How to manufacture two sales out of a No-Show Appointment

I admit I’m not as dedicated to this strategy as I should be but every time I do it I make money.

Here’s the situation.

You have an appointment at a home and your Prospect is not at home when you arrive.  The reason your prospect is not at home doesn’t matter. 

Now, if you’re like most people you get a little annoyed and start thinking up all the ways you can punish your prospect for missing the appointment.

Before you get all upset try this strategy and shake it off.  Literally, shake it off and take a moment to gather your thoughts and think about what you could do to turn the situation around.

If you’re a baseball fan you’ve probably heard the term, “manufactured run”.

If you aren’t into sports the strategy is simple.  A baseball runner is on third base and the batter screws up and doesn’t advance him home.  But, instead of the baseball runner getting all upset he decides to do something about it to manufacture a run.

Perhaps he steals home?  Maybe he has a large lead off the base and a wild pitch gives him the opportunity to steal home?

The bottom line is you the Pre-Need Seller can do something to make something happen.  Perhaps you call on a Prospect for an immediate appointment?  Perhaps you door-knock the block?  Maybe you drop in on a Prospect or two that‘s never home?  Drop a deed to a home?  Do an on the spot follow-up from a previous at-need?

The next time your appointment is a “no show” do something to create an opportunity for a sale.

Recently I arrived on time to an appointment only to discover that my Prospect was not home.  I thought for a moment and decided to door-knock the neighborhood.  The results?  I got into a home, made a sale, and went back to my car and knocked on the original door of my appointment.

Much to my surprise they were home and I apologized for being late.  My Prospect had forgotten the original time and we met and I got the sale.

I manufactured a sale and still got into the home of my original appointment. 

I think most of us would have blown it off and gone back to the office or headed home.  That would have been a mistake.  Instead I picked up two sales for the price of a blown appointment.

The next time you have a cancellation or no show think about what you can do to manufacture a sale.

Happy Selling!

David…

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