Getting the appointment is half the battle and an unconfirmed appointment is 50 percent less likely to show up. Therefore, you’re not helping the cause if you set appointments one day or especially several days in advance and then neglect to ensure they are committed, have good directions and are aware that they can bring a guest along for the ride. I recommend up to three calls, or until contact is made. Try call times like 9 a.m., 11 a.m., or 4 p.m. for later afternoon appointments. It’s unnecessary to leave a message every time, except on the first attempt. Be sure to document calls in a system, or on an appointment tracking sheet (this is very important). The more people who come in, the more people you can sell, and that is always a good thing.
Frank Emanuel
Fitness Marketing Contributor
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Rachel Zabonick-Chonko is the editor-in-chief of Club Solutions Magazine. She can be reached at rachel@peakemedia.com.
