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Never Ever Ask a Prospect for an Appointment

Firstly, when you ask a prospect for an appointment, you are asking a closed question. We all know to avoid these at all costs, particularly before you have gained trust in the relationship.

As professional prospectors, we have tested numerous approaches to this delicate question. The only option that works is to guide the prospect towards the appointment, i.e. don’t ask but suggest and close with specifying the time.

We recommend the following as a guide:

“I’d like to suggest we start with a quick meet up – do you prefer weekdays or weekends – and before or after 4:00PM”.

Wait for the prospect to answer then follow with two specific time options, e.g. “does 10:00AM suit or would you prefer 1:00PM?”

We recommend you say “before or after 4:00PM” rather than “before or after 5:00PM” because just the mention of 5:00PM can elevate stress levels by summoning thoughts like “this is rush hour, close to dinner hour, kids home from school hour, homework etc” … you get the picture.

If the prospect advises they will need to speak with their partner before they can commit to a time, do not let them off the hook.

We recommend the following as a guide:

“I understand – let’s pencil in a time you think might work  – and I will pop you a quick email with the details – that way you have my contact – and can respond via email – if we need to change the day and time.”

“Do you think a weekday or weekend would work best for you both – and before or after 4:00PM”. Again, wait for the prospect to answer then follow with two specific time options e.g. “can you work with 10:00AM or perhaps 1:00PM?”

You will need to tailor the script options to suit, but the point is, do not ask a prospect for an appointment but rather guide them to your desired outcome.

Furthermore, note all the double-barrelled questions.