E28 – Increasing Appointment Show Rate From 49% to 92% 

In this episode, Gary talks about steps that Pipelineology used internally to increase their appointment show rate from 49% to 92%. If you take meetings with people, you wont want to miss this episode.

Discover:

• Increasing your show rates for meetings – Intro
• Getting people to show up is really important (2:30)
• Implementing Quick fixes (05:15)
  • Calendar Invites
  • Reminder sequence
• Calendar Links (16:48)
• Agenda to avoid the Dean Jackson (21:00)
• Micro Yes method (23:43)
• Appointment Setters (27:14)
• Compensation Plans (​​32:41)

 

Notify Gary if you want to have more conversations like this:

 gary@pipelineology.com 

 

Transcript 

Gary Ruplinger: 

Hey, Gary, again and we are continuing with the Live event series here on the podcast. So, this is another LinkedIn live event I did and this one is all about increasing your show rates for meetings. So, if you’re a consultant or salesperson or you’re in a role where you meet with people. Uhm, you know how you know how the dreaded no shows just wreck your calendar and waste your time? 

So, this is some strategies that we use kind of structurally to make sure that people show up in all the things that we kind of do leading up to it. Information we get to them as well as some technical implementation things. So, I’m again this one there is as an accompanying slide presentation that goes along with it. So, if you’re listening to the audio version feel. Free to pop on YouTube or pipelineallergy.com to view the slide. And, uh, slides along with it, but you should be able to listen and get a pretty good. Idea of everything. So, without further ado, we’ll jump into the episode. 

It is 2:01 and I don’t like to run late, so let’s kind of jump in with the topic of the event today. I really do appreciate everybody who is here already. And I’ve got Evan with me today and he’ll be letting people on and off. And if you have any questions, I feel free to throw him into the chat and he’ll bring them to my attention as we go along. So, let me just get things started in. Share my screen. All right, can everybody see that OK? Perfect thanks all. 

So, let’s kind of get started here, so this event is really all about how we increased our show rate in hurling from 49% to 92% on our appointments and I know it’s probably the same for you as it is for me is in that I love appointments. I love having it. You know I love seeing more of them on my calendar, but the no shows are really are not just a drain on, you know for. For your reps. But they’re really a kind of a drain on your company and they’re costing you quite a bit. I did some research into it. Looks like in the healthcare industry, that’s where probably the most research has happened. It actually is a $150 billion a year problem. And that that’s the cost of people who are missing their appointments. $150 billion every single year. 

Getting people to show up 

So, I know that for any type of physician they want to make sure people show up and it’s the same thing. You know here for you if you’re a Consultant or an Agency owner or lender or anything like that. Getting people to show up is really, really important because you are just. You’re never going to get that time back anytime you spent prepping for an appoint. And any time you spent. That you know you’re just sitting waiting for them. I don’t. I don’t know how long you will wait for somebody to show up but for me it’s five minutes and if they’re not there I’m out and I’m moving on with my date. ’cause ’cause time is important. But even that 5 minutes is a big waste. ’cause right ’cause you’ve got Prep time, all that kind of stuff so. 

I’m gonna show you what we’ve done internally to make that shift where instead of one out of every two people missing, it’s less than one out of 10 now missing or without rescheduling, so on the agenda today are going to be. Quick fixes that you can implement today, so these are going to be kind of the Low hanging fruit. If you’re seeing any of these here, these are going to be the ones that you can just go in and click some buttons. Maybe type out a few sentences and boom, you’ll have it and these Quick fixes actually can make a pretty big difference. We’ve seen 20 and 30% jumps to show up rates just by implementing these quick fixes as well as the reminder sequence that we use which is the is a kind of a delicate balance. You don’t want to bombard somebody with too much, but you also don’t want to have too little of a reminder sequence, so I’ll show you the one that’s worked best for us internally, and feel free to give it a try and borrow it. We’re going to talk about calendar links, the good, the bad, the ugly. Avoiding the Bad, Dean Jackson method and I loved Dean, don’t get me wrong, he’s a brilliant guy, but one thing that we have. One outdated tactic that people still use that you’re going to want to avoid, and instead I’m going to show you the Micro Yes method that I think will really help you get much better-quality people. In your system. Bring your pipeline, I should say. And then we’re going to talk about appointment setters. If you’ve got anybody who’s setting appointments, or if using any services to do that, and then finally, I’ll put aside a little bit of time for Q&A. If anybody got anyone’s, I will do my best to answer questions as we go along. If anybody got them. If they’re kind of relevant to the topic. If not, we can save him for Q&A. So, with that said, my goal here is to be done in less than 30 minutes as I know people are busy and time is money, so. Let’s jump in. 

Implementing Quick fixes 

Quick fixes, all right, so these are the ones that you can really see making a difference right away, and they’re very usually very simple to fix. I know recently actually Evans on the call with me. Right now, he’s kind of managing the people if they have any questions or letting people on the. On the event. So, when he first started with me, he does help with the internal appointment scheduling for us. One thing I noticed is that. When we set everything up, we made a mistake so its kind of gave us a good chance to retest some of this stuff, but we didn’t have all of our proper calendar sequences in place, so the reminders weren’t necessarily going out. And I remember messaging them and I said, you know, can you kind of walk me through your process? ’cause only 60% of your people showing up for appointments and what we found is a couple of these here, as well as something in the reminder. And I’ll show you that in a second, but big things if you’re setting meetings, don’t overlook the importance of actually just sending a calendar invite. 

In fact, that’s the only thing you do that you’re only going to do one thing here. Sign make sure they get a real calendar invite. That means going into. Typically, your Google Calendar. You might use Outlook and almost it’s kind of depends on the. Industry a little bit, I know. Most agencies and consultants are using Google Calendar, if you’re working with larger companies are almost hours will be working in Microsoft Exchange. But nonetheless a calendar invites still a calendar invite. There’s a standard protocol for it, so by sending that there’s a button that they’ll get in their email that says yes, I’m going to attend this, and you can see that, and that what it shows up on their calendar. All that good stuff I I know for me if it’s. On my calendar I’m gonna be there. It’s going to happen if you’re not on my calendar. If we if we agreed to something. But no calendar invite was sent. Nobody reminded me. There is a really good chance, maybe 50%, but that best chance that I’m gonna show up. 

So, and now, that kind of when you’re working with white collar professionals, especially at making sure it’s on their calendar now. All major scheduling tools can do this by default. You just have to make sure it’s on. I recommend testing. It, but those, those calendar scheduling tools, humidity, Calendly. Book like a boss. Plus, there’s some other tools out there too. We use the one built into high level works great for us, but they can all send a calendar invite mint. That’s really important that you your calendar event gets on their calendar. 

So, if you’re not doing that and. Just test it. Out if you’ve got like an online booking link. Run through it, run, run through it with some separate. Email addresses test it out a few different ways, see how it looks. If you’ve got a, you know somebody who know uses outlook. If you have somebody who really likes their Apple calendar, just make sure all of that stuff is working. And ’cause sometimes. It’s little things you. Might have toggled off would in turn on that can change it. 

Now here these last two for both ones that in the last two weeks that people have sent me invites and that I saw I saw both of these. Is your invite clear on how the meeting will happen? I can’t tell you how often it’s not. For example, I received one. From a from a uh client, they became a client anyway. Now we have a good system in place, but. Before that they would. I would book time on their calendar and it said that we’re going to have a meeting via Zoom and there was no zoom link, and then I I’d messaged them, and they wouldn’t get it right away. And so, I’m sitting there so the time would happen and I’d be waiting. And no, no zoom link and then you know 5 minutes later. Hey, you know I’m on the zoom, are you coming? I got a phone call and. It’s like, I know, I never. I never got that. So, making sure that it’s very clear in the invite. If you’re going to call them, say so, I would even recommend going so far as to tell them what your caller ID is going to show. All right, people get so many spams calls these days. That you should let them know what. That call is going. To come from, don’t ever expect them to call you. Yeah, if you’re. Going to do a zoom, make sure the Zoom Link is in there and that all they have to do is click on it. They don’t have to enter a bunch of codes or anything like that, right? A certain percentage of people are going to be doing this from mobile and trying to copy and paste that stuff is difficult, so just the link can be embedded. 

For example, for this webinar it it’s kind of an ugly long looking link, but if you click on it, it’s got the password. It’s got all the encryption and everything you’re going to need it if it’s going to be Microsoft Teams or Google meet, that’s fine. Just make sure you don’t double up on your links. I’ve seen that. Or two. There you’re maybe you’re meaning to invite somebody via zoom and you. Have a Google meet link in there as well. I know Google wants to push their platform, so I’ve seen. I don’t. See it as much anymore, but for a while it was defaulted to on for anybody in Google Workspace. So, all of a sudden, you’d get an invite from somebody and they have a zoom link and a Google Meet link. And you weren’t sure which one you were supposed to use. So, keep that in mind too, especially if you are on Google Workspace G suite. Make sure that it’s turned off by default, unless that’s what you’re actually planning to use for meetings, which is fine, it doesn’t really matter that much. I think zoom is kind of zoom is definitely our go to everybody knows how to use it. Now, but Google meet is fine, people can. People don’t have to do anything extra for that one teams I have some clients who like to use that one. It’s also fine. It’s also pretty simple, but if you if I had a preference, I would say do zoom 1st and then use the other ones. 

So those are kind of the quick fixes for you to look at, and then I’m going to show you also a reminder sequence what we use because that one also makes a pretty big difference, right?  It’s one of those. If it’s on their calendar, yes, a good portion of people are going to show up and remember. If it’s. But having a couple subtle little reminders that aren’t going to bother busy people are also going to be important. For example, I remember when I used to work in the corporate world and I worked in at marketing and business development for auto dealerships, I would have calls scheduled with prospective vendors that had really aggressive Reminder setups and I was I was busy. I was busy and if I was working on something and an hour before a scheduled meeting, I’m getting a call from somebody and. I was. Grumpy with people pretty often. I said why are you calling me, I said yeah, I always VPS to this and I I do train some people that if we’re going to meet. I don’t want you to remind me an hour before, especially not via a phone call. So, it’s very. ’cause it was just disruptive to my day. So, there’s. There’s that balancing act. You’ve got to kind of you have to kind of walk the tightrope so. The one we found that really. Works the best for us that. Kind of balances that out between making sure they’re going to show up and not pissing them off. 

And that’s if somebody books a call with us immediately. They’re going to get confirmation so. This is if. Somebody books through one of our online systems. One of the you know, one of my appointment setters sets it on. My calendar. So immediately we send out a confirmation email with all the details as well as a text message that’s got the details and every time, I’m sending out a reminder, I put the zoom link in there, simply because I want to make sure that whatever message they’re looking at, they can find that zoom link and that they don’t have to go digging for it anywhere so that they look at their Email their text messages. Whatever it’s always there, so whatever your meeting is going to be, make sure that every time they know how that’s going to happen, because especially if they have, if they have to proactively click on a zoom link. You want to make sure that they don’t have any issues finding it. 

So, and that one can. Be a little bit longer. I’d say then. Some of the others. You can put all you know, information you any type of agenda you want as well as you know, here’s how you can make changes to the system. Then two days before, if it’s not, if they’re scheduling for next day, then this one just doesn’t get sent at all. But if it’s two days before 48 Hours before the call, they’re going to get a Reminder email. That’s it just an email and then two hours before they’re going to get a reminder text message. And I do ask them to confirm Yes and reply and maybe about half the people do. It gets a surprisingly good response rate with yes, but even the ones that don’t reply with yes almost always see it and it it’s one of those ones that if they need to make some changes. The ability to make a change. There is also in there so they can reschedule if they need to, and it’s far enough out on my calendar that if it disappears, I’m not wasting time prepping for it. Typically, I don’t prep for a call back. With more than say 10 or 15 minutes. So as long as that’s done, so that’s why I don’t typically do it within an hour. I just want to make sure people have a little bit of time to respond, but not so much that they’re going to forget again. 

So, and that’s really it. I realize that looks probably surprisingly simple. We’ve tried a bunch of different ones. Like I said, I’ve used some pretty aggressive ones that have multiple emails, multiple text messages, multiple a lot more reminders, maybe two or three times, and well, it didn’t really make a big impact on show rate, but it did actually piss some people off. To the point where I would lose some, especially for busy people at bigger companies, i.e., the people you really want to talk. To that, that’s what this sequence is for. It’s just enough to make sure. They show up. But not so much that a busy person is going to be offended and say just forget it. You guys are way too aggressive so. Feel free to give it a try if you want to see it actually in in in action. To shoot me an email after this I will send you all the templates. I welcome to schedule a call with me at the appointmentlab.com if you want to see it, but. I would prefer if you just if all you want to do is actually see the sequence, just email me and I’m happy to share it with you. It’s not some super-secret thing, and I’d rather that than have you online have you on a scheduled call that you’re not really interested in so? 

Calendar Links 

Let’s talk about calendar links. So, as I’ve mentioned, we use calendar tools. You probably do as well. They’re great tools. But please stop sending people your calendar link. Yeah, somebody said, yeah, we can talk and say here’s yeah, great. Here’s my calendar link. Feel free to schedule some. Time this is. This is good for the low hanging fruit or people who are really engaged and in what you’re doing, but this again, this type of positioning. Unless you’re really a, uh, a top notch thought after you know, authority in your business where we’ve got more people than you could ever possibly handle. Then I wouldn’t do that. What happens is when you kind of send that out, it, kind of seems lazy to people I find, especially if you do any type of outbound. I know at my company we do a lot of outbound for both us and for our clients, so sending out calendar links is just something we try not to do. Unless they specifically ask, hey, can you send me your calendar link? That works pretty well. Otherwise, what we do? Is we offer some available times to people? So, we might say. You know happy to meet with you. 

00:18:07 Gary Ruplinger 

Have got some time at 2:00 PM Thursday. I’ll just give your time zone and or and or give it. Actually, it’s better to give it in. Their time zones. If you can look. It up so give the times in their time zone that way I don’t have to try and convert it. In their head because again, people are. Bad at that I think I’m bad at that. I’ve got some clients in Europe right now where I have to go through my I have to change my Google Calendar every time I want to talk to him. ’cause I don’t know what central European time is off the top of my head it’s like 6 or 7 hours. I couldn’t tell you which one though anyway. 

So, don’t send in the calendar link. Unless they ask for it, offer your. Offer sometimes manually look him up soon. You’re available and ask for their calendar link. I find that that makes it also. Is a really good Differentiator in that if you want to meet. With some especially. If it’s relevant to their industry, I should say. If you’re working, if you’re working with consultants, you know any types of agencies, those types of businesses are usually pretty good. You’ll find some people like in the mortgage space insurance a good portion of your white-collar professionals will have these. However, if you’re working with physicians. Maybe contractors? People in the automotive space. 

Generally, aren’t going to have it, and they’re I mean, they’re just difficult to pin down to begin with, but  I wouldn’t necessarily offer that, but if you are working, you know primarily with or meeting with primarily white collar professionals asking for their calendar link is not a bad idea, especially if you know they’re a small company where you might be talking directly with the owner. Often times they are going to have one, so. Especially, especially in business to business, you’re gonna see that a lot. So just ask for it and you’ll be surprised how often those are site. Yeah, absolutely. Here full feel free to schedule. Some time and just make sure you follow through on that they show up to those ’cause they booked through their calendar. It shows up on their stuff, so just a little tip there when it comes to calendar links, but just sending them out. 

Especially if somebody says, hey, let’s talk and say here graph sometime. At your convenience. For me, the only time that works. Is when I’m scheduling people on my Podcast ’cause that’s something. They really want to be. On otherwise, if it’s for, you know to talk business. Yes, they want to be catered to a little. Bit more than that. 

Agenda to avoid the Dean Jackson 
All right so. As I mentioned before, in the kind of the agenda you want to avoid the Dean Jackson. Now what I’m talking about here is this was something he shared. I think is either in 2000. I think it was maybe 2010 or 2009 on his. I love marketing podcast. ’cause you know this was this was a really brilliant tactic, and the thing is, it’s. Become a little bit dated I’m showing you, kind of. Any, uh, slightly older version of it, but I still I still see Versions of this, even via Facebook Messenger. Actually, that’s the most recent place I’ve seen at somebody basically posing to be a prospect. And then doing kind of a bait and switch. So that’s essentially what this is, and it was originally for getting a, I think a birthday Mailer into restaurants for. Versus advertising again, very effective. Very different. Back in the day, but these days it’s been done so much that you’re just going to get a lot more hostility and you’re not going to get good appointments. But here’s essentially the model is hey, or you accept you know somebody said hey. Excuse me, new clients or you could message him. LinkedIn or their Facebook page or however you find people for you for your business, and they’re almost always you’re going to get a really High response rate. It’s typically true. When would you like to come in? When do you want to talk? Yeah, did you? Want to schedule something and. You’re gonna reply back and say great, you know have a solution that it can help you land. New clients or help you get new patients. Whatever your offer is. Do you mind if I give you a quick call to discuss? Now this is the good response is sure. OK, maybe yeah. Something to that effect where which you’re going to find is one that’s not usually the reply. It’s usually either crickets. They don’t say anything back, or they’re gonna. Read you the riot act and really, really give you a piece of their mind. But yeah, you you’ll get this type of response. Well often enough, and that’s probably why people do it. The problem is that you think this is. You might think this is an appointment in in a lot of cases they’re still on the whole. Oh, you want your oh it’s a new client. Do you have a quick time to talk? 

That’s really all they’re seeing in their head, right? That’s their thought processes how this person is interested in my services. Sure, I’ll talk. So, what you end up with is you end up. With calls with people. Who really are not in the frame of mind that You’re pitching them more services? They still think you a potential client of theirs. 

Micro Yes Method 

So, and this, this is another one of those. Ones where the Quality ends up being bad. You don’t end up getting a lot of mileage from it anymore. We’ve tried it for clients and really gotten some poor results with it, so this was a brilliant strategy. At one time it was effective at one time. It’s just kind of been overdone. It’s been. It’s everybody seen it at this point, so I would recommend some other ones. Again, some people still use it. I think it ends up being more trouble than it’s worth. Instead, what I would recommend is what we like to call the Micro Yes method, and I certainly didn’t invent this. This is psychology based. If you’ve ever read the book influence by Robert Shalini, it is a timeless classic and that’s what this is based out of it’s essentially the what’s the best way to get. Somebody to do you a big favor. Have them do a small favor for you first, so if you’re trying to get a meeting at somebody, you might try this. Is connect will ask to connect with them on LinkedIn? This is a very, very small. Ask all I have to do is click a button. It can say right on LinkedIn it says accept or ignore and depending on your network and how well connected you are with people in your profile, you’re gonna see anywhere from maybe 20% of people. Say yes to 50% if you’ve got a really good, well optimized profiling you’re connecting with relevant people. So, it’s a very small ask of somebody Yes, so you’re one of your messages. Might be to them is to Send them a little bit more information. You’re not asking for a meeting. You’re not asking for anything like that. This is a little bit bigger of an ask, right? 

This is the whole idea. That well, now they’re they might they kind of want to give me some info or they want to sell me something. OK, I gotta pay attention now. These people you know this might be the pushy salesperson I gotta be careful. So, it’s a little bit bigger of an app. Ask, but you’re going to get more people to say yes to it than to immediately jump to an appointment. So now at this point they’ve said yes twice. Then you can follow up with them after sending that in that information and then ask if they’d like to schedule some time to talk. I’ll see if they’ve had a chance to review the information. You sent. And now at this point, they’ve already said yes twice. They might you get this point. You will get some people who are enthusiastically say yes because they’re interested. You essentially turn that person from outbound a cold. A cold call, essentially to an inbound type of lead. 

Uh, which is why I like this. This particular strategy a lot is because it leads to really good quality conversations, which leads to sales, which is the ultimate goal of all of this stuff, right? We have we want leads. To turn into appointments to turn into demos or sales calls that turn into sales so. This we found that this makes a pretty big impact on ultimately that last one here. Which is yes to the sale which I should have probably put on this list. But yes, to that appointment, because they’ve already said yes twice. Now they’re getting in the habit of it. You’re building some report even even though it doesn’t really even seem like it. But you’ve now interacted with them multiple times and they’re you know they’re getting more familiar with you, so they’re more likely just to say yes to you. 

Appointment Setters 

So again, this is a little bit of a subtle change I know from an appointment setter the endpoint. This is not the way it’s typically taught, simply because this one leaves a little. There’s a few more steps to it. It’s not quite as simple, and it takes a little bit longer, right? You’re not. This goes. You might not be scheduling appointments right away that first, you know few days of a new campaign because. Now there’s more steps that might be two or three or four weeks later and just did a podcast interview. It should be coming out. I couldn’t come out next week where we talked about this from a Facebook ad standpoint where now I’ve done this too and you know gotten the same crappy results everybody else does where you give some type of lead magnet out and then on your thank you page. It’s hey, you know you want to schedule. Some time to talk. And you might look and say at least we used to say. OK yeah, our appointments used to spend. I think about $90.00 to get a book deployment, which we thought was great. 

But we what we found is that we just weren’t really getting the quality at that point we want. We didn’t have enough rapport built up. We didn’t have the white people filtered and on the podcast interview when I talked with Boots with Jason where we kind of talk about not offering that right away, is trying to get him engaged a little bit more and get him to consume more of your content. Watch a video, listen to an episode. Your podcast gets him more involved in your system. So, and then get him on a call because they’re going to be, they’re gonna be more engaged. They’re going to be more likely to one show up, one you know, be actively looking for your solution and finally again by. So that’s really the power of this. Is that getting those people to say yes is adding a few extra steps maybe? Only one extra step, but it makes a difference in terms of sales, again, and that’s the goal, right? I know if your bank is anything like mine, they don’t care how many appointments I have. Any leads I’ve got and I’m carrying people on my pipeline. They let me deposit money, that’s the only thing, so. All other stuff is important, but. You know getting those sales so whatever it needs to do to really optimize for that. Which brings me two appointment setters right now, there’s. There’s plenty of services out there for this week. We offer this service as well in terms of Full disclosure and I wanted to kind of share. Some of what? We’ve found and but both from my corporate career and from having appointment setters on my own team now these days and, we find is one you have to really review the messaging review. What’s being sent out early often and continue with it. You got to see what the messages are saying. Track all those numbers, listen to calls, I remember, this would be something that I would have my managers do back at the dealerships as saying OK every week. I want you listening to this number of calls from this person, so I want to make sure that we’re getting good appointments and if your people aren’t making calls, that’s OK. If they are, I would absolutely. Encourage you to listen to some of these ones where maybe. There was an appointment book. But they didn’t show up. Maybe they did and you just kind of want to hear what they’re doing. Then you want to see what what’s going well for him, but what I would find is that my team would sometimes we would. Get a new person. And we said we can leverage people showing up and. Basically, it was this whole we’re going to go for the appointment right away. Uhm is hey you know thanks for thanks for asking about this car. It’s available when you want to come in and take a look at it. And you know, some people will just say whatever to get off the phone with you. 

That can work. That especially the more intrusive viewer type of messaging is, the more you’re going to run. Into that so. Less often via email where. They’ll just say anything to make you. Go away ’cause it’s really easy to block you. But you gotta pay attention to that type of stuff and you’ll see opportunities where you say. You know that’s. Not the process, right people? People get a little bit lazy. It’s just human nature. It’s nothing against that one individual person, but you just try and get maybe a little bit too efficient maybe. And all the sudden you’re starting to send out calendar links. People, even though that that doesn’t work very well. It’s not going to get the numbers. You want but. It’s easy and you’ll see just enough response from it. Then you think, oh, this is a good way to do it. 

First is taking a little bit more time to offer times. So, if you have a moment said it, I would absolutely encourage you to tell them not to send out those calendar links, but making sure you’re offering. Feedback during reviewing those numbers with people if you have, if you have enough appointment setters that you. Need a manager? Get one. They will save you a whole lot of time and they will help make the whole. Team more efficient. If you’re doing this yourself, make that time every week. You know just to do even a little bit of it will make a big difference. 

Compensation Plans 

And then finally, this last one is about compensation plans. And I find again here that this is probably a little counter intuitive, and I’ll just kind of run you through the way I like to do it, and I have found in my career has really, really the types that get the results, and that means offering an hourly pay rate. Or a salary kind of depending on where you are and what you can offer. But having some type of base built in, if you’re strictly doing performance based, you’re probably going to end up with appointments you don’t want. Because that person knows that the only way, they’re getting paid is to get something on your calendar. So, whether it’s good, bad, any indication I’ve seen people, or they said, hey, let’s yeah, we can talk. Next week. That’s what the prospect would respond with and I would see an invite in the. In our tracking log where it says calendar booked for Tuesday at 4:00 PM and. You look back at the conversation log again. This goes back to reviewing everything. And it would you look and say, well, they said we could talk next week, why did we? We didn’t actually have a time we didn’t have a date; they really weren’t engaged at that point. But we sent the calendar invite and booked it with the client anyway. It’s kind of crazy. Some of the stuff that you see and you’re going to site, that’s not an appointment and you’re absolutely right. But that’s the type of stuff that happens especially again if you’re really only doing you know you’re paying for each appointment and nothing else. 

So, for me, internally what we’ve what we’ve built is, you know, our people are paid an hourly rate. They do get bonuses. Small bonuses for setting appointments because ultimately that’s not the end goal either. So, if anybody on my team, I will, you know, since I can since I had the actual sales data, they give their bonuses based off of the sales. Which again they don’t have as much control over but. Surprise, if you if you. Set people up properly for a sales meeting. It actually makes a really big difference in the sales process. Again, they don’t have the ultimate control, but good ones set by set good appointments definitely earn more. On that type of plan and by offering some type of base rate. You will get more people who are willing to kind of put in the work and this is. This means you can go back to this whole, sending a little bit more information which ultimately long term is going to give you better results. 

But it’s a little bit slower. So, that means that their first point is still getting a paycheck again. So that that’s kind of the whole goal behind this is that it’s kind of quality over quantity. You reward sales more than appointments because again, you want more of those so. If you need. Any help with this type of stuff this is the type of work we do outbound appointment setting, so if you need more leads. I am happy to help you happy. Have a conversation with you. If you’d like any more information, every question let me know on that. I’m not going to go into a big pitch on it, but if you want to schedule some time, you can go to appointmentlab.com, schedule something, or just email me directly at gary@pipelineology.com. And if with that I am done.