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Everyone gets contacts one way or another. Some through sporadic word of mouth, some through trade show connections, some by investing on Meta and Google for lead generation.
The point is, we all deal with contacts.
In this module, we'll cover what to do, step by step, to:
The process below is the result of experiments and tests conducted while I worked in the marketing department of a company doing 60M in revenue. I've adapted and simplified it for smaller businesses too.
The main problem during the sale is us. Our biases, doubts, and insecurities hold us back right when we need to ask uncomfortable questions like "What's your budget?".
But we'll discover that by changing the words we use, we can ask these questions without feeling awkward.
This is where we can make the difference. The first call is often neglected, but this is where we give our first impression, build connection, and prepare the lead for conversion.
We have two goals: surface problems and needs, and convey the importance of the appointment we'll schedule.
The same objections keep coming up during calls. We'll see how to handle them.
We'll cover what to do to prevent the client from canceling, and how to use words to keep their attention high.
The good news is that learning how to book an appointment is easy. The hard part is doing it with mastery.
But going from "no process" to "rough process" will already bring a significant increase in sales and revenue in the short term.
As soon as we receive the data, we make the first call. The sooner we do it, the higher our chances of booking an appointment.
If you manage to call within 5 minutes, you'll often hear: "I didn't expect you to call so fast!"
Client answers: proceed with the flow.
Client doesn't answer: note the attempt and call the next day at a different time slot.
Best B2C time slots: lunch break (12-2:30 PM) and after work (5-7:30 PM).
Client answers: proceed with the flow.
Client doesn't answer: move to WhatsApp contact.
Call centers. Unsolicited calls. Unknown numbers. How many calls have you declined out of fear of answering? Your potential client feels the same way.
A WhatsApp message is a polite way to signal to the client that we're interested in their request.
First message
"Hi [Name], I'm [Your Name] from [company name]! I saw you contacted us about [Problem/Need] but we haven't been able to speak yet. I imagine it's a busy time! I just wanted to make sure you got the info you needed. If you let me know your availability for tomorrow (morning or afternoon?), we'll have a quick chat so I can clear up any doubts."
After 24 hours with no response
"Hi [Name], I've tried to reach you a couple of times about your request for [Product/Service] but no luck. I don't want to bother you further if you're no longer interested. But if you still need us, just write me a time when I can call without interrupting your work."
Call via WhatsApp: people don't trust unknown numbers.
Ask your marketing team to send an intro video after leads submit their details.
Call within the first 10 minutes. At inconvenient times, set up an AI automation that books the appointment for you via WhatsApp.
Book a free 30-minute call. Let's analyze your situation together and see if I can help.
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