“If you don’t ask, you don’t get.” Such a simple maxim, really. And one we have all grown up with and should have mastered. I mean think about it, from the time you were a kid, you wrote letters to Santa asking for the coolest toys of the year. During Halloween you had to say, “Trick or treat!” to get your candy. If you wanted a treat before dinner, you never got it unless you asked. Even later in life, when you wanted to date that cute guy or girl – you had to ask. When you wanted to marry that cute guy or girl, you had to ask. When you got that job – yep, you had to ask. And now if you have kids, you probably teach them that if they want something, they have to ask. No matter the situation, if you want something you have to ask.
The same holds true in business. You want your customer service representatives (CSRs) to book more calls. You want them to sell more services. You NEED to make sure they ask for the appointment when they’re on the phone because if you don’t ask, you don’t get.
I listen to CSR calls from businesses all over the country, and without fail there are a number of them who never ask to book an appointment. You wonder why and even act surprised when you have a low volume of booked calls! Think about all the expense and effort that goes into advertising and staffing your business; all of that is worthless if your CSRs aren’t asking for the appointment.
So, let me offer a little secret that will increase your number of booked calls dramatically, teach your CSRs to ask for the appointment at the beginning of the call. A potential customer is calling you because they have a problem, as soon as your CSRs understand the problem and affirm they can help, have them ask when the customer would like to have a technician come out to their home. “When would you like us to come out”…it’s that easy.
Now do the math. If your CSRs only book one more call a day because of this tip, how much would that equal over the course of the year? Just one appointment per day. If your average ticket is $200 and you book just one more call per day, that equals an extra $52,000 a year in your pocket – and that doesn’t include weekends! $52,000 in revenue (or more) a year and it doesn’t cost you a thing! Yeah, if you don’t ask, you don’t get.
Power Selling Pros can help you implement this tip along with many others that will help you book more calls. Contact us today to see how many more calls we can help you book.