We meet with potential clients all the time. Sometimes face-to-face, more recently it tends to be online through online meeting software like Zoom.
We meet with people because we are in the relationship industry. We want to work out if the client is right for us and also if we are the right fit for the client.
Meetings are the heart of our sales process. It’s how we convert brand new leads into paying clients.
Without a system, this process can be a bit chaotic.
Your system will help you to position yourself as the expert and attract the right sort of people – the sort of people you want as your clients.
With a great appointment generation system set up in your firm, you will start to meet with better quality clients.
If you build into your system a pre-qualification process, you will also avoid wasting time on bad clients, tyre-kickers and PITA clients that are just not right for your business and will never appreciate your value.
Those people are a drain on your time. Your time is precious – you shouldn’t be wasting it meeting with people that aren’t right.
With a system in place, you will completely avoid these bad clients and use your time more efficiently to meet with the clients that are more suitable for your business.
There are 4 pages required for your appointment generation system…
A landing page is a single web page (it can be part of your website or stand separate to it).
This is the first page of your system. It’s the first page your leads visit.
This page should explain:
If the person viewing your page likes what they see and they fit the description of your ideal client, they will click the button to book an appointment with you.
However, they can’t simply book straight away. They are instead taken through to your second page…
If people are interested in booking an appointment with you, they can apply for that meeting by completing a short questionnaire or form.
This is your pre-qualification process.
The application process makes your business seem unique and elite, and if the client takes the time to fill out an application form it shows they are committed to working with you.
You can review the responses they give and decide for yourself whether it is worth your time to have a meeting with that client.
Once they have submitted their form, and whilst you are reviewing their responses, they will be taken through to your third page…
On this page, you can thank the potential client for completing the application and tell them what will happen next.
This page explains how you will be reviewing the responses and determining how suitable you are for each other, whether you can genuinely help them, and whether you would like to meet with them. If so, you will be sending a confirmation email to let them book their appointment.
If not, you will send them an email explaining why you aren’t right for each other. This saves you wasting time meeting with them.
If you do decide to work with them, you will send them through to your fourth and final page…
On this page, the lead can now book their appointment with you.
There are lots of great automatic scheduling apps that you can use and embed on this page to allow them to book a slot directly into your calendar.
This is the system.
I suggest your first meeting is a short online meeting.
The primary purpose of an initial meeting with a potential client is simply to see if you are a good fit for each other. Once you have determined that, you can move on through the process and book a longer meeting, or a physical meeting.
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Wishing you every success on your pricing journey
Chartered Accountant, Public Speaker and Author of Amazon No.1 Best Seller “Effective Pricing for Accountants”
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