Getting online leads to show up for appointments...

6 replies
I'm targeting a couple home service niches and getting leads online. I get a verbal commitment from them to show up for appointments - a lot of times they're already talking about buying when on the phone, I know a couple here and there are duds but most are pretty serious (these are in bound leads).

The problem I'm having is getting them to show up for appointments. To give you an idea, we offer online marketing services to home service markets (remodelers for example), but many times they don't show up. Sometimes they have a call or work comes up which is understandable but sometimes it's for other reasons.

Any ideas on how to get them to show up more often?

I send a calendar invite immediately after booking the appointment

I've started sending a piece of content after as well.

I send a reminder the morning of through email (should this be a call to confirm?)

From there we do the appointment.

Anything else you would add in?
#appointments #leads #online #show
  • Profile picture of the author iAmNameLess
    Is there a reason why you feel you need to set an appointment in order to sell to them? If they're talking about buying when on the phone, why allow all this other stuff to get in the way?
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    • Profile picture of the author Joe Stewart
      Exactly. Sometimes agreeing to an appointment is just a way for them to escape. Some people don't want to be rude and will jump on the appointment as a way to get off the phone.

      Even if someone does give you an appointment, what will you do then if they say they have to think about it after the presentation? You'd have to wait to hear from them or have to chase them down, and the farther away they get from the original information you presented to them, the colder they'll become.

      There's nothing wrong with closing deals in one call. Many people here do it across several industries. Don't be afraid to be a little aggressive. Be nice, but don't be afraid to ask for the sale. The worst that can happen is they say no. At least you'll know then not to waste anymore time, at least not then. You can always follow-up in the future.

      Of course, there are some expensive products or services that may require more information and nurturing, but in most industries you should know whether you can go for the close right away or not.

      I never recommend pitching appointments, but that's just me.

      My New "Share All" Blog Is Coming Soon! Online & Offline Marketing, More!

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  • Profile picture of the author BarbaraP
    Thanks to OP and advice from Nathan and Joe. Just wasted literally days of time on a "super prospect" for premium services...set appointments, she'd show up really late or call and get my advice on the phone and last Friday, "I really need to get started on my marketing so send me a proposal and contract so we can go over it when we meet Monday." Guess what? She texted and held us up all day and then couldn't make yesterday for a set meeting. This is how this business owner runs her entire business --- in a flurry of activity always harried and overwhelmed. It was an expensive lesson and shame on me. Time is your most valuable resource. And time and the money it could make are gone forever when you lose an hour or 2 or 3. It adds up. I let this prospect steal my time, my expertise and my money. And our team's time. Don't let it keep happening to you. I'm re-structuring our sales funnel today. Have gotten a lot less "nice" and a lot more tough about my time and how I use it. None of us are running a non-profit and neither are these prospects we're going to close. They buy other services and products every day without a "meeting." So, get your offer and close ready to seal the deal without "an appointment." Either they're ready to get a solution to grow their sales or they're not. Another hour spent on them individually isn't going to get that check or credit card number. Have a profitable day!
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  • Profile picture of the author AmericanMuscleTA
    Speaking of people who don't show up for appointments...

    I've had people contact me through my site saying they'd like to schedule a time to talk with me about marketing. So, I schedule the time, they confirm, and then aliens come and abduct them off to space and I never hear from them again.

    It's like Seriously?!!!

    No matter what business you're in, you'll have people who just don't show up. No call, no show. Just the way the world works.

    People... Blah.

    David Hunter | Duke of Marketing | Real Estate Agent

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    • Profile picture of the author bbcast
      We work exclusively with small business owners. We set appointments before/after business hours or on the weekends because of this. We tell them OUR availability (we approach it like we're a Doctor) and when we can meet....not he other way around. Position yourself as the professional, and don't get into chase mode. 2 cents.
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      • Profile picture of the author DABK
        Don't you make appointments/dates with friends and sometimes you cna't show up?

        Why would strangers show up more often?

        As Nathan asked, why do you need to set up an appointment, why not sell them something on the spot? They're not convinced and you feel they need to absorb some information you're going to send them? Send them the information by email while you talk to them, and go over it on the spot.

        If you really must make an appointment, make appointments far enough in the future that you can send them by mail a gift certificate to something they'll get when (and if) they show up to the appointment. The gift certificate will say something:

        To start off our relationship on a good footing, we've prepared a FREE gift for you valued at $x. It awaits you at our office on xx/xx/xxxx when we will also discuss project x.

        We hope you like pleasant surprises, because we're not going to tell you what your gift is, just that it's valued at $x.

        $x should be large enough that they'd be curious about the gift.

        Of course, not everyone will come anyway. But you'll get a few more people to show up:
        because you sent them a reminder (so the odds of forgetting are smaller)
        because you got tickled their curiosity bone in a pleasant manner.

        But, mostly, because they have one more reminder point.

        You might want, the evening before, call them to remind them one more time that the gift eagerly awaits to be picked up.

        I am on the disorganized side of the world; I make plans to do things, write down what and the time, and look at my calendar a day too late. Or forget to check it when I commit to something else, which I consider more important.

        So, people like me show up to appointments more regularly when sent lots of (timely) reminders.

        People who're just agreeing to the appointment to get you off the phone will still stand you up.

        When that happens, drink some Marsala and send a reminder to someone about their gift awaiting their presence.
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