“Half of my sales are based on somebody forgetting, but I showed up when they're gonna be there anyways.” - Mike Morris

Introduction

I thought I'd do a quick framework on how I schedule an appointment. It doesn't seem like it's complicated, but here's the thing that I run into: I'm trying to get an appointment with somebody and the problem is that they frequently forget. So what I do is I try to frame it in a fashion where I have the greatest possibility of success.

Discovery

I always just ask him. I do kind of a “discovery” and I say, "Okay, hey, which days are most convenient for you?" The big question I’m getting at is, "When is your butt definitely going to be here?" Like, if I showed up at this time, whether you forget or not, I just want to know for a fact that you're absolutely here.

Then they give me these dates right here. Then what I do is, I come over here and I'm like, “Okay, so both you and your husband,” or “You and your wife will be there?”

I'll confirm by asking questions like: Is this a good time for both of you? Does this work with your schedule? Do you want to check with your wife? Let's make sure that this lines up. So I do this verification that it really works with both of them.

Book Appointment

After I do that, then I just tie it down. Basically, right here, I'm not really trying to nail one day. I'm just trying to find the most convenient days because maybe the convenient days for them don't work for me.

I'm trying to find convenient days where it would work for them and then it would work for me. I'm like, "Okay, will everybody be here?" Then, depending on how this played out, I usually say, "Okay, would this day at this time or this day at this time work better?" as I try to tie it down. 

Option Close

It's kind of a trial close on how I go about doing it, but in case you were wondering how I get it, that's how I do it. Ideally, what I want is to look at my calendar and say exactly, “This is when I want to do it, does that work for you?” and then they're like, “Yeah.” But then things pop up and you show up and there's nobody there.

Half of my sales are based on somebody forgetting but I showed up when they're gonna be there anyways. Because I'm there, they're like, “Okay, well,  just come on in.” Okay, cool. Then we go through and we close it..

Conclusion

You pretty much have to hit all three because I literally ask these questions every time, like, “Will you and your wife be here? Yeah? Is this what works for your calendar? Okay, cool.” Then I'll put it down. What happens is that when I do it this way is that it kind of creates some importance in their mind so that they don't blow me off.

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Case Studies

Isaac Reid

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