How to set the maximum number of qualified demonstrations

Modified on Tue, 24 Oct, 2023 at 2:18 PM

First and foremost, you want to waste as little time as possible on the phone with people for whom there is no fit for the demonstration. I have provided you the advanced script which qualifies people very quickly about their ability to invest in their business in the first 60 seconds, you can rule some people out and end the call.

The faster you can rule people out, the more people you can talk to who are a fit for the demonstration.

I think many appointment setters do just the opposite. They are trying to make people fit when they don’t fit. The solution to earn more is to quickly identify the people who don’t fit, end the call, and have more calls per hour with people who do fit.

Ruling people out quickly means:

if you find they are argumentative or have difficulty giving you straight answers to your questions or otherwise are not easy to talk with, end the call. These are the people who even when they do set demonstrations, are no-shows or cancel.

If you hear a TV in the background or children in the background end the call as this is not a professional (they may have a professional license but they’re not a professional if they’re not at work in the middle of the day).

If they start presenting conditions “I would be interested only if (they state their conditions).”

When you ask “what are your top two products and services,” and they do not immediately answer with at least one product or service on our list, end the call. This is a simple question and it should not require you to probe or get more information. If you ask “what are your top two products and services,” and he says, “I sell final expense insurance,” end the call as there is no fit (the advanced script has you asking this question in the first 60 seconds).

I am recommending a way of dealing with these professionals that may be counterintuitive. I am suggesting you try and rule them out, rather than make them fit. That way, you have more contacts per hour.

In other words, you should not be emailing me questions about a particular advisor or agent situation and asking me if they fit or if we can make them fit for a demonstration. If you need to ask, then they don’t fit. The people who fit are those that can answer your questions simply, can give you simple yes or no, and are easy to speak with. There is at least one of these people you encounter every hour if you avoid wasting time with the others (in reality, some hours maybe you do not find someone and the next hour you find 2).

A short story:

When I was a financial advisor, I was in an office with 20 other financial advisors. My revenue alone accounted for 23% of the office revenue. How did I do it? When I encountered potential clients, I decided in the first five minutes if this was somebody who was a fit for me as a new client. If not, I quickly ended the call or the meeting. That left me more time in my week to spend time with people who were a good fit. The other advisors in the office were always trying to make somebody fit and thereby wasting their time with lots of phone calls and meetings that were just a waste of time.