Big fat reality check: I’m about to give you some great tips to get more sales appointments quickly, but you can’t rely on this all the time.
This isn’t a replacement for a good marketing and sales system. However, I get it. We all have those moments when we find our schedules full of blank spots. Maybe it’s when you are returning from vacation. Maybe you got busy with a project or an event, and now you’ve got to get the sales calendar filled up quickly. Whatever the reason, here are 4 strategies that you can use when you need a quick fix to get more sales appointments.
- Call previous clients. It’s always easiest to sell to past clients. You already have the lead. You’ve already established a relationship of trust. It’s easier to get them to answer the phone. They’ll actually return your calls when you leave a voicemail. It’s amazing! Plus they are fun to talk to. Mentally staring at a blank calendar is no fun! It plays with your mind. When you know you are calling people that already know, like, and trust you and you feel equally as warm and fuzzy thinking about them, it’s truly the best way to get yourself going. Inviting your past clients to come back and bring more business your way is just plain smart. It’s always less expensive to sell to someone who has already bought from you than it is to acquire a new client.
Get referrals from past clients. This is a great perk that comes as a result of those previous client calls. Some of them will not be interested in re-engaging with your product or service. For whatever reason, you are no longer a fit for them. But assuming you have rockstar customer service, those clients would probably still give you great referrals. Past clients have the highest closing rate, but guess what group is second? If you guessed referrals, my friend you are correct! Referrals are going to be easier to close because you come into the conversation with established trust because their friend told them they should trust you.- Pull a report of the people on your email list that are the most engaged with your content. This is one of the benefits of email marketing! We can run reports to see who is opening our emails and engaging with our content. If someone’s opening and clicking on multiple emails, chances are they would be happy to hear from you. Reach out with a great invitation to meet. Remember to use a great sales script that clearly shows the potential client why meeting with you is going to be a great value to them.
- This one is going to sound like the ultimate worst. But it actually works! Post it on social media. Not a desperate call begging for someone to please save you from desolation. Just a nice little “Hey friends, I’ve got 3 spots open for Marketing Strategy Sessions. If you’d like to strategize your lead generation game plan, send me a DM.” I’m not going to say that one is a solid winner. But it is a solid contributor. Without fail, I’ll fill the spots. The leads may or may not be qualified. But at least it gets the ball rolling and brings back your momentum.
Get referrals from past clients. This is a great perk that comes as a result of those previous client calls. Some of them will not be interested in re-engaging with your product or service. For whatever reason, you are no longer a fit for them. But assuming you have rockstar customer service, those clients would probably still give you great referrals. Past clients have the highest closing rate, but guess what group is second? If you guessed referrals, my friend you are correct! Referrals are going to be easier to close because you come into the conversation with established trust because their friend told them they should trust you.Again, these are not a replacement for a good marketing plan. But they’ll pull you out of one of those funky flukes where looking at your calendar makes you feel like you’re staring into a white oblivion. Happy Scheduling!