This Sales Hack Will Get You More Customers

Summary

• My software company scheduled over 4,000 appointments per day across various industries.
• The biggest factor influencing total sales was the number of time slots available for appointments.
• More available time slots lead to higher sales because it increases the chances of scheduling at a convenient time for the customers.
• Fewer time slots can still lead to bookings, but show rates decline if times are inconvenient.
• It's crucial to understand that customer convenience directly impacts their buying mood and receptiveness.
• Offering flexible scheduling, like Sunday afternoons when prospects are more relaxed, can improve the chances of them being in a buying mindset.

Video

How To Take Action

I would suggest implementing flexible scheduling options to increase sales. Start by offering more time slots for appointments. This could be as simple as opening up evenings and weekends. Most customers prefer booking at their convenience, and if they can’t find a suitable slot, they may not book at all.

Consider adding Sunday afternoons as available time slots when customers are likely to be more relaxed and have more free time. This can be a game-changer because a relaxed customer is often more receptive and in "buying mode."

Set up a simple online booking system if you don't already have one. Use a tool that allows customers to see available slots and book appointments anytime, reducing the back-and-forth of manual scheduling. There are many low-cost and easy-to-implement tools available, like Calendly or Acuity Scheduling.

Track your bookings and show rates to see if these changes make a difference. Adjust your available slots based on customer feedback and booking patterns. This data-driven approach ensures you're continuously optimizing for the best customer experience and sales outcomes.

Remember, it's all about making it as convenient as possible for your customers. When they find it easy to book an appointment at a time that suits them, they're more likely to show up ready to engage and buy.

Lastly, communicate these flexible scheduling options openly to your prospects. Make sure they know you offer times that can fit into their busy lives. This can set you apart from your competitors and increase your total sales.

Full Transcript

so my software company Allen scheduled 4,000 plus appointments per day across a number of different Industries and so we got to see all the way from click to close which companies were selling the most people and the single greatest lever on throughput across all companies was the number of total available time slots which means availability was the strongest predictor of total sales if you have fewer time slots people may still book with you but then show rates will drop because it's not the time that works for them ideally so so it's not just is it convenient or inconvenient it's how convenient is it if I have a a tight deadline and a hard stop and I've got something that I'm stressed about afterwards I might be able to schedule a call then but I might not be in a in the mood to buy but if I say you know what Sunday afternoon I'm free I'll have all the time in my world I'm going to have zero urgency to get off the call I'll listen to you and I'll be in a completely different Zone and that might be when I'm in receiving hands in terms of prospect brain mode for buying