You have employed Schedulers. They set up the appointments for the phone consultations of the sales people. Everything is running smoothly, but you are not getting enough appointments booked each week. How can you motivate your Schedulers to increase the number of phone consultations they book each week?

One option is to put on a board, that is visible to everybody in the office, the number of appointments they schedule each day. Set goals and make them accountable by placing these on a board. The goal is to schedule 60 appointments a week.

Also remind Schedulers that the more the scheduler books the more money they will make. This is a huge incentive especially if the sales person sells high ticket items. Depending on your commission structure, the Scheduler could make 1% of the sales on the call which can add up quickly.

Remind Schedulers that the better quality person they schedule an appointment with, the more money they will make. This means that they want to schedule appointments with people that are eager and not try to schedule appointments with people who desperately don’t want a phone consultation.

Many Internet markets get on the phone with their customers for every single product that they sell. Why? There is always an upgrade you can sell to them. There are ways to always make more money.

So now you have your Schedulers motivated and booking more appointments. What should they focus on before booking the session to make it even easier to book more appointments? Explain that you want to be very brief with the person on the phone. Introduce yourself and remind them of what they bought. For example, the Scheduler can say “As you probably know one of your free bonuses was a free consultation with the product you purchased…” Have a script that they can refer to and read from.

Give customers only 2-3 options for scheduling. If you don’t they will tend to go around the point and you may not get your session booked.

Don’t go into a lot of details about what the strategy session is going be about. Just be brief and say that you are going to set up a free strategy session to help their online business.

Basically, Schedulers should strive to get on the phone, get off the phone and get the appointment set as quickly as possible.

Warmest regards,

Matt Bacak

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