How To Cut Down On Sales Lead Appointment Cancellations?
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Sell the idea that we should all have a financial plan. Donald Trump says, “We don’t have a money problem in America, we have a thinking and prioritizing problem.”
You have a service to help people find a job. Doesn’t it just make sense that they go into a new job with a strategy for financial success? I (like everybody) know people who make a lot of money and are totally financially stressed. I also know people who make a very average income and have accumulated a great amount of wealth. What’s the difference? Ask that question to your prospects and then ask them which category they would like to be in, and how they expect to make it happen.
Very few people will just “figure it out” on their own. And those who do will waste a lot of time and make a lot of mistakes along the way. With some proper guidance (i.e. your financial planner) a person can set themselves up to achieve some very significant goals.
You can train the appointment setters to identify leads that are strong. You can offer a nice gift, such as a briefcase or portfolio, even a gift certificate for a restaurant in appreciation for their time. Always call to confirm the day of the appointment and tell them enough of your presentation to entice them, but leave the rest for the actual appointment. I hope this helps.
Do you tell them everything that you just mentioned in your question? If your business is honest, then honesty is the best policy. If you explain all that, then ask if they sincerely agree.
Understand that most people in our emasculated society are scared of their own shadows, and are afraid someone is going to sell them a vacuum cleaner. Most people know they’re suckers who can’t say “no” when they mean no. That’s the basis you’re starting from. Now figure a way to work with it.
Don’t oversell your service or offer gimicky gifts and crap either. It diminishes the legitimate value of the service you provide. If what you offer is valuable and beneficial, sell the concept. Don’t try to give them a booby prize for doing you a favor and wasting your time.
Sounds like you may be going after the wrong market. Financial planners want to talk to people with money (you said the services cost several thousand dollars). People looking for jobs don’t always meet that criteria.
What country are you in? Here in the USA there are many agencies that help people with their job search for free. Maybe people are realizing after they agree to the financial planning appointment that they can get the same thing elsewhere without having to sit through the planning meeting?