Qualified v. Unqualified Appointments

There’s a huge difference between scheduling an appointment and scheduling a qualified appointment.  Sure, qualifying appointments takes time and work but in the end they lead to more successful appointments and better quality clients.  The more qualified the appointment the better!
Take a quick temperature for the quality of your booked appointments:
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If you want more qualified appointments try discovering the following during your conversations:
Interest –

  • Is there a solid need that we can fill?
  • Is this a potential good fit?

Advertising budget-

  • Do they advertise anywhere else?
  • Do they take marketing their business seriously?

Timing –

  • Are they motivated to go now?
  • Are they in the researching stage?
  • Do they have a tight time schedule?

Appointment Timing –

  • Is this a good time to meet?
  • Is there little chance that they will be interrupted?

Decision Makers –

  • Will all decision makers be available during the apt?
  • Seriously, everyone with input available?

Set the Stage for Success –

  • Can your prospect can be on the phone and internet at once?
  • Do they have an up to date internet browser?
  • Have you edified the Product Specialist so your prospect understands who will be conducting the appointment?
  • Have you encouraged your prospect to write their questions done in advance?

The more of the above qualifying criteria that you can determine before the appointment, the better! Don’t be afraid to ask questions that could lead to a better appointment – it benefits both of you!

by: Sarah Rose Stack

 

ma WebCenters

ma WebCenters

About We love local business owners, web design, social media, digital marketing, and good content! Company Overview We're internationally-recognized for creating partnerships that provide small- and mid-sized businesses with an engaging, innovative digital marketing solution. We offer support services that boost our clients' potential and help our affiliates create a profitable revenue stream! Products SMB Website Design, Hosting, SEO, Custom Programming, eCommerce, Social Media Management, Online Reputation Management, Content Writing, Facebook Advertising and Google Adwords
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