Today we continue the series about how to generate high-quality appointments with prospective clients in a systematic way.

If you missed any emails, check out my blog at www.davedee.com.

So far, we’ve covered the following:

Step #1: Identify precisely who your target market is and what piece of information they would love to get access to.

Step #2: Create a simple, dedicated landing page offering the information in exchange for their name and email address.

Step 3 is: Deliver the information in an easy-to-consume format.

Step #4 is to drive traffic to the landing page.

Step #5: Follow up with all leads with an email with a personal feel.

Forget what you’ve heard about sending a barrage of autoresponder emails designed to sell your services and convince prospects to schedule appointments.

As I said before, prospects will schedule appointments with you when they’re ready to engage rather than on your timetable.

The purpose of the second email you send (the first email thanks the prospect for requesting information and gives a link so they can access it) is to start the filtering process to identify A-list prospects who are ready to do business with you soon.

This brilliant strategy comes from the living legend Dean Jackson. He calls it a S.P.E.A.R. email. That email is short, personal, and expecting a reply.

Typically you will ask a prospect a question you want them to respond to.

We’ll use one of my businesses as an example. Let’s say someone watched a short-form webinar about getting more clients. I could follow up with an email that said, “Is getting more appointments or closing more sales most important to you?”

When someone responds to that email, I know they’re willing to engage in a dialogue. At that point, I will personally respond to continue the conversation, which may lead to selling a product or service.

That approach is far superior to sending a “gauntlet” of autoresponder emails, especially when you sell a professional service that is by its very nature personal.

Kick butt, make mucho DEEnero!

Dave “Happy New Year’s Eve” Dee