Properly Setting the Appointment is the first step in creating, what you hope, is a lifetime business relationship with your new client. When this is properly done there are many benefits:
• The cautious homeowner may be assured they found a reputable company
• The “multiple-bid” homeowner may decide to stop calling around for more
• The time-sensitive homeowner may set aside more time than they otherwise would have
• All homeowners may get the important first impression that your company is different, in a good way, from others
• Your retail sales professional can have the “stage” set for them so they are given the time and attention they need
My favorite appointment-setting script: “Sure, we’ll be glad to help you. This is a big decision that impacts the entire family for many years. What our comfort advisor, Rick, will do is ask you to help him take a brief survey of your home, he’ll write down what you want to have in your new system, and he’ll be prepared to create some customized choices for you and anyone else you might want to join you. This usually takes an hour, maybe more, depending on your questions. Rick can be there either 5 PM tomorrow night or 2 PM on Wednesday, which of those might be better for you?”
Once the time is picked, then ask, “May I send you a confirming email with some information you may find interesting, and I’ll include some of Rick’s background information as well.”
Nice, non-pushy way to get someone’s email address!
Good Selling.