Booked Appointment Scoring System

Jul 16, 2024

Booked Appointment Scoring System

Introduction

  • Presenter: Revi Abuvala, founder of Scaling with Systems
  • Topic: Overview of how the Booked Appointment Scoring System can double show-up rates, increase close rates, and increase the number of upfront payments from sales calls.

Background

  • Scaling with Systems: Builds end-to-end custom marketing systems for various clientele (coaches, agencies, course creators, online service providers).
  • Achievements:
    • Generated over $25 million in high-ticket sales
    • Booked 16,000 sales calls
    • Built and installed over 1,200 marketing systems

Reasons for Creation

  1. Efficiency: There was a lot of waste and inefficiencies when scaling the business.
    • Example: Out of 10 appointments, only 1-2 would be qualified and show up.
  2. Quantitative Measurement: Needed a way to quantitatively measure the quality of marketing efforts.
    • Needed a scoring system for traffic sources, ads, time of the year, etc.

The Qualification Funnel

  • Importance of Pre-qualification: Earlier pre-qualification is more efficient and scalable.
  • **Five stages of qualification: **
    1. Audience Selection: Ensure the right target market.
    2. Messaging: Effective ad or email copy that calls out to the specific target audience.
    3. Asset: High-quality content (e.g., videos) that identifies the target audience.
    4. Booked Appointment Scoring System: Used after booking a call but before the call itself.
    5. Demonstration Call: Final effort to qualify the lead.

How the Scoring System Works

  • Tool: Google Sheets (Note: Simplicity is a key value)
  • Scoring: Numerical scores (1-4) to categorize leads.
    • 1 - Unqualified: Cancel
    • 2 - Decently Qualified: Mark as free, triage further
    • 3 - Good: Schedule
    • 4 - Best: Prioritize

Four Main Categories for Scoring

  1. Offer/Vertical:
    • 1: Not a coach, consultant, etc. (Automatic cancel)
    • 2: Service providers with <$2,000 price point or unclear answers
    • 3: Consultants (Good)
    • 4: Coaches, course creators, agencies (Best)
  2. Revenue:
    • 1: < $5K/month (Automatic cancel)
    • 2: $5K-$10K/month (Decent)
    • 3: $10K-$25K/month (Good)
    • 4: $25K-$50K/month (Best)
  3. Geography:
    • 1: Curated countries (Automatic cancel)
    • 2: Non-curated countries
    • 3: UK, Canada (Good)
    • 4: USA (Best)
  4. Answer Quality/Detail:
    • 1: Fake information (Automatic cancel)
    • 2: Some detail (Triage further)
    • 3: Detailed and clear
    • 4: Very detailed and clear

Completing the Score

  • Inputting Scores: Scores are averaged but with specific caveats to adjust the overall score.
  • Rules:
    • 1: Any '1' in categories results in an automatic '1'.
    • 2: A '2' in Offer/Vertical, Revenue, or Geography scores an automatic '2'.
    • 3: In certain conditions, the setting triage can increase the score to '3' or '4'.

Example:

  • Lead: Coach
    • Offer/Vertical: 4 (Coach)
    • Revenue: 3 ($15K/month)
    • Geography: 3 (UK/Canada)
    • Answer Quality: 3 (Detailed and clear)
  • Average Score: 3 (Good qualified lead)

Implementing the System

  • Effectiveness: Ensures sales teams focus on high-quality leads.
  • Double Booking: Option to allow another booking in the same slot if primary lead is '2'.
  • Calibration: Adjust as per the specific data gathered over time.

Conclusion

  • Tools and Offers: Access the sheets through the provided link.
  • Call to Action: Coaches, consultants, course creators, agencies, or online service providers invited to book a call for a custom marketing system.
  • Q&A: Encouraged to leave questions in the comments.