Tech Tools for the Sales Professional: Can you meet at 9:00 or 11:00? Neither…

Bo,
Good morning, thank you for reaching out about your product.  We are interested in learning more about your product.  Can you meet with us on Tuesday or Wednesday?
Prospect
Prospect:
Good morning, I would love to chat.  I have the following time slots available.  Tuesday at 11:00 am or Wednesday at 2:00 pm.  Do either of those times work for you?
Bo
Bo:
We are not available at those times.  Is that all you have for Tuesday and Wednesday?  How about Monday of next week.
Prospect
Prospect:
I am afraid those are the times I have free.  Sorry for the frustration.  Monday is open after 3 pm.  Does that work for you?
Bo
Bo:
Being busy is a good thing!  We were hoping for Monday morning.  Let’s look on Tuesday.
Prospect
I am sure all of you have experienced this type of back and forth with a prospect before.  It can be time-consuming, frustrating and annoying.  But there is a solution for this back and forth.
In our latest installment of the series Tech Tools for Sales professionals, we will talk about Calendly.  The other products are Norbert, Hunter, Owler, Fleeq, Bomb Bomb, and Map My Customer.
I have been using Calendly for the past few months to schedule appointments with prospects.  The way this product works is it connects to your digital calendar (Outlook or Gmail) and allows you to share your availability with a prospect.  They have the ability to then pick the length of the meeting, the time of the meeting and send the invite over to you.  It eliminates the back and forth you see above.
But I do think there are some common sense courtesies you should employ when using a system like Calendly.
First, I do not put the link to Calendly on my initial email.  I want to at least have them reach out saying they are interested.  Then to avoid the back and forth, I share with them my calendar and ask them to pick a time that works best for them.
Second, I have talked in my book about how you schedule your prospecting time into your calendar.  You do that to hold yourself accountable but if you are using Calendly, you want to also make sure you have your prospecting times blocked off so that people do not schedule time during those key hours.  Not only is this important to keep those hours sacred but it also makes you look to your prospects as if you are in high demand.  You can use that Mob mentality to help set more appointments.  Many executives think that if they know that all their competitors are talking to a company, then they owe it to themselves to look at it as well.
Calendly offers a free plan.  As well as two paid plans.  My screenshot does not include all of the features so please visit www.calendly.com to see all.
*** Note – While I would love if Calendly had an affiliate program, at this point they do not. So, I am not receiving any compensation for you joining Calendly.  Also, I have not received any compensation for writing this post.  ***

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