One of the hardest things to do is to book enough appointments with qualified prospects.
On the flip side, one of the easiest ways to turn more of your booked appointments into clients is to build in more touchpoints- more contacts- before the sales call.
What if you could improve just ONE thing in your sales process?
Get better at helping your prospects make a buying decision.
This ONE simple and easy thing that could double your business.
Lets keep the numbers simple.
Your efforts- cold calling, email outreach, referrals, social media content, networking- typically results in 10 sales calls a week.
10% of these initial sales calls turn into clients.
But what if you could turn that 10% into 20%?
You’ve just doubled your business- without any additional prospecting efforts or time.
So how do you make this happen?
One of the easiest ways to turn more calls into clients is to increase the number of touchpoints between the time the call is scheduled and when actually happens.
Keep this in mind:
✅FREQUENCY creates FAMILIARITY.
✅ Familiarity builds CREDIBILITY.
✅ Credibility increases TRUST.
✅ More TRUST = More SALES!
Here are 7-touchpoint, “from schedule to show up” follow-up ideas when the call is booked three days out or even more.
(Obviously, if you have just one or two days or even a same-day call, you’d send just two or three of those messages.)
Yes, you can deliver these with automated emails, but test using text or LinkedIn DMs to make it more personalized.
Touchpoint ONE
Send right after the call is booked.
“Yes… I’m excited and look forward to our call on (date) at (time).
Here’s my phone#/Zoom link.”
Touchpoint TWO
Send shortly after booking the call.
Record and send a quick, 1-minute personalized video.
This is power-packed and fast relationship-building tool!
Touchpoint THREE
Send at the end of the same day.
“Hey. When you have a quick minute, let me know what are the top two or three things you want us to make sure to cover on this call. This way I can start thinking about it in advance and we’ll make the most of our time.”
NOTE: This message is pure gold to spark anticipation and buy-in for the upcoming call.
Touchpoint FOUR
Send the next day.
“Since you mentioned [topic they mentioned in Touchpoint Three response, or topic from initial outreach], I thought you might enjoy reading/watching this before our call. [insert link to a valuable piece of content].”
That content could be a social media post, a YouTube video, or something on your website. I personally like LinkedIn posts that have great content and great engagement – it just creates more social proof, so bonus points for you.
Touchpoint FIVE
Send one day later.
“I thought of our upcoming call and remembered a conversation I had with one of my clients. You may find it interesting. [insert a link to a case study video]”
(You do have those, right?)
Touchpoint SIX
Send the evening before the call.
“Hey. Confirming we’re still on tomorrow at [time]. I’m looking forward to it.”
Touchpoint SEVEN
Send the morning of the call.
“Again, here’s my phone#/zoom-link. See you at [time]. Fired up about it!”
Four of these messages are just simple reminders. Very easy to do. Start with that.
Then, as quickly as you can, start adding messages with questions (assume the role of an advisor), then add value (professional advice), and finally create proof (case studies.)