Setting Appt Tips

[HoosierLife]

So I read all the threads on this topic before posting, but wanted to see if there was something more specific.

So I bought 20 TM leads. So far I've set 4 appts, I have one tmw, and haven't gotten a hold of 3-4 leads.

Of the 4 appts I ran, 1 was no need, 1 was no money and I closed the other 2. They were both couples so that was nice. So I'm closing 50% of those I sit down with, so what I need to work on is how to best set the appt.

Once they know what I'm talking about and why I am calling, I say, "It'll only take 10 minutes for me to sit down with you to figure out what you might be able to qualify for. I've got a spot open at 10 and 2, which one works best for you?"

After a few objections or call me back on X day and they blow me off again, I just ask if this is something theyre interested in or are they just trying to be nice and should I just move on. Anytime I've gotten to that point, they quickly tell me I should just move on.

But I really believe if I could sit down with some of these folks I could close them. Any suggestions.

 

[eddie]

If they no show me and if its close or if I am in the area I will just stop by with the card in hand and see if they will let me in. Otherwise, I usually hold on to the lead from 2 weeks to about a month max and call again. I guarantee these people are getting these types of mailers and calls all the time and that's what it is all about....timing.
I have had quite a few appointments lately where the client told me of how they have been receiving the cards all the time and it was at this particular time they were ready. I have sold some in the past as well where I contacted them back at a later date. Just make sure you are in the correct time frame of the do-not call just in case they are on it.

 

[SportsNut]

Just two quick things that I see here... that I would ditch in your approach.

Forget the 10 min pitch. Folks know that this is BS and you aren't selling ins in 10 mins, so drop it. If someone asks me how long I will say it varies, maybe 20 to 30 mins, sometimes longer, depending upon you. They just want to know that you aren't planning on moving in.

Drop that probing question about whether they are just trying to get rid of you... unless you want them to. This is one of those self fulfilling prophecies, if you ask them that question in that manner, you are basically asking them to answer in the affirmative. And they do, don't they...?

If you have trouble getting ahold of some folks then go show up on their doorstep, let them know that you tried to reach them, and you just stopped by to see what info they were looking for and you will get it together for them... maybe ask a probing question or two, then try to set an appt time or two of when to follow up with them? If you use your approach you have zip chance of selling something, using this approach you will get some appts, and make some sales... How many, it depends on you.

Other than that, you are doing just fine. You don't have enough numbers to know what you avgs will be but so far, based on what you write above, you are doing great.... just do more of it... and consider the advice above in the two areas.

 

[Rearden]

Nothing at all wrong with your approach.

Don't over think it. Just tell them who you are, why you're calling, and ask them for a brief appointment to show them how it works.

You say things like "it just takes 10 minutes" or "no pressure, it's totally up to you what you do with this information" because you are selling the appointment.

Part of giving good phone is tonality, too.

Bottom line -- some will, some won't, so what? Who's next?

If you are booking on average 50 to 60 percent of your leads into appointments, you're doing just fine.

 

[TDFnCali]

So I read all the threads on this topic before posting, but wanted to see if there was something more specific.

So I bought 20 TM leads. So far I've set 4 appts, I have one tmw, and haven't gotten a hold of 3-4 leads.

Of the 4 appts I ran, 1 was no need, 1 was no money and I closed the other 2. They were both couples so that was nice. So I'm closing 50% of those I sit down with, so what I need to work on is how to best set the appt.

Once they know what I'm talking about and why I am calling, I say, "It'll only take 10 minutes for me to sit down with you to figure out what you might be able to qualify for. I've got a spot open at 10 and 2, which one works best for you?"

After a few objections or call me back on X day and they blow me off again, I just ask if this is something theyre interested in or are they just trying to be nice and should I just move on. Anytime I've gotten to that point, they quickly tell me I should just move on.

But I really believe if I could sit down with some of these folks I could close them. Any suggestions.

U wont get a hold of everyone & a small % will always lie or blow u off, no matter what type of leads....just get used to it. If u have addresses, dont push too much wait a week & go door knock, they wont remember! If u DONT have a address, PUSH as hard as u can, u have nothing to lose cause u cant door knock!

 

[HoosierLife]

Well getting a hold of them has not been the problem. Of the 20 leads, I've gotten a hold of 19 of them. I just had like 8 in a row blow me off. I only scheduled 5 appts out of 19. I have one guy that I think I will be able to schedule with. He wanted to make sure his wife could be there, but she had to work nights this week so were scheduled for Mon. I told him I'd pencil him in and call him Sun night to confirm. Props to JD on that one.

Then I have another lady who was moving the day after I called her. She gave me the new address and her cell to call in a week after she was settled. If I get those 2, that will put me at 7 of 19.

That's a lot of ifs though. Maybe I just don't know what a good percentage ratio of leads to appts is. I would like to do 5 apps a week. If I sell 50% of appts, then I need 10. I then just need to figure out how many leads I need to hit this #.

 

[FEproducerKen]

TDFnCali, do you see the ratio of leads/appointments of TM leads lower than direct mail leads. How much?

 

[bboman23]

I run tele leads every week. With twenty leads you will usually get 10 to 12 appointments. Then you should close 5-6 out of those. I believe the next order you work will be better. Sounds like you just got a bad batch this time. I have had bad batches before. It happens with tele leads and DM leads. Let us know how you do on the next 20 please. Good luck

 

[LonghornMark]

I run tele leads every week. With twenty leads you will usually get 10 to 12 appointments. Then you should close 5-6 out of those. I believe the next order you work will be better. Sounds like you just got a bad batch this time. I have had bad batches before. It happens with tele leads and DM leads. Let us know how you do on the next 20 please. Good luck

Who do you use for teleleads if you don't mind me asking? I am thinking of placing my first order next week.

 

[SportsNut]

I only scheduled 5 appts out of 19.

So you have two other possible appts of the 20... possibly making 6 or 7 appts from 20 leads. I don't think that this is horrible but it could be better and I think you know that.

Of the 13 or 14 that didn't develop into appts how many did you blow out of the water by asking if they were giving you the run around (paraphrased)? For a good number or percentage I really don't think that you can count those. Well of course you will count them but frankly you will learn to handle those type differently in the future (hopefully).

I wouldn't write this off as a bad batch, just inexperience. You will get better at these and your numbers will improve, not to worry. Just keep hacking at em...