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What do they do if somebody asks about another program? They let them know that thestrategist is the one that will go over this stuff in the strategy session. Theydon t go into details or pitch other programs or try to make the sale. Leave thisall to the strategist. Their main goal is just to make the appointment.
What do they think are some of the biggest things that many schedulers are doingwrong? 1. The Scheduler is not direct. They don t give exact times for appointments. 2. They are shy on the phone. Remember this is not a cold call. 3. They aren t organized. They have to follow up and confirm with an email afterthey end the call. Make sure to give the appropriate time zones. 4. They are not personable. They have to be able to pick up the phone and talk toanybody.
How do we make sure that people do appear for the phone consultation session? 1. Confirm dates and times on the phone verbally as well as send them an email. 2. Keep appointments scheduled no more than 2-3 days in advance. If it is later,give them a call to remind them.
What happens if somebody says they can t make the 2-3 time options they give them?Ask them a time that fits in their schedule. Should that opening be available thenthey schedule it and give it to them.
Tip: They may have to call them back in the future (in a couple weeks) to set up anappointment if they don t know their schedule or want to put off the appointment.
What is the relationship between the Scheduler and the Sales Person? You ll find that most sales people can handle 5-6 appointments per day. They take45-60 minutes for each appointment. Also give the sales person a little time to runover such as 5-30 minutes. This also gives them time to refresh.
Tip: If the customer thinks that you are going to sell to them at the end of thecall and just wants to go to the end of the call then they should set up anappointment with the strategist as soon as possible.
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