Podcast
Questions and Answers
What is the primary reason for not booking exit blueprint calls more than 72 hours out?
What is the primary reason for not booking exit blueprint calls more than 72 hours out?
- To limit the amount of emails sent to prospects.
- To increase the likelihood of the prospect showing up for the call. (correct)
- To avoid overwhelming the CRM with too many appointments.
- To ensure the advisory team's schedule is less full.
According to the training, what happens when a business owner has a few good days after scheduling a call far in advance?
According to the training, what happens when a business owner has a few good days after scheduling a call far in advance?
- They become more eager to seek business coaching.
- They are more prepared for the scheduled call.
- They are likely to invest more in their business.
- They may question the need for business coaching. (correct)
What should you do if a lead wants to schedule a call more than 72 hours out?
What should you do if a lead wants to schedule a call more than 72 hours out?
- Tell them you will call them back next week to find a time.
- Ask them to contact you again when they have availability within 72 hours.
- Book the appointment directly on the closer's calendar.
- Schedule them in your own calendar as a free event. (correct)
What information should you include when scheduling a prospect in your own calendar?
What information should you include when scheduling a prospect in your own calendar?
What is the next step after scheduling a prospect in your calendar for a future call?
What is the next step after scheduling a prospect in your calendar for a future call?
When should you call a prospect to confirm their appointment after scheduling it in your calendar?
When should you call a prospect to confirm their appointment after scheduling it in your calendar?
What do you say to the prospect when you call to confirm their appointment?
What do you say to the prospect when you call to confirm their appointment?
What should you do if a prospect says the confirmed time still works?
What should you do if a prospect says the confirmed time still works?
What should you send to the prospect after confirming and properly booking the appointment?
What should you send to the prospect after confirming and properly booking the appointment?
Who do you mention to the prospect will have a handover before the call?
Who do you mention to the prospect will have a handover before the call?
What should the prospect expect to gain from watching the videos?
What should the prospect expect to gain from watching the videos?
If a prospect needs to reschedule and the new time is within 72 hours, what should you do?
If a prospect needs to reschedule and the new time is within 72 hours, what should you do?
If a prospect needs to reschedule and the new time is outside of 72 hours, what should you do?
If a prospect needs to reschedule and the new time is outside of 72 hours, what should you do?
What phrase should you avoid using when confirming a rescheduled appointment over 72 hours?
What phrase should you avoid using when confirming a rescheduled appointment over 72 hours?
What is the main advantage of calling to confirm a pre-booked appointment?
What is the main advantage of calling to confirm a pre-booked appointment?
In which module of the training can you find information about booking windows?
In which module of the training can you find information about booking windows?
What will you learn in module four?
What will you learn in module four?
What should you do if you encounter challenges booking appointments more than 72 hours in advance?
What should you do if you encounter challenges booking appointments more than 72 hours in advance?
What does the training suggest you should do initially when learning about the booking window process?
What does the training suggest you should do initially when learning about the booking window process?
According to the training, what is a key factor that makes business owners forget about scheduled calls?
According to the training, what is a key factor that makes business owners forget about scheduled calls?
What is the outcome the process aims for so the prospect genuinely believes?
What is the outcome the process aims for so the prospect genuinely believes?
When creating the event in your personal calendar, what setting must be applied?
When creating the event in your personal calendar, what setting must be applied?
What do you say immediately after the prospect confirms the call will work?
What do you say immediately after the prospect confirms the call will work?
After fixing the error and booking the call, what type of email can the prospect expect?
After fixing the error and booking the call, what type of email can the prospect expect?
What should you do to assist the closer and give the prospect context?
What should you do to assist the closer and give the prospect context?
What do you call the prospect to confirm?
What do you call the prospect to confirm?
What is the best opening line when reaching out to confirm the call will work?
What is the best opening line when reaching out to confirm the call will work?
After transferring them over to the scheduling stage, what should you create to remind you to confirm the call?
After transferring them over to the scheduling stage, what should you create to remind you to confirm the call?
When calling the prospect to confirm, and they need to reschedule within 72 hours, what should you do?
When calling the prospect to confirm, and they need to reschedule within 72 hours, what should you do?
What timezone was referenced in the video?
What timezone was referenced in the video?
If today is Friday, what day could you select to schedule the prospect into your own calendar?
If today is Friday, what day could you select to schedule the prospect into your own calendar?
In what stage of the 'Opportunities' section of the CRM should you place a prospect?
In what stage of the 'Opportunities' section of the CRM should you place a prospect?
What is the primary goal of the confirmation call?
What is the primary goal of the confirmation call?
What is the final action after hanging up the phone with the prospect?
What is the final action after hanging up the phone with the prospect?
Flashcards
72-Hour Booking Rule
72-Hour Booking Rule
Advisory team members should book exit blueprint calls no more than 72 hours in advance.
Impact of Booking Window on Show Rate
Impact of Booking Window on Show Rate
Show rates decrease significantly when calls are booked more than 72 hours in advance.
Psychological Impact of Delayed Calls
Psychological Impact of Delayed Calls
Business owners may lose interest if too much time passes between scheduling and the actual call, especially if they experience short-term improvements in their business.
Temporary Calendar Booking
Temporary Calendar Booking
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Creating a Placeholder Event
Creating a Placeholder Event
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Pipeline Stage Update
Pipeline Stage Update
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Pre-Call Confirmation Strategy
Pre-Call Confirmation Strategy
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Confirmation Call Script
Confirmation Call Script
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Rescheduling Protocol
Rescheduling Protocol
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The Power of Confirmation
The Power of Confirmation
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Action After Confirmation
Action After Confirmation
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Study Notes
Booking Windows Training Overview
- This training module explains the rationale and process behind booking appointments within a 72-hour window.
- The training emphasizes understanding the process for effective implementation.
- If challenges arise with booking more than 72 hours out, revisit the training.
72-Hour Booking Rule
- As a rule, the advisory team should aim to book Exit Blueprint calls within 72 hours of the call.
- Data showed that show rates decrease significantly beyond the 72-hour window.
Psychology Behind the Rule
- Booking too far in advance can lead to prospects losing interest.
- Business owners may experience positive changes in their business, diminishing their perceived need for coaching.
- Busy business owners may forget about the scheduled call.
- The goal is to obtain a commitment without affecting the closer's schedule.
Scheduling Process
- Schedule the prospect into your own calendar with their name, "Exit Blueprint Call", and email.
- Mark the event as "free" to avoid blocking your calendar.
- Move the prospect to the scheduling stage on the calendar.
Confirmation Call Script
- Two or three days before the appointment, call the prospect.
- Use this script: "Hey [Name], it's [Your Name] from Exit. About that call we have booked at [Time] on [Day]?"
- When they confirm, say you made a slight error in the system and want to ensure the time still works.
- Confirm/Book them in properly, send a cancellation email, and a new invitation
- Send an email with a couple of videos to watch before the call with the closer.
- Mention you will do a handover with the closer so they are prepared.
- Encourage them to watch the videos to have context and questions for the call.
If They Want to Reschedule
- If they need to reschedule within 72 hours, book it normally.
- Rescheduling beyond 72 hours requires moving the existing event and calling again two days before.
- If rescheduling has already occurred, use a modified script: "Hey [Name], just confirming that [Time] on [Day] still works."
Example Scenario
- The prospect agrees to a call late next week (today is Friday).
- Create a calendar event for the agreed-upon time.
- Confirm their email address.
- Send a calendar invite.
- Inform them about the follow-up email containing videos to watch before the call.
- Move the prospect to the "Scheduling" stage.
- Set a reminder to call them on Wednesday to confirm.
Confirmation Call Benefits
- Calling to confirm a pre-booked call frames the conversation better than asking if they still want to schedule a call.
- It reinforces their commitment and avoids re-pitching.
- The "error in the system" approach is a stronger frame.
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