Making someone else do the job.
This might sound obvious but it requires some work to make it happen.
1. Find a couple of company’s that will do the booking for you. (try to at least get 5 to get a good picture of quality and price).
2. Listen carefully how they sound on the phone since that is what your potential customer will hear. (would you agree to take a meeting with the one your speaking with).
3. Be prepared to have a script so they have something to work with. It should be easy to read short and to the point. Remember that they will represent you and be your voice so how you want to present yourself and your company will be very much decided by this short script.
4. Negotiate the terms and price for the meetings. What should you pay here? well it depends on how qualified your booker must be and how hard it will be to get the decision maker at the company you are after. Most company’s that do the booking will try to get you to pay by the hour and not by the meeting if its hard to book and try to make you pay by meeting booked if its easy. You want it the other way around! Paying by the hour for bookers that can spend days to get you 1 meeting will cost you more than its worth usually. Paying for easy meetings should be by the hour since then you will usually get more than meetings than you would otherwise have gotten for the same money.
5. Read the contract or have someone you trust read it for you and explain it. The thing to look out for here is: Making you responsible for the bookings after they have been made. (that means that you will not get a new meeting if the customer jumps the ship or don’t show up.) You should only pay for actual bookings and get a new one if something goes wrong.
6. Have a budget and make your future booking partner be prepared to pay for calling material and set up a test week to see if the deal is a good one for both of you. (you could do this with all of the company’s you have contacted to see how good the meetings are.)
Try to divide the pay into portions or if possible pay after the meetings are booked.