3 Ways to Eliminate Appointment Cancellations & Take Back Your Time

One Saturday a few years ago, I had three initial meetings on my schedule and I was super excited to not only help three new clients, but to bring in at least $9,000 to meet my obligations.

I’m sure you can imagine how I felt then when all three appointments cancelled in the same day!

I knew I could not continue to run my business this way and if you’ve been experiencing cancellations in your business, you can’t continue to run your business that way either. Cancellations mean no consistency, no predictability and ultimately may mean no business.

There are a few ways to eliminate cancellations and they all have to do with how you are showing the value of your time:

1.    Convert your free initial consultations into a meeting that has a name, a value and a purpose. For example, Personal Family Lawyers don’t have free initial consultations, they have $750 Family Wealth Planning Sessions or $1,250 Whole Family Wealth Audits, each with a specific purpose.

2.    Take a credit card to reserve time with you. This is a strategy that virtually every lawyer I’ve talked to has been scared to death to try, but every single one that has tried it has never gone back. It’s critical that you do it right though – or you will lose clients. When done right, you’ll never do it any other way.

3.    Create a follow up campaign that is run whenever someone makes an appointment. Last week we talked about the pre-meeting package and that’s the first step. After that though, you want to send out a series of emails and make a series of phone calls to your prospect that are all designed to get them prepared for the meeting and, most importantly, show up for the meeting ready to say yes to your services!

If you’ve been experiencing cancellations, take these three steps and watch the cancellations disappear. You and your business deserve it. Your time is valuable and it’s time your prospects know that too.

And last, but far from least, be sure to mark off October 29th at 3:00pm EST on your calendar now when I’ll be covering all of these client engagement strategies in depth and live on a special client engagement tele-conference training you won’t want to miss.

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