Clients rescheduling meetings

Frostedbutts

Frostedbutts

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I'm running into some problems with my offline meetings - I'll set meetings a few days (sometimes a week+) in advance, and have the clients call a day or so before and want to either cancel or "reschedule", and then never come through on another date.

Is there a rule for how long out to schedule meetings? Is there some way to salvage a "reschedule" or a cancellation? I can't think of anything and I end up just rolling over when I'm on the phone with them as they talk their way out of a meeting.

This has happened 4 times now, so I can't imagine it's just bad luck.
 
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Are you sure that they are serious about doing business with you, or that they need the service/product that you can provide?

Maybe they don't know/understand how much your product or service will impact their business?

I generally don't like to schedule meetings for over a week in advance, and I usually try to find a reason to call them two days before and the day before the meeting to keep them 'primed' so by the time the meeting comes around, the pump is ready to flow.
 
These are all prospects that are calling me directly that are interested in my services, so I have no doubt they are serious about doing business with me. I usually call the day of the meeting to confirm, but maybe I'll start calling a day or two before to confirm instead, and then toss in a sentence or two about what I can offer them to keep them interested?
 
I have been in the exact situation - I frankly just got bored of chasing them as I saw them as just wasting my time so I moved onto other things. I think it's a case of some people/businesses just being like that. If they are going to p*ss about at the begining then probably gonna be like that all the way through the project... so move onto the next one 'coz you don't need the hassle. I have had people call me back a month and a half later even after they have given me a down payment.
 
Sales has a lot to do w/ timing. If these people do not feel the urgency to get started, then it is something on the back burner....& they might get to it when they have more time / urgency (in short, when you speak with them to schedule a meeting...emphasize that this service is crucial for their growth, etc....creating at least some urgency).

This has worked for me. Give it a try.
 
Why are you scheduling meetings for days/weeks out? When scheduling a meeting it should be for the next day, that way the business owner is available and giving you his time.
 
Frostedbutts said:
I'm running into some problems with my offline meetings - I'll set meetings a few days (sometimes a week+) in advance, and have the clients call a day or so before and want to either cancel or "reschedule", and then never come through on another date.

Is there a rule for how long out to schedule meetings? Is there some way to salvage a "reschedule" or a cancellation? I can't think of anything and I end up just rolling over when I'm on the phone with them as they talk their way out of a meeting.

This has happened 4 times now, so I can't imagine it's just bad luck.
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-Everytime they re-schedule on you, just send out a email with there serp rankings and all the oppurtunites they are missing. Also, with that just send out a basic estimate with prices so they can just hit the buy now button. I always like to be the one that sets the meeting date.....so when your talking about ideas,, throw out this thursday at 2pm... dont worry about your schedule. Like asking a girl out, if you wait for them to call,,well unless your brad pitt or in a rock band you might have a very lonely sat. night.
- How are you getting calls? 7878 method?
 
b1step-ahead said:
- I always like to be the one that sets the meeting date.....so when your talking about ideas,, throw out this thursday at 2pm... dont worry about your schedule. Like asking a girl out, if you wait for them to call,,well unless your brad pitt or in a rock band you might have a very lonely sat. night.
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Repped for that. You have to set the meeting, because if they sense that you have a lot of prospective clients they will realize the value that you bring to the table.

If you were interested in a business meeting and the guy bent over backwards for you, you would know that he was desperate. Same for them trying to reach you. If you appear too flexible, they will be less interested - but of course it's a fine line and you don't want to appear too busy or impersonal.

I also like the idea of sending results or potential results and putting them in the mind frame of urgency. If you try these couple of things and it doesn't work, move on to the next client. Sounds like you have the ability to do that.
 
Frostedbutts said:
These are all prospects that are calling me directly that are interested in my services, so I have no doubt they are serious about doing business with me. I usually call the day of the meeting to confirm, but maybe I'll start calling a day or two before to confirm instead, and then toss in a sentence or two about what I can offer them to keep them interested?
Click to expand...

If these are people calling you I wouldn't set a meeting. Everyone that calls my business off of my 800 number gets closed right then and there (well at least 90% of them). You need to strike while the iron is hot, if these people are calling you then that means that they were thinking they needed that service right at that time, that's why they called. Days later they might be busy or put it off for whatever reason, people procrastinate A LOT.

Close them over the phone, that's why they called you.
 
WebOracle said:
If these are people calling you I wouldn't set a meeting. Everyone that calls my business off of my 800 number gets closed right then and there (well at least 90% of them). You need to strike while the iron is hot, if these people are calling you then that means that they were thinking they needed that service right at that time, that's why they called. Days later they might be busy or put it off for whatever reason, people procrastinate A LOT.

Close them over the phone, that's why they called you.
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I might need a little more confidence to nail the phone sales (although I've considered outsourcing sales to someone, I just haven't found anyone I trust yet.), but I've considered this. Any advice for this one?

I always prefer a meeting because I feel a little shaky on the phone. In person I'm pretty good, but I've never landed a sale over the phone.
 
1. Dont set meetings so far in advance, set them for 24 or 48 hours from the call or less.

2. Dont confirm appointments, just show up at the office at the correct time.

3. If they call to cancel, don't let them off the phone until they schedule a new time or tell you to fuck off.
 
^Taktical, I'd thank you but it won't let me give you any more thanks! That was a great post and exactly what I was looking for. I was reading in the 7878 thread people giving the advice of not scheduling meetings "too soon or you look too available", which it's nice to hear from an actual pro isn't the right way to do things.


b1step-ahead said:
- How are you getting calls? 7878 method?
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Yes, I'm using the direct mail method. Most of these aren't SEO opportunities, but usually Google Places and ORM, so maybe a similarly themed email would help.
 
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Frostedbutts said:
I might need a little more confidence to nail the phone sales (although I've considered outsourcing sales to someone, I just haven't found anyone I trust yet.), but I've considered this. Any advice for this one?
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Frostedbutts said:
I always prefer a meeting because I feel a little shaky on the phone. In person I'm pretty good, but I've never landed a sale over the phone.
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Yea, I would go with what you are comfortable with. And if that's face to face then I would just stick with that. Face to face meetings tend to have a higher conversion too. Another thing I would have to say is that I would just stick with it and keep calling these potential clients that are rescheduling on you. Every one tries to put things off and sometimes you have to be blunt with them and just tell them...You called me because you want more business right?... Well I can bring you that business. All I need is about 10 minutes of your time and then we can get to sending you the customers that you are looking for... So what day works better for you tomorrow or the next day? When you ask them a close ended question like this then they are only ways to answer it and both end up in a meeting for you. Good luck, just be confident in yourself and what you are selling and you should not have to outsource any of your sales.
 
This is kind of like dating. You might think that if you make a date for "the weekend" the girl will all be expectant and whatnot. Not true. Make a date for the next day. Basically, tell her that tomorrow is the only day you have free. Call her the hour before your date and say that you will be arriving early, so that she feels doubly obligated to show up on time. Be dominant. Your client needs you, not vice versa. There is only one you, but thousands of clients. Be a man, man.
 
Somebody has been reading mystery method ;)

verial said:
This is kind of like dating. You might think that if you make a date for "the weekend" the girl will all be expectant and whatnot. Not true. Make a date for the next day. Basically, tell her that tomorrow is the only day you have free. Call her the hour before your date and say that you will be arriving early, so that she feels doubly obligated to show up on time. Be dominant. Your client needs you, not vice versa. There is only one you, but thousands of clients. Be a man, man.
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You can't make them feel that they are more important than you. You will probably make them a ton more money than they will be paying you. They should be chasing you not the other way around. Keep that in mind when setting up appointments and make things happen on your terms.
 
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