So, what is the line between persistent and pest when it comes to securing appointments? Two calls? Three calls? Six? When have you crossed the line between getting noticed and risking arrest for stalking? Well, a national study published in the Harvard Business Review recommends at least six approaches. After six approaches is when 90% of appointments are set. So, how many salespeople make six approaches? About 4%. Yes, 4%. The majority of salespeople give up after two. To put that into perspective, making six contacts will give you a 70% increase in new appointments. Would that change your life?
So, why are so many approaches necessary? Think about your own life. Are you busy? Yes. If I am approaching you for an appointment, do you know about my company? Probably not. What do you know about me? Likely nothing, except you know I want to sell you something. What do you know about my track record in helping people like you? OK, so I have a job to do. And, so do you.
The numbers are very compelling but you also have to think about how to communicate your concern for indivduals as customers, the expertise you and your company bring to the table, and your problem-solving capabilities. We recommend you follow these steps: