appointment-settinglisted

# Appointment Setting ## Overview Booked meetings are a vanity metric; **held meetings with qualified buyers** is the real one. A calendar full of unqualified no-shows costs more than an empty one because it consumes the closer's most expensive hours and destroys their conviction. Two levers move held-meeting volume: a qualification gate before booking, and a confirmation sequence after. Most teams have neither and blame lead quality. ## When to Use - Setting up a booking flow for inbound or outbound leads - Show rate is under 60%, or the calendar fills with unqualified prospects - Designing the handoff between setter and closer - Building the reminder and reschedule automation Don't use for: what happens on the call (use `sales-call-framework`), or lead generation (use `lead-sourcing`). ## The Qualification Gate Put friction in front of the calendar, deliberately. Every disqualifying question you ask before booking removes a no-show and protects a closing hour. Ask 3–5 questions on the booking form. Never more — each additional field costs completion. | Question type | Purpose | Example | |---|---|---| | Situation | Confirms ICP fit | "How many service techs do you run?" | | Problem | Confirms real pain | "What's the main thing you're trying to fix right now?" | | Authority | Confirms decision power | "Who besides you signs off on marketing spend?" | | Timing | Confirms urgency | "Is this a now problem or a next-quarter problem?" | | Budget band | Filters the botto