Some salespeople I work with have a higher than normal no-show or cancellation rate with their appointments. They are hard working, honest sales people seemingly doing the right things, yet people are still no-showing them. Their problems might be in the phrasing they use, not confirming appointments, or not setting specific times to meet but the root problem lies in how valuable they believe it is for a prospect to meet with them.
The average salesperson has been taught to pitch benefits of their products and services to entice a prospect to meet with them.
“Our widget will increase your productivity by 20%.”
“I want to explain how are _________ will make _________ much easier for you.”
“I just need 20 minutes of your time to show you_________________.”
All the focus is on convincing someone to meet so they can be convinced to buy something. The meeting or appointment only becomes of value if the prospect decides to move forward and buy something.
A service-minded salesperson will make sure every appointment in itself will be of value to a prospect whether they buy or not.
“If you would like to meet I will help assess your current needs regarding purchasing a __________, educate you so you will be more informed in making a buying decision and asses if our company might be able to be a solution for you, we are not the right fit for everyone.”
This statement communicates your intention to add value to the time being spent. Every day business people need to adjust their priorities, the goal of a salesperson is to keep their appointment valuable enough to remain on the priority list.
When you make appointments quit trying to sell or convince people to meet with you. Find people that are interested in receiving the value you have to bring. Be confident that the time a prospect will spend with you will be of value if they buy or not, and more people will want to keep their appointments with you.