Tip #4: E-mail a reminder with the agenda.
The day before your follow up call/meeting, send an e-mail to your prospect to remind them of your appointment. In the subject line enter the word: “Telephone appointment (visit) for August 16th at 9:00 am.” Note that the subject line acts as a reminder but it is vague enough that the prospect will probably open it. There is a hint that maybe the date and time has changed.
Your e-mail should confirm the date and time of the appointment and then briefly list your agenda:
“Jerry, Please allow 20 minutes for our conversation tomorrow. We’ll review your recent trip to our showroom, see if anything has changed and discuss any new questions that might have arose since we last talked.. And then we’ll determine the next steps, if any.”
Notice how the words echo the words that were used when the follow up was initially set. In particular, notice the trigger phrase “the next steps, if any.” The “if any” will help reduce some of the ‘stress’ or concern a first time prospect might have. Often they skip out on the follow up call because they are worried that they’ll have to make a commitment. This is natural and okay, BUT NEEDS TO BE DEALT WITH! If the prospect senses an easy, informal, no pressure type of phone call, he is more likely to show up on time for that call/visit.
I hope this tip helps you in your follow up efforts this week! As always, leave a comment.
Devin
Catalyst Consulting 