Dylan VergaraFounder, The Serial Sales Community · Founder, TSSC

The BOOKING WINDOW is CRUCIAL to Succeed in Sales! #shorts

21 Nov 2022 · 1 min

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In this short sales advisory video, Dylan Vergara emphasizes the critical role of the "booking window"—the period between a prospect scheduling an initial sales call and the actual call. He explains that this window is a prime chance to convert an ice‑cold lead into a much warmer one (around a 7/10 rating). To achieve this, he recommends keeping the interval short—no more than 2 to 3 days—and contacting the prospect 2 to 4 times via email, phone, or text within that period. During these touches, sharing assets such as case studies, testimonials, mini demos, personalized videos, and brief reminders helps warm the lead. Additionally, providing vital decision‑making information before the call can shorten the conversation and increase the likelihood of closing the sale.

Chapters

The window between when somebody books the initial sales call and when you actually get on that sales call, the booking window is crucial to the success that you'll have in sales. This is a perfect opportunity to turn an ice cold lead into a warmer lead, a 7 out of 10. And if they're not getting warmer during this time, they're getting colder. Case studies, testimonials, mini demos, personalized video, brief reminders, all that stuff, it'll help. Now, the ideal space that you want between when somebody books and when you take the call is max 2 to 3 days. If you can touch the prospect via email, call, text message 2 to 4 times in that type of window, you'll be good. Not only this, but if you can send them vital information that'll help them better make their decision quicker, then your calls are going to be shorter and you're probably going to start closing more people.