I was at this company and I taught them same-day appointments. This guy I trained, left and went to a new company. He tried to introduce same-day appointments and this company was like, that’s impossible. The proposal team didn’t even know what that was and they were like what do you mean same-day appointments? He’s like well, that’s all we did with Sam. They were like doing it the long way and so you had to get assigned a whole new proposal person just to do appointments. My whole theory is if I can catch you, I can sell you. That’s it.
Strategic Availability
So, my goal would be, I’ve got time available right now so, I’m going to set up same-day as if my calendar is blank. Let’s say that I already have a calendar appointment. If I’m knocking and I’m trying to set appointments for tomorrow or the next day, that doesn’t work. I’m going to try to set my appointments up for here, the beginning of the day, and here, the end of the day. We’ll call these time slots your appointment availability. I’m not available here, in the middle of the day. Why do I do this? If I put my appointments early, let’s say my first appointment is not to be with a fictitious Tiffany, it’s supposed to be with a real person, because the day before my goal was to set myself up an appointment at 1:30 because that’s when I start.
Start With Momentum
So, now I’m driving straight home and I start the day with some momentum. I started the day with a sale. I start the day in a home. That’s the best way to start a day is with an appointment. Then I’m going to try to finish my day with an appointment. So, while I am out knocking for the day, I am going to set my first appointment for the evening. I personally, would go with around 9 p.m. This is when it is getting dark and you want to kind of be done knocking, but is also the time when people are going to be home with nothing else to do. This is the perfect appointment time.
Create Time
This is also going to create time. Meaning, I’m going to add an extra hour or two hours to every single sales day because most people don’t like to knock after 9:00 p.m. but if I can be in a home closing a deal at 9:00 p.m. nobody minds me selling them at that time when you have an appointment. I can set that sell time with them. So, my goal is to work backward from the farthest appointment I’m willing to set, which is 9:00 to 9:30 and then I work forwards from the earliest appointment that I’m willing to set, and then fill in the middle of the day. Where do most people put the appointments? They say “What time are you available, ma’am?” and she’s like “Oh, probably just when I get home from work.” Then she is telling you that she will be home around 5 or 6 and that is when you set up an appointment with her. But, setting up appointments like this will fill up your prime time of knocking right away. What is going to happen is you’re going to do the whole piddle puddle of you’re not
going to go back out. Then you’re going to go to her home to sit on the couch. You’re just messing with your whole day by doing it this way. Now you are starting working at 5:00, then you’re going to take an hour of this time at her house. Next thing you know it is 6:00. Then you’re going to finish knocking at 7:30 or 8:00. Then you’re going to go back home and you had a total of about a one-hour day. Congratulations. That’s what’s happening over and over and over again. Your appointments are actually shortening your day. They’re not accelerating your day. Use your appointments to your advantage and get them to accelerate your day. If I have an appointment at 9:00 p.m. I’m accelerating and I’m compounding the length of every day. If I have an appointment at 1:30, I’m compounding the day. If you’re not super keen on family time, you’re a single dude, then set your appointments early cause it will get you out there selling early and get your momentum going.
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