We’ve all been there. On the other end of the phone, “dialing for dollars”. Either manually, dialing by hand for hours at a time. Or, stuck to the other end of a one, two, or three-line dialer — just hoping someone will pickup the phone. Begging lady luck to smile upon us and let someone — anyone — answer the phone. But, what if I told you that there was a few secrets to converting phone appointments?
Getting into the Mindset of Your Lead: The Prescreen
What do you normally do when someone calls you from a phone number that you don’t recognize? Do you pick it up, eagerly anticipating the phone call? Or, do you do what most people do, including the leads that you’re trying to get in touch with, and screen your calls? Do you let your voicemail do all the dirty work of figuring out who the caller is?
That’s exactly what you’re leads are doing.
When you call someone, especially when cold calling, and they’re not expecting your call — you’re going to be hard pressed to get them to pick up their phone on the first call. That’s why most professional Inside Sales Agents will use a series of local phone numbers to contact the leads, instead of using out-of-town, or out-of-state numbers that scream “telemarketer”!
Increasing Your Contact Rate With The Double-Dial
You’d be amazed at how well this strategy actually works. In our studies with our ISA’s, calling for agents all over the country, on average, we’ve been able to see a lift of 26% just by using this one strategy: the double-dial.
The Double-Dial works like this…
- Call your lead like normal. Let the phone ring as many times as it takes to get to the voicemail.
- Once the voicemail greeting picks up — HANG UP THE PHONE. Do NOT leave a voicemail.
- Dial the number again, and let the phone ring until voicemail, or until the lead answers the phone.
- If you get voicemail the second time, leave a 10-15 second message.
- Follow-up on the message with a text (maybe even a video text message) right after you hang up.
So… what’s going on here? Let’s unpack this tactic. The first step is to call and let the phone ring until the voicemail picks up — but not to leave a message. For some folks that’s a little counter intuitive, and believe me, I understand where you’re coming from!
But the psychology behind this tactic is simple.
If you are going about your normal, every day life, and you get a phone call from a number that you don’t recognize… nine times out of ten you’re just going to ignore the call and wait for them to leave a message. To make it even more simple, I’ll put it this way… your leads are pre-screening your call! And, if you leave a voicemail, you’re playing right into the typical “salesperson trap”.
So we don’t leave a message.
Instead, we hang up, and call them right back… creating a sense of urgency.
Now… what’s your lead possibly thinking?
- Is this the same number that just called me?
- Do I know anyone with this number?
- Do I know anyone in this city?
- Could it be someone that I know?
- Is there an emergency?
- I need to pick up the phone…
… and so they do! By combining the Double-Dial with the Easiest Way To Set 10 Appointments a month, you’ll soon be a force to be reckoned with in your market!
The easiest way to convert more appointments is by getting folks to pick-up their phone.
But… Getting leads to answer the phone is 1 part science, to 2 parts art. You can have the formula, but if you’re not passionate about the art, setting appointments, getting leads to answer, and making progress selling on the phone is going to be stressful and, in the end, overwhelming.
That’s why, if you’re looking to grow and scale your business, or you just want to increase the results you’re currently getting, we recommend you hire an Inside Sales Agent.
If You’re Ready To Take Your Business To The Next Level with an new or existing ISA, we can help. At Appointments Today, we offer ISA coaching to help you and your ISA add more value to your prospects and ultimately increase your conversion rates.
If you’d like to learn more about our ISA hiring/coaching and if it’s a fit for your business, you can schedule a free consultation by clicking the link below.