Do you confirm local appointments?
I really want to know whether or not you do and get a consensus on what others think! I will tally your responses and let you know the results. A little background first:
When in corporate sales, I found that when I called my contacts at large companies to confirm an appointment, even if I were treating them to lunch, a large percentage of the time an excuse would be made as to why they needed to postpone. Therefore, I stopped confirming appointments and 99% were kept. My motto became, “Do not confirm.”
As an entrepreneur, when I need to travel a distance by car, I always confirm because I do not want to take the chance of wasting my time. However, when the intended appointment is fairly local, once again, I do not confirm these appointments. Recently, though, two intended meetings were confirmed by the other parties, hence the reason for my question. I wonder if I should change my mindset on this subject?
The important thing to pick up from this is to be attuned to the people with whom you are meeting. If it appears they prefer a confirmation, then next time by all means, you be the one to confirm. This is the simplest step for business development.
The more commonality you can find, the stronger will be your relationship with your prospect. As you get to know each other over time, the prospect will become your client helping you to close more sales.
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