Schedule Phone Meetings: The single easiest and most powerful technique I know

Why is the Technique Useful?

1. Quantity: To increase your Efficiency, Productivity and Momentum

Given voicemail today, the average person has a 10-20% chance of getting hold of their audience when they just pick up the phone and try calling them.
However, if, during your last communication with them, you booked your next follow up as a phone meeting – with date and time – your odds of getting hold of them increase to 70%-80%.
That is a 400-500% increase in your productivity and ability to get hold of our audience.

2. Quality: To increase the Effectiveness and Conversation Quality

Even when you get hold of a customer playing the typical phone chase, they are logically working on something else at that time and were not anticipating your call that second. So, they are less likely to give you their full undivided attention – which results in a quicker, less productive, lower quality conversation. However, when someone has scheduled a time for you, they mentality re- focus to the planned phone meeting with you so the quality of your discussion goes up.

3. Other Benefits

How does it work?

It’s so simple. Here are some examples.

Are there any situations where I should not use this technique?

The simple answer is ‘no’! Even if your customer calls you at 10 am and you tell them you will call them back that same morning, you will have a 400%-500% higher chance of getting hold of them if you book that call firm for 11:15 am then if you just try to call them when you have a chance.

Some Tips when Using this Approach

© 2016 by Darren Rabie. Co-Founder and President of Focus America, Darren Rabie is also a passionate speaker, writer and jokester, having enjoyed speaking at over 350 events, trade shows, associations & CEO groups throughout North America…with topics including “How to Turn Leads into Sales”, “Manufacturing a Sale”, and “The Science of Selling”. Daren has helped hundreds of owner-operated B2B companies make the transition to a structured, scalable and accountable sales organization. For more information, visit www.focus-america.com or contact Darren directly via email at drabie@focus-america.com