Imagine this: you wake up excited to get into your office because you have three appointments with potential clients booked on your calendar. You are counting on the revenue that will come from those new clients to meet payroll obligations, pay for marketing, and cover the miscellaneous expenses of your practice.
Then, you show up in your office only to find out all three appointments have canceled!
Maybe this has happened to you. It happened to me and I knew I could not continue to run my business like that. Appointment cancellations were ruining my business. When I could not count on people to keep their appointments, I had no consistency, no predictability and ultimately no profitability.
I had to do something about it. After quite a bit of trial and error, here are a few strategies that helped me eliminate cancellations and take back my time for good:
- Convert your free initial consultations into a meeting that has a name, a value and a purpose.You can still give them away for free, but this simple change will get your prospects to value your time.
- Require the use of a credit card number to hold appointment slots.
- Give prospects homework to do before coming in to meet with you. The more you can get them working before they see you, the more likely they are to show up for the meeting.
- Implement a follow-up campaign that runs immediately after the appointment is set. This should include a pre-meeting package, follow up emails, a reminder note, and a phone call.
If you have been experiencing cancellations, take these four steps and watch your cancellations disappear. Once you begin valuing your time, your prospects will, too.