For over 10 years, I’ve been helping business owners get predictable leads & sales appointments with their ideal clients each month.

In this article, I’ll show you the best strategies to get more sales appointments with prospective clients.

These sales appointments are:

  • Pre-qualified
  • Excited to speak with you
  • Likely to convert into clients

Let’s get started!

Quick Summary

To increase sales appointments in your business, you need to send people to an automated appointment funnel. An automated appointment funnel converts strangers into leads, high-quality sales appointments, and clients automatically.

Once you have an automated appointment funnel set up, the next step is to generate traffic. The more traffic you get, the more sales appointments you’ll generate.

Click here to learn how to do this in more detail.

10 Proven Tips To Get Qualified Sales Appointments

Here are the best strategies for getting high-quality sales appointments each month:

1. Automatically pre-qualify leads

Get sales leads without cold calling

If you want to get higher-quality sales appointments each month in your business predictably, you need to pre-qualify leads before they schedule a call with you.

You can do this by using an automated appointment funnel.

An automated appointment funnel uses a Video Sales Letter (VSL) to explain who you’re a good fit for. Those who like what they hear on the video will schedule a call, increasing the chances of getting sales calls from people who actually want to work with you.

If you want to get predictable appointments each month, you need to STOP relying on slow, outdated, time-consuming and unpredictable ways to get appointments.

This video explains exactly how you can do this in more detail.

2. Be proactive with prospecting

Post social media

One of the best ways to get more sales appointments in your business is to proactively prospect for more leads, appointments and clients.

You can prospect for more leads using:

And so on.

When reaching out to people, I recommend you start a conversation and ask if they’d like to see a short video that explains how you can help them first.

It’s much easier for leads to say “Yes” to watch a video than to schedule a call. Once they watch your video, if they like what they hear, they’ll be motivated to actually want to book a call with you to learn more about your services.

This increases the amount of leads and appointments you generate.

The more people you contact and start conversations with, the more leads and appointments you’ll generate.

Watch this video to learn how to do this in more detail.

3. Use an appointment funnel

Appointment funnel

If you want to increase the number of appointments you get, then it’s a good idea to send people to a sales appointment funnel before they schedule a call.

A sales funnel will allow you to;

  • Generate more leads & appointments
  • Educate potential clients about your services
  • Explain what makes you different and better compared to other solutions
  • Motivate people to schedule a sales call in your calendar
  • Pre-qualify leads and appointments before they schedule a call
  • Follow up with leads over time

A sales funnel will also increase conversions. Without a sales funnel, only about 1% of your website visitors will convert into appointments. With a sales funnel, you can convert 10%, 20%, 30%, or more website visitors into appointments.

For best results, I recommend you link to your sales funnel from as many places on your website as possible.

Here’s an example of some places I link to my sales funnel from my website:

Since most conversions happen in the long term, it’s a good idea to capture the names and emails of people who are interested in your services. That way, you can follow up with them in the future and maximize your conversions.

Click here to learn more about creating an automated appointment funnel.

4. Have a video sales letter

Marketing funnel with vsl lead magnet

A video sales letter is one of the best ways to get higher-quality sales appointments in your business.

A video sales letter (VSL) is a video presentation that explains:

  • The big problem you solve for potential clients
  • Alternative ways to solve this problem
  • Why your solution to the problem is much better than these other ways

At the end of the video, if they’re interested in speaking with you to learn more, they have the option to schedule a call.

A video sales letter (VSL) will allow you to get much better quality appointments because you’ll only speak to people who understand what you do and actually want to learn more about working with you.

A VSL is like having a salesperson working for your business 24/7. It’s an automated salesperson who pre-qualifies leads and warms them up before you speak to them.

So instead of paying a VA to do appointment setting for you, the VSL does all of this automatically.

A VSL can be a complete game-changer to your business if you don’t yet have one.

See ‘Step 2’ in this free training for more tips on creating a high-converting VSL.

5. Run paid ads

Lead Magnet free download

Another great way to get more sales appointments is to run ads on different paid advertising platforms.

Paid advertising is the fastest way to get more sales appointments in your business. However, the only downside to this strategy is that it’s not free. You need money to run ads.

Some good paid ad platforms to get appointments include:

For most of our clients, we’ve found that TikTok ads generate more sales appointments at a lower cost than other channels like Facebook ads.

See ‘Step 4’ in this free training for more tips on getting appointments through ads.

6. Use an application form

Application Form Page

Another great way to get pre-qualified leads booked in your calendar is to use an application form.

An application form is a page that prospects go to before scheduling a call with you. On the application form, you can:

  • Ensure they have enough budget to work with you
  • Find out what services they are interested in
  • Pre-qualify leads before they schedule a call

In my business, I’ve found having an application form significantly increases the sales call quality. This is especially a good idea if you want to speak with people with enough budget to work with you.

7. Start with a phone call

Office phone call

To increase the show-up rate of sales appointments booked, it’s a good idea to start with a phone call instead of a Zoom or Google Meet call.

In our experience, we’ve found that phone calls instead of video conferencing software generate 70% higher show-up rates. This is especially the case when you’re targeting an older demographic, such as seniors.

A phone call typically works better because it makes it easier for leads to speak with you. They don’t need to go on camera or download any software.

After the initial call, if you have multiple sales meetings before closing a customer, then the subsequent calls can be done with video conferencing software if you prefer.

8. Send automatic reminders

To increase the success of your sales meetings, it’s also a good idea to send automatic text and email reminders before the call.

Most appointment scheduling software will allow you to do this if you edit your calendar settings.

I recommend you set the following settings:

  • One text reminder 24 hours and 2 hours prior to the appointment
  • An email reminder 24 hours and 2 hours prior to the appointment
  • One email reminder confirming the appointment after it has been booked

In my experience, this amount of reminders provide a good balance between reminding leads about the sales call, without following up too much where it becomes annoying.

8. Follow up with leads regularly

Business man reading follow up emails on phone

To get more sales appointments, it’s important to follow up with leads regularly.

Most leads do not convert into a sales appointment straight away.

In fact, according to our own internal statistics, we’ve found that 1-2% of leads convert into clients within a 3 month period. The rest of your leads will convert into appointments and clients after 3 months.

Many other lead generation companies report similar stats.

So it’s important to send out regular weekly emails that provide helpful, valuable content to maximize your conversions.

Tip: If you have leads that you haven’t follow up with in a while, chances are if you start sending them helpful educational emails, you could get many of those leads convert into leads and then appointments.

9. Use call-to-actions to schedule a call

A call to action to book an appointment in your free content will help move leads to the next step in your sales process.

Although providing free educational content is helpful in building trust with leads; you must always send leads to the next step in your sales process for best results.

So once you have leads in your sales funnel, it’s a good idea to have call-to-actions (CTAs) to schedule an appointment.

Here are some ways you can do that:

  • Have a button to schedule a call once leads enter your funnel
  • In your follow-up emails, have a call to action to schedule a call
  • Retarget leads and website visitors to schedule a call

The more CTAs in your marketing content that direct people to your calendar page, the more appointments you’ll get.

10. Use appointment booking software

To book more sales appointments in your calendar, it’s a good idea to use appointment scheduling software. This is a lot more efficient than sending emails back and forth trying to find a good day or time to speak.

You can use scheduling automation software such as Calendly or Kartra calendars to make it easier for prospects to book an appointment with you.

The alternative to doing this is to get leads to fill out a form where you call them back.

However, the problem with this is that you don’t know the best day or time to call the prospect.

If a prospect books a call directly in your calendar, you’ll have a booked sales appointment without guessing the best time to call them.

A scheduling tool can also automatically send a calendar invite to your prospects (which increases the show-up rate).

You can also integrate scheduling tools with sales teams. This makes it very useful for sales professionals who want to share appointments with different sales reps.

The sales rep in your sales team will get a booked appointment straight into their calendar. This is much more efficient for sales teams looking to increase their productivity.

10. Display your profile picture

Another excellent way to get more sales appointments is to include a picture of yourself (or someone in your sales team) so prospects know who they will speak to.

A picture of who leads will be speaking to helps build trust. This increases the chances that leads who go to your scheduling page will go to the next step and book a call.

Here’s an example of how I’ve done it on my calendar:

I also recommend using the same picture as the one on your LinkedIn profile on your calendar page for consistency and familiarity. The more people see you, the more prospects will feel like they know you.

How to get appointments, the easy way

Want to get more sales appointments on your calendar?

Feel free to watch my free Masterclass training, which teaches how to get 10, 15, 30 or more high-quality appointments each month with your ideal clients.

In the free training, you’ll learn a solution to your two biggest problems with increasing your appointments and winning more clients in your business.

1. Lead Generation. In other words, the people you are actually targeting. We help you to identify clearly who they are, and figure out the right message to send them. Then we get them to raise their hand to say they’re interested in learning more about what you do.

2. Lead Conversion. Just because you generate a lead doesn’t mean that it’s a sales-ready lead or that this prospect is ready to become a client. You need to nurture and build trust with the leads that you generate. This ensures that you only get high-quality appointments with people who already want to work with you.

This is the second part of the marketing and sales funnel.

So by following this strategy, you’ll get a booked sales appointment with someone who’s expecting your phone call, predictably, every single month.