Don't settle. Qualify!
When setting appointments, you don't want to be so excited that someone finally said "Yes" that you settle. You're not desperate, you're just a little needy.
Setting appointments with prospective customers is your bread and butter. If you can just get in front of a willing listener you know the chances are very high that you can benefit their business and therefore win it. BUT - you must be careful not to sell yourself short by wasting your time with those who don't mind wasting yours.
So, what do you do? You qualify! Here's how:
After you set the appointment, if you haven't already got this information in your conversation try this: "I appreciate your willingness to meet with me tomorrow. In order to be the best prepared when we meet, can I ask you a couple of questions about your current service?" Then ask: "How many lines do you have? Who is your provider? Are you currently in a contract?"
The answers to these 3 questions and their willingness to give you this information will greatly help you know if this a qualified appointment - one worth investing your time into.
One last question should be: "Will you have a copy of your most recent phone bill so we can understand exactly what services you're being billed for?" Again how they respond to this will help you know if this appointment is worth your time.
Qualify! Don't be so desperate you take any and every appointment.
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