“Common Questions about Schedulers”

Let’s look at some common questions and situations that occur for Schedulers when they are booking phone consultation sessions. Learning about these situations can help improve the performance of your Schedulers and bring in more money for your business.

What do you do if somebody asks about another program? You let them know that the strategist is the one that will go over this stuff in the strategy session. You don’t go into details or pitch other programs or try to make the sale. Leave this all to the strategist. Your main goal is just to make the appointment.

What do you think are some of the biggest things that many schedulers are doing wrong?
1. The Scheduler is not direct. They don’t give exact times for appointments.
2. They are shy on the phone. Remember this is not a cold call.
3. They aren’t organized. You have to follow up and confirm with an email after you end the call. Make sure to give the appropriate time zones.
4. They are not personable. You have to be able to pick up the phone and talk to anybody.

How do we make sure that people do appear for the phone consultation session?
1. Confirm dates and times on the phone verbally as well as send them an email.
2. Keep appointments scheduled no more than 2-3 days in advance. If it is later, give them a call to remind them.

What happens if somebody says they can’t make the 2-3 time options you give them? Ask them a time that fits in their schedule. Should that opening be available then you schedule it and give it to them.

Tip: You may have to call them back in the future (in a couple weeks) to set up an appointment if they don’t know their schedule or want to put off the appointment.

What is the relationship between the Scheduler and the Sales Person?
You’ll find that most sales people can handle 5-6 appointments per day. They take 45-60 minutes for each appointment. Also give the sales person a little time to run over such as 5-30 minutes. This also gives them time to refresh.

Tip: If the customer thinks that you are going to sell to them at the end of the call and just wants to go to the end of the call then you should set up an appointment with the strategist as soon as possible.

Warmest regards,

Matt Bacak

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“How to Find a Scheduler”

You know that talking to your customers on the phone is a great way to up sell to them. The question is how to schedule appointments for this phone consultation. Should you have the sales person that will talk during the actual calls set up the appointments as well? The answer is no. Why not? It’s simple. When you try to set up these appointments you will hear a lot of no’s from people. These no’s tend to diminish and tire the sales person, so they won’t be at their best when they actually have a sales call. Therefore, you should hire a Scheduler to set up the appointments.

How do you find a Scheduler?
First, you need to put out an advertisement for a Scheduler. A great place to use is Craigslist.com which is free. Make sure that the ad is on the online version of the local newspaper as well. You could also try an online job board like Monster.com.

You should say the following in your ad.
“No cold calling. Responsible for scheduling appointments with quality leads daily. Must maintain daily and weekly call logs, follow up with clients. No cry babies aloud. Email or fax resume. Please no phone calls. Base + commission”

Tip: Schedulers can move around in your company and take on various roles. For example, they could act as an assistant in the future..

Tip: For sales people you should only allow a sales person to be with you for 2 weeks, if they don’t sell within these 2 weeks then let go of them or move them into a different position.

Let’s say you get a great Scheduler candidate. They must have a good, strong phone voice. They have to not be afraid to get on the phone. Hire somebody that is familiar and used to calling all day long.

Let them know that their pay is $10-$12/hour + commission.

An effective commission structure is the following:
When the Scheduler books the appointment, they make 1% of the sales the sales person makes during the actual sales call. This is a great incentive for the Scheduler to make as many phone call appointments as possible.

Tip: For every 2 sales people you need 1 scheduler.

Find a Scheduler today to help you get the phone consultations set up in no time and earn more money.

Warmest regards,

Matt Bacak

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“An Example of a Sales Call”

You know that getting your customer on the phone can lead to selling bigger ticket items. But what do you say when you have them on the phone? Following is an example phone call to give you an idea of how you can apply it to your sales calls.

The phone calls are usually 1 to 1 hour 30 minutes. People will tell you that they only have “X” minutes like 20 to 30 minutes. If you are generally interested in solving their problem then time doesn’t matter. If you really engage them and sell great information then time is not an issue. So don’t tell them it’s going to be an hour right away or they become defensive.

Example: How to sell a SEO home study course.

Sales Person: So you’ve got a website. What is the reason you want to have this phone call with me today?

Customer Answer: I’ve put a lot of money into the website.

Sales Person: So you think SEO will help right?

Customer Answer: Yes, because then I’ll drive up my placement in search engines.

Sales Person: You want to get traffic to your website to sell more stuff? This will make you more money? Why else do you want it?

Customer Answer: To make money for my family.

Sales Person: So tell me about your family…

Customer Answer: I make about $3,000 per month.

Sales Person: How much per month do you want to make? Be specific.

Customer Answer: $10 - $20,000 per month in 5 months.

Sales Person: What would this new money allow in your life?

Customer Answer: My family could go on vacation. I’d have financial freedom.

Sales Person: So you see SEO as helping you achieve this money? What do you know about SEO?

Customer Answer: (Let them explain what they know about SEO.)

Now it’s time for the sales person to paint a pretty picture about how SEO is supposed to work. Give an ideal situation about being the #1 placement on Google. This would lead to more sales which lead to more money which leads to financial freedom and a happy family.

Sales Person: So how do you think you achieve this in SEO?

Customer Answer: I don’t know.

The sales person then explains how their SEO home study course can help customer achieve the ideal situation.

Customer: I’m ready to buy!

Warmest regards,

Matt Bacak

P.S. If you haven't signed up for my
Powerful Promoting Tips yet, then you
are really missing out, go here:

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P.P.S. Do you want to be updated on the new things I'm doing
to market my companies? Then you need to grab a copy of my
`Internet Marketing Dirt'. It's now better than ever before!

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