Do you confirm every prospect appointment before you head out the door?

Or-

Do you not confirm, believing that it gives your prospect an "out?"

Far too many coaching clients, workshop participants and readers have said to me, "If I confirm the appointment it gives them a chance to get out of it." Let's examine this statement and the beliefs that go with it.

The above statement implies that the scheduled appointment is something that, given a choice, your prospect would avoid. This must mean, therefore, that you tricked or manipulated your prospect into agreeing to the appointment in the first place. Now on reflection, your prospect could only want to bolt.

If you had to trick your prospect to schedule the meeting, the meeting itself must not have any real value. It logically follows then, that the agenda for the meeting, your products or services, you and your time also have no value!

Well, that's demoralizing!

It is time to change some of your beliefs about the meeting...