Mark Ottobre shares a sales tactic that boosts lead-to-appointment conversion: congratulate the prospect, call them an "action-taker," then ask them to book immediately. The psychological framing creates momentum that makes prospects more likely to say yes.
He said, the leads to appointments have dropped off a bit. And I said, well, what were you doing that was working then versus now? And we went through and I said, I think I know. Remember over in Christmas how we had the same problem? I remember what you did. You congratulated them and said, you seem like an action taker, someone who really wants to get results. And then they of course would then say, yeah, yeah, that's right. Awesome. Well, let's not delay. Let's book you in as fast as we can to make sure we can get you on the path and see how we can help you. So those things, I know they might seem really insignificant, but In terms of the process of getting them to action right away, if I use that and say that on the call, I've already cast them as someone who takes action immediately. That little thing that we've implemented has actually really helped improve our leads to appointments.
