Most Common High Ticket Appointment Setting Mistakes - Predictable Growth

want to share some of the common mistakes that our previous appointment setters have made so that you can avoid them and keep in mind you know this is definitely a luxury that nobody has had up until this point and so you're gonna get a head start on basically all the people that we've hired in the past and

uh my goal with this video is to make sure that you just absolutely crush it so that you can book more appointments and generate more income and that means you're happier we're happier our clients are happier and everything works out so let's dive into some of the most common mistakes to avoid making all right so the first

mistake here and i'm just going to go away for this but uh the the first mistake to avoid making is not properly qualifying prospects and so when it comes to qualifying there's a few elements to this and so one would be is the prospect a legitimate business or not right and then there's more of a um kind

of a time and a fit qualification that's required which would be is the prospect not only legit a legit business but are they also interested in the solution being advertised and so here you can see a mistake that we made in the past where we scheduled this appointment with a prospect that really was not interested in what

we had to do and so here he said i did not mean to state anything other than i was open to a 15-minute call i do not intend to start a podcast and do not have the resources now to do so okay and so this is obviously not what we want to have happen and the way that

you can avoid this is by first referencing the qualifiers and secondly making sure that the prospect has been asked the most important qualifiers which in this case is do you have any plans or interest to launch a podcast and so here the prospect responds clearly yes he you know he's interested in a fashion and style podcast and

potentially a technology outreach uh or a technology podcast all right so make sure again that again the the prospects are not only qualified in terms of being a legit business but that they're also directly interested in the solution being advertised so that's one mistake another example here is copy and pasting without personalization so something i want you

to get into your head and basically memorize is copy paste personalize copy paste personalize all right so here's an example of a appointment setter where she copied and pasted but did not personalize she said would love to find a time does next available time on day work for a quick discovery call so obviously this is not ideal

the leads still engaged and i and i think we still booked an appointment but again this is just a little bit careless it's kind of sloppy and it's really not what we want to do when it comes to setting appointments right we want to be very personalized and we don't want the prospects to know that we are

using templates or anything like that right we want them to know that we are sharing very personalized outreach so here on the other side is a great example of personalization so we said awesome greg would monday at 3 or 4 p.m est work for you so instead of next available time on day we're you know actually personalizing

based on the calendly and the availability of the client all right so mistake to avoid do not copy and paste without personalization all right next mistake is ignoring the prospect's response so this is really really really important because no matter what we do when it comes to engaging with prospects we want to have authentic real conversations with

prospects right we do not want to have robotic conversations you know we want to imitate what it would be like meeting our prospects at a networking event or uh you know meeting them at a starbucks or whatever it is right and so here's an example so here the prospect or first our our appointment center says would you

be up for learning more over a quick call or do you want more info first and the prospect says you can send some info and then our appointment center says awesome we'd love to find a time does thursday work for a quick discovery call so she clearly ignored what the prospect said because she said first would you

be up for learning more over a quick call or do you want to uh or do you want more info first and he said more info and then she responded as if he said she uh he wanted to learn more of her quick call right so that's not what we want to have happen right we need to

be very thoughtful and attentive to what the prospects are saying so here's another example the appointment center said thanks for the connect are you running any brand awareness engagement campaigns for clients and the prospect says no not at this time and then the appointment setter just completely ignores what he says and just follows up with a templated

response which which really is not what we want to have happen we always want to acknowledge what the prospect is saying right would you be having a conversation with someone and let's say you say hey what's up they say hey i really like your shirt or hey do you know where the closest starbucks is would you address

their their compliment of your shirt and would you mention where starbucks is or would you just completely ignore it if you're having a face-to-face conversation well obviously you would address their previous response and so that's how we want to have these conversations they have to mimic real authentic genuine conversations so here's another two examples so the pros

the appointment center says hi diego thanks for the connect are you running any brand awareness engagement campaigns for clients the prospect says yes all the time and then the appointment center says hi diego here's the portfolio link right like i don't even know what she's talking about the prospect doesn't even know what she's talking about right and

so instead of doing this the appointment center should have said awesome diego that's great to hear is it okay if i send over a portfolio link for you to check out our work and see if there's an opportunity to collaborate or something like that right and then let's look at another example here so the appointment center says

thanks for the connect are you running any brand awareness engagement campaigns for clients the prospect says wow amazing work i want to work for you and then the appointment setter just gets right into the next message since currently live events and blah blah blah i've lost their ability to engage audiences and it's quite difficult to shoot the

commercials are you working on more digital campaigns at the moment would you be interested in using augmented reality blah blah so the response is okay but again the appointment center just completely ignores a compliment from the prospect which is not at all what we want to do we want to say rich thank you so much for your

genuine compliment thank you so much for appreciating our work it really means a lot and then we get into the next part of the process and and you know attempt to move the lead down the funnel but we do not want to ever ignore our prospects all right so ignoring the prospects response that's a huge mistake that

we never want to make all right next not requesting a specific time all right so here the prospect says manal i have a unique operating offering that we are near ready to launch let's discuss via whatsapp or regular phone whichever you like thank you and then our appointment setters says steven this sounds exciting what time are you

available this week or early next week so at first glance you know this might not seem oops at first glance this really might not seem like a big deal right it's it's very normal right like all right you know clearly the the prospect is interested so we just follow up all right what time are you available however

the problem with this is we're now creating more responses unnecessary responses because what we want to do instead is this all right so the prospect is clearly interested and then we want to follow up and say awesome would this time on this day or this time on this day work for a quick discovery call and then boom

the prospect says 4 pm would be great thanks right and so instead of asking the prospect what time are you available we always always always always want to request a specific time right because that's going to save us back and forth which you know when we're dealing with hundreds and thousands of responses you know if if we

if we add in unnecessary steps we're going to have so many responses to get through that we're never going to get them all done all right so we always want to request a specific time because that cuts down steps in the process and cuts down back and forth and so now we have templates that you can just

literally copy paste and personalize in order to do this successfully alright so the next mistake not sending an email to intro a prospect to a client all right so over here we have crickets we have silence after we book an appointment but instead what we always always always always want to do is send an email to introduce

the prospect to the client all right so here we say hi person my name is saul ceo of smooth podcasting my colleague deborah just informed me that she has scheduled time for you and my executive scott to meet at this time on this date scott is my right hand man blah blah blah scott will be leading your

call next week we're excited to explore synergies with your companies please confirm this time works and if you have any questions just reach out all right so this is very personalized very personal just a very nice way to get in touch with a con with a prospect prior to an appointment but if we're just booking appointments with

cold leads and we're not sending any follow-ups there's a good chance that those leads will not show up and then we have to go through rebooking and if they don't show up then we're literally just losing money for our clients and for our business and so we always always always want to send an email to introduce the

prospect to the client all right and so after we do this one of the mistakes that our previous appointment setters have made is not con not confirming receipt of invite and email with the prospect all right so let's say that we book an appointment and then we introduce the prospect to our client what we want to do

then is we want to follow up we don't want to just have crickets there we don't want to have silence we want to confirm that receipt and so this is exactly what this looks like so in this case we connected with a lead on linkedin and so after we booked the appointment and after we made the lead

transfer to the client we still followed up again just to close that loop and make sure that this prospect has everything that they need we said look awesome i booked in my colleague to discuss with you 3 30 to 4 wednesday may 26 and introduced you over email please confirm you received please confirm you received i used

these two emails and so this is another very important reason that we do this because the prospect says i got the notification however my email is this all right so we actually had the wrong email and so the the prospect was able to correct us we were able to go back and then send the email to the

correct email and that prospect was able to show up and everything was was was great so again another mistake is not confirming the receipt of an invite or email all right so those are just a few very common mistakes and let's just recap very quickly uh so that you're on we're on the same page all right so

mistake number one not properly qualifying prospects always make sure that they are legit business as well as qualified for the specific campaign and so the way that you do that always reference the qualifiers in the campaign strategy deck next another mistake copy pasting template without personalization so that's just sloppy doesn't look good doesn't give us a good

brand image and so we always always always need to copy paste personalize all right next mistake the next mistake is ignoring the prospect's response so remember we want to imitate real time human conversation we do not want to act like robots that's not how we operate that is what makes our service different is that we're actually having

genuine conversations at scale with qualified prospects so here are some examples of appointment setters ignoring prospects responses we always always always want to engage the prospect we want to provide genuine compliments and if they give us a compliment we always want to acknowledge that compliment all right so again mistake number three is ignoring the prospect's response all

right the next mistake is not requesting a specific time when attempting to set an appointment so instead of having additional back and forth with the prospects we always want to present two different times and see when the prospect is available because that's going to cut down on back and forth and it's going to lead to higher conversion

rates and more appointments instead of going back and forth like hey does this time work or what time is free and then they're like how about next tuesday how about how about this time on tuesday or it's just madness that all right next not sending an email to introduce the prospect to the client this is another big

mistake we always always always want to follow up with prospects and then introduce the prospect to our client for that campaign another final mistake is not confirming the receipt of the invite or email so we always want to double check with the prospect on the initial channel that we connected with them on and just make sure that

they received the proper materials that they got it to the right email and that they can confirm that time works for them all right so those are some common mistakes to avoid when it comes to lead conversion and so i hope this was valuable and i hope you're ready to book some more appointments all right so thank

you and i'll see you in the next training