5 Step Process To Book Appointments Over The Phone - Cold Calling Booking Flow

[Music] alrighty what's going on guys it's josh pocock here founder of executive stride and today's video i am going to make it quick i'm just going to go over a uh an appointment booking flow uh chart that i have in front of me now this chart may be different depending on your specific offer this is the exact one we actually built for our client so depending on your offer you may have one step less um i actually it would depend it

Would depend or it could be you know exactly how it is here so um let's get right into it let's go over the five steps to book appointments for uh when you're doing cold calling now this could be completely cool calling or it could be sort of warm uh warm calling where they already may have opted in or booked a or bought a product like a book or whatever a small ticket product and and someone like an sdr a sales development

Rep or a growth specialist is giving them a call to essentially um upsell them or get them onto a a strategy strategy session or a call a sales call to sell them to your one of your higher ticket packages um okay now typically i wouldn't recommend cold calling just to be your sole prospecting method because it's very manual now now what i would recommend is either hiring sdrs sales development reps or growth consultants whatever you want to call them growth specialists

To actually do other outbound prospecting methods as well as call call cold leads or call medium warm leads and book them in and this could be a similar strategy that you use for to train them all right we use this strategy um in our company to do that as well as uh this particular diagram was actually built when we were helping a client set up a call center um of of you know remote a remote call center we hired um the

People in the call center vetted them as well as trained them up and got them to do high volumes of calls outbound calls completely cold and this was the system that we taught them and it was yeah it works so let's get right into it i'm going to go over it and we typically we have like cold calling scripts and templates and whatnot but i'm just going to go over the framework in this video so there's five steps first step is

Start introduction set the pace and get control so this is pretty standard when you're doing any sort of call whether it be a cold call a sales call you want to start the introduction kind of set the pace take the lead and get control of the call all right now at this point if it's a cool call or whatever the case may be you may get some sort of objection or question just like you could at any single step and you'll

See um you'll notice with this framework it's pretty standard within the fact that anytime you get an objection or question you have your sheet ready of course with pre-answered questions and faqs but obviously once you answer that you're going to want to loop straight back and then go and then proceed on down the line to step two three four whatever the case may be this obviously is you know right in line with taking the lead you're leading you're the leader you're

Leading the you're the leader you're the professional you are um answering the question in a professional manner and then leading them down the line uh you know that's really what it is all right down the straight line so step two is qualifying questions so i could start off saying you know introducing myself the company whatever that may reason be kind of set the tone set the the pace let them know why we're calling you know maybe say a a uh what

Do you call it a basically like a time um a time restraint so oh just it will just be a couple quick moments you sometimes depending on your offer what the case may be you may ask permission to uh just quickly ask a few quick questions to see if it would qualify or to see if it would whatever so if you're selling like leads or legion you could um have something about you know say if you're guaranteeing leads you do accident

Like you're okay we do this and we guarantee x amount of leads in this amount of days for whatever the niche is i just have to ask you a few quick qualifying questions to see if um if you would be able to take on these leads or you could lead with a question to to uh to get into the qualifying questions or the questions to see you know where they're currently at where they want to be you're kind of getting the

Discovery questions out of the way and into like your crm or whatever for either yourself on the sales call or the sales rep to close them or if you have a middle call like a tree edge call before that like if you're doing three a cold call discover disco call and then sales call but uh anyways so you uh could ask them a question basically something that's so so uh obvious that they're gonna say yes to so say if you're selling

Leads you give them introduction your company whatever you tell them you know what it is you guys do etc and then you ask them something like uh could your business or could you where you're currently at handle or take on an extra you know 20 leads a month into your calendar pack qualified leads obviously they're going to want to say they're going to say yes i mean ideally unless they kind of see what you're doing and they're like no no no

Then you could obviously objection handle and loop back and be like i completely understand boom boom boom and then uh get into the questions but um that is like a kind of a mini clothes where they're pretty much going to say yes and then it allows you to just get right into okay perfect let me just ask you a few a few other quick questions um you know where are you currently at where do you want to go blah blah whatever

So typically the qualifying questions especially on this call they won't you're not going to get to you may not you're probably not going to get too um you know deep with these especially since you're calling them on a whim out of the blue in the cold you're getting the the bullet point questions uh to hand over to the for your team to hand over to whoever the closer is or whatever for the next call all right so they can see okay

This is where they're at and then they can go over those um at the start and dive deeper into those questions but anyway so that's step two qualifying questions um as well like i said if they have any objections or whatever a loop and then bring them back either to that same point or to the next point step three is let them know they pre-qualify so this was specific to this offer all right it's like you pre oh you qualify per

Or you pre-qualify before they actually um before the actual sales representative does the actual presentation with them they pre-qualify we just need to see if you have a uh have a professional you know uh do a call with you and see if you actually qualify now that's not going to be uh just a sen maybe that may not be the the exact way um the exact you know language and whatever that you have with your offer but uh this is kind

Of like the bridge to booking the uh call with them so it could you could say something like basically let them know that it sound like it would potentially be a good fit so oh great perfect thank you for answering those questions john it sounds like you uh actually would be probably a really good fit for um this offer this or sorry for this program for this you know leads program or for us getting you these leads um i just need

To book you in or i just need to we do have a few lead specialists available um this week between you know monday and wednesday at 2 p.m or 2 p.m or 4 p.m so i like to kind of do the timing like that so i'm saying we do have a few this week available so it's kind of like okay they're available this week so it's kind of putting a urgent not urgent but it's like making it so they're not just

Like oh okay next week or like two weeks down the line and they forget about it i want to book them in anytime you're doing some sort of outbound prospecting or booking you want to book them in as soon as possible right when they're hot so they don't forget prospects are on uh bombarded by your competitors and everything so many times a day um that you want to get them in as soon as possible so that they don't forget you want

To get them in your crm and your nurturing sequences um in your calendar so so you can move them along the process all right you're leading all right you hold the burden of the conversation and at the start when you're doing something like this so anyways you and also too you're giving them a lot of different options so i say something like monday and wednesday between this time and this time so they can either pick monday or wednesday and they could

Also pick uh 2 p.m or 3 p.m eastern or standard if you whatever you want to say for the time zone um so i'm giving them like four or four different options and variations obviously if they say they're not available at any of those times you could say maybe one or two more or you could ask them okay no worries let me know in your or what what's your availability look like and typically you want to have your calendar uh or

Your sales development rep wants to have your company uh calendar or availability or sales reps of availability pulled up so they can see what time slots obviously you guys have available and then you uh book an appointment assume the sale so you're always assuming like i showed you you're the one booking the man after you ask them the qualifying questions let them know hey you guys would be a perfect fit you don't just kind of sit there and wait for them

To book themselves in you're the one leading like i said so say they say okay perfect monday at 3 p.m works you say awesome john thanks uh thanks for that i'm going to book you in right now you're booking them basically recapping and assuming the clothes so once they book in you're you say okay you're booking them and you're filling them out blah blah blah if you have to answer any more questions at the time you're booking them in like what's

Your okay perfect what's your now you could also uh when you're assuming the sale you could say something like awesome i just have to uh in order to get you these leads or whatever i just have to set a time with one of our growth specialists or one of our lead gen specialists from the team our lead gen experts who will actually take a look at your business and be able to see if uh if you would call if you know

Whatever whatever you're saying however your script goes i just need to see uh set something up um what's uh and then you could say what's the best email like you could get a piece of contact so you could like you could the first question you could ask is something to get a piece of contact details from them like what's your best email or whatever and then once you start getting their information then you ask uh okay perfect i see we have

Sometimes at this x or x um you do that the whole time thing there so there's like more mini closes before them so you could do it that way as well uh always keep in mind the more people say yes they're more likely to say yes again it's getting them in that yes uh habit all right that yes that yes frame they're like yes yes yes you're asking for these many closes and they're more likely to agree to a bigger thing

Right so when i train sales guys or explain sales to clients whatever we always say it's a lot easier to act to sell you know a a small five dollar ebook um to a cool prospect than to sell something that's like it's that's like cr like crazy high now that's not always the case now some people because some people actually think oh i can't sell high ticket because it's so much money typically the actual uh actually the way i set it

There because the price doesn't matter it's all about what the promised transformation and the offer is so price doesn't really matter it really depends on your offer it could actually be easier selling like something is really really solid a really crazy solid offer that's like high ticket but the main the main thing i was trying to say is it's a lot easier to get someone to commit to something that is a smaller ask and then get them to commit to something

That's a bigger ask right so um and like you could do that you could stack those up to get them to commit to this then they commit to this and commit to this instead of just asking them to commit to the big thing right away that's why you see so many uh different things like upsells and etc etc because that that i mean that's how it is um all right so boom so book appointment as soon as sale then recap and

Close so you're recapping what etc like i explained but you also want to you want to um what's the word you want to uh really hammer in the fact that their appointment is on x amount of time at this whatever the time is you want to i can't think of the word but you want to cement that right you want to cement that time you want to uh come like keep on you know assuming that they're going to be there you

Want to get them to commit even more and to kind of verbalize it um as well like yes i'm going to be there etc etc so you you want the script to be structured like all right perfect drawn amazing i got you booked in at x time at this time i just want to confirm our uh our lead gen specialists we get a lot of different you know people for this offer blah blah blah blah um so i do want to

Confirm that you can 100 make it on tuesday at 3 p.m at this time at this time just so we don't waste your time or ours is that a perfect time for you john yes yes it is okay amazing so we'll see you at tuesday at 3 p.m where our growth specialist will walk you through the offer or the program to see if it's a good fit i hope you have a great day john and we'll see you then okay yeah

Yeah yeah awesome perfect i'll see you then so you're getting them to commence agree that yes i'm going to be there yes i'm going to be there yes i'm going to be there yes i'm going to be there boom you got their emails they're all the stuff they're booked in they're automatically getting your demo show up sequence you should have a show up sequence via email text message all these things if you don't have those things uh we we have a

Few other videos on this channel going over them a bit i'll also be making some more videos going over different email sequences etc so stay on the lookout for that make sure you hit the subscribe button like button turn on the notifications for this youtube channel because we upload every single day also as well check out our links below our social platforms etc because we're always uploading consistent value that you can get for your business whether our coach consultant marketing agency

Whatever the case may be we upload crazy content that can help you grow your business or a course creator anything like that as well we do have a free facebook group and discord channel so make sure to check that out the links will be in the description or you can go to stridecommunity.com that's s-t-r-i-d-e community.com and join those free groups where you'll get a bunch of free resources as well as be able to network with like-minded individuals other than that guys

I'm josh pocock here once again founder of executive stride this was the sales appointment booking flow so you can use this framework um or alter it a bit and use a similar framework to set it up for a call center you know for your business you can use it for to train your sdrs or whatever and if you need any help with doing all that or setting up infrastructure for your business or other lead generation methods because i always say you

Shouldn't have one you should never have all your eggs in one basket um then you can uh click the link below executivestride.com forward slash quiz fill that up fill out an application and speak to my self or someone from our team to see if ah what we do could benefit you also too guys keep in mind the reason why i would never suggest like if you're the ceo to be consistently doing cold calls every day i mean you may have to

Do that maybe sometimes at the start if you're just getting started but this is really to to be done at scale all right everything outbound prospecting that involves manual work should be done at scale so you should train your sales reps to do this your your uh business developments except business development reps to do this etc but the beauty about cold calling is that it won't die you know there's a lot of other methods that people teach like linkedin automation this

Email that's that and all these things are constantly getting harder and harder and harder and harder harder because platforms don't really want you to do outbound prospecting etc they want you to pay for ads and do all this stuff they all want you to scale with multiple accounts so they're blocking certain things and all these things and trust me we still have all these crazy work arounds and all these other great prospecting methods but the beauty is cold calling as is

A thing that will always be this always be very similar always be the same um it will always work because people are always going to have uh their phone all right so if you can scale a call center it's going to be highly effective it's going to be highly uh capital efficient uh the economics will be good because um if you have a high ticket offer and it's structured a certain way you get quality reps um and you train them up

You can either structure the pay depending on if it's like virtual staff in for example like the philippines you would want to get quality english speaking ones and you have to do some good training on those and you could pay them an hourly rate plus book commission on bookings or qualified qualified leads you could pay them on booking if it's an sdr or sales of our rep you could pay them more on a commission basis typically that's what we play our

Sales reps commission only so you could do some sort of commission structure anyways but that's why cool calling is very very solid it's never going to die out just like some other methods could potentially die out so that's why it's good to at least have some sort of strategy for this and yeah this is the five step strategy that you can use in your business today so if you're going to set something up like this make sure to take action on

It asap and not slack on the information make sure to implement it into your business so you can start making money immediately alright guys josh pocock here again and i will see you guys tomorrow take care you