Everyone today has an agenda. The unfortunate part is most businesses that rely on leads to close sales, the appointment coordinators don’t focus on the right agenda, and this is why your business may be having issues with booking appointments.
The point that I want to make today with this video is that your agenda is unimportant to the prospect. We’ve all had those friends that were just super pushy. I remember a friend I used to have, his name was Jamie. He was always trying to push me to do things that he wanted to do that I didn’t necessarily want to do. “Let’s go out to this bar. Let’s go talk to these people over here. Let’s go to this place.” I really had no interest in it, and over time, it pushed me away from that person, and I didn’t want to be around him anymore.
Well, it’s the same thing today with your prospects. You see, most appointment coordinators are trying to get the prospect onto their agenda when in reality, you should be trying to get on to the prospect’s agenda.
You see, most appointment coordinators, all they want to focus on is one thing. Get the appointment. That’s it. Nothing more. If they can’t get an appointment right there on that first phone call and that first email, that first text, what do they normally do? They start bombarding the prospect with calls and emails and texts that are just ineffective.
Essentially, all that happens is they keep sending this out with no response until the prospect just completely disappears.
Do you know why that prospect disappears and says nothing and likely goes elsewhere? It’s because you’re trying to get them onto your agenda, and it shows the prospect that you don’t care about them. They’re just a number to you. Nothing more than that. You see, people don’t really care how much you know until they know how much you care.
So instead, try this. Try getting on the prospect’s agenda, find out what their questions are, what their concerns are, what are their issues, and if you can find that, you’re going to be a lot more likely to book an appointment with that prospect, whether they’re ready right then and there, or they’re ready in a couple of weeks or a couple of months.
Remember, the prospect doesn’t need you, but you need the prospect. The business needs the prospect. Unless you’re a unicorn, it’s highly likely that a prospect can go to one, two, three, four, five, 10 other businesses to get the same product or the same service from someone else that’s likely getting on their agenda.