We’ve all probably heard that sales is a numbers game where for every 10 person you call, 3 will agree to an appointment and 1 will actually show up.
Without going into the online marketing and other prospecting methods, you’ll discover that for this process to work well, there are 2 critical areas at work here.
The first is the 1 person who does show up, how can we increase the value of our interaction and lead to either a sale or an opportunity for potential business?
The second is at the point of the conversation where we’re convincing the person on the other end of the line to come down for the appointment.
Based on my own experience, many a times over the phone, the other party has a number of questions on their mind. And not surprisingly, these questions are similar to the questions which John had to answer as well.
Whichever way the appointment went, with an effective online presence, you’re offering your customers and prospect a digital touch point they can continue to interact with you.
And for your prospect, a professional website will allow them to learn more about yourself and your services, giving them time to decide to engage your services. Naturally with some level of carefully crafted copy, we can encourage them to take action even faster, but more on that in a separate book.
