Hey, it’s Dami Okedara here—marketing strategist, sales architect, and deal-closer. If you’re struggling with inconsistent sales, the problem isn’t your product or service—it’s your pipeline. And the fastest way to build a rock-solid pipeline? Mastering appointment setting.

The businesses that win aren’t the ones with the best offers—they’re the ones with the most conversations happening daily. Let’s break down how to systematically book high-intent sales calls without spamming or sounding desperate.

1. The ‘Pre-Sell’ Mindset: Sell the Call, Not the Product

Most people make the mistake of trying to sell their service before getting the prospect on a call. The reality? Your ONLY goal is to sell the appointment. The call is where the real selling happens.

🔹 Hack: Shift your messaging from “Here’s what we do” to “Let’s see if this is the right fit.” Remove pressure and frame it as a mutual discovery process.Example:

❌ “We help businesses scale to 7 figures with our growth system—want to hop on a call?”

✅ “I’ve worked with businesses just like yours to scale faster. If you’re open to a quick chat, I can share what’s working right now—no pressure.”

2. Targeting: The 3-Tier Lead System for Quality Conversations

Not all leads are equal. The highest closers prioritize their outreach by segmenting prospects into three tiers:🔹 Hack: Use this framework to qualify and prioritize leads:

•Tier 1 (Hot Leads): Engaged prospects who have shown buying intent (website visitors, event attendees, inbound inquiries). These should get immediate, high-touch follow-ups.
•Tier 2 (Warm Leads): People who match your ideal client profile but haven’t engaged yet. These need education-based outreach to warm them up.
•Tier 3 (Cold Leads): Completely new prospects who have never interacted with your brand. These require more touchpoints and nurturing.

Focus 80% of your effort on Tiers 1 and 2 to maximize efficiency.

3. Multi-Touch Outreach: Why One Message Won’t Cut It

One outreach attempt isn’t enough. The best appointment setters follow up like pros—without being annoying.🔹 Hack: The 5-Touch System for booking calls:

1)Day 1: Initial message (email, LinkedIn, DM, or call).

2.)Day 2: Follow-up with a value-driven insight (case study, industry trend, or a short video message).

3)Day 4: Light-touch follow-up (e.g., “Wanted to see if you caught my last message—worth a quick chat?”)

4)Day 7: Restate value with urgency (e.g., “We just helped a business like yours generate 50+ leads in a week—worth 10 minutes to see how?”)

5)Day 10+: Final follow-up with a soft close (e.g., “Let’s circle back in the future if timing isn’t right now. Sound good?”)

4. The DM & Email Formula That Books Calls on Autopilot

Forget long-winded sales pitches. The best appointment-setting messages are short, curiosity-driven, and personalized.🔹 Hack: Use the 3-Sentence Formula:
•Hook: Mention something specific about them (their industry, a recent achievement, a pain point).
•Value: Quickly explain how you’ve helped similar people or businesses.
•CTA: Suggest a quick call with a clear time option.

Example:

💬 LinkedIn DM: “Hey [Name], saw your post about scaling your [business type]. We just helped [similar business] add 30 high-ticket clients in 60 days. Worth a quick chat to see if this could work for you?”

💬 Email: “Hey [Name], I came across [company name] and love what you're doing in [industry]. Quick question—are you looking to [achieve a goal]? We’ve been getting great results with businesses in your space. Happy to share insights—got 15 mins?”

5. The ‘Micro-Yes’ Strategy to Get More Calls Booked

When prospects hesitate, it’s because they feel like saying “yes” means committing to something bigger than they’re ready for. The trick? Lower the perceived commitment.

🔹 Hack: Instead of asking for a full call, start with a micro-yes:

❌ “Want to schedule a 30-minute call?”

✅ “Open to a quick 5-minute chat to see if this makes sense?”Once they’re in, the chances of them staying on the call increase drastically.

6. The Follow-Up Close: Convert No-Shows into Booked Deals

Even after a call is scheduled, 30-40% of people will ghost you if you don’t reinforce the appointment. The best appointment setters reduce no-shows with pre-call reminders and value stacking.

🔹 Hack: Use a 2-Step Reminder System:

1)24 Hours Before: Send a message reinforcing the benefit of the call.

-“Hey [Name], excited for our chat tomorrow. I’ll walk you through [valuable insight]—should be super useful.”

1)Hour Before: Send a quick, casual reminder.

-“Hey [Name], looking forward to our call in an hour. Let me know if you need to reschedule.”

No-shows? Send a follow-up immediately:

Final Thoughts: Appointment Setting is a Skill—And Skills Can Be Mastered

Sales don’t happen without conversations. The more high-quality appointments you set, the more deals you close. Most businesses don’t have a sales problem—they have a pipeline problem.

At DamiOkedara.com, I help entrepreneurs, executives, and sales teams master appointment setting, pipeline growth, and sales conversion strategies. If you want to book more calls, close more deals, and scale faster—let’s talk.

🔥 Book a strategy session and start filling your calendar with high-intent leads today. 👉 Schedule Your Strategy Session Here