to avoid this situation.
"In my desire to be professional, I didn't realize that my personal contact with the prospect was providing her with a reminder that our imminent meeting would be eating up some of her productive time for her now-packed agenda on the following day," says Uszynski. "My phone calls gave prospects golden opportunities to postpone, or even worse, cancel appointments."
"As salespeople, we always desire personal contact with prospects," continues Uszynski. "But I've found that when it comes to confirming an appointment, it's best to decrease the chances of a live interaction."
"Leave a voice mail for the prospect the night before or before 7:00 in the morning. Don't stop at confirming the time and place, express your enthusiasm for what promises to be a productive meeting."
"Another alternative is to send her an email. This is particularly helpful when you're meeting in a place that is unfamiliar to the prospect, so you can type the address and even directions if necessary."
Al Uszynski is a sales trainer and professional speaker. Visit his website at www.uszynski.com for more information.
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