How to Get Sales Appointments

Written by promotiondept

September 16, 2018

Last UpDated: Mar 28, 2017Making that first sales appointment with prospects is the hardest part of selling. Between not knowing who to call and gatekeepers blocking the way, just getting the right person on the phone can seem impossible. These strategies can help you get your foot in the door. There’s a harsh reality that […]

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Last Updated: Mar 28, 2017
that ft sales appointment with prospects is the hardest part of selling. Between not knowing who to call and gatekeepers blocking the way, just getting the right person on the phone can seem impossible. These strategies can help you get your foot in the door.

There’s a harsh reality that quickly sets in for every business owner: sales is hard. It takes the perfect combination of a great product or service, a solid plan, a lot of hustle, and a little bit of luck. #1—get your foot in the door and get that ft meeting set up.

Start with Your Database

You’ve probably heard that it’s easier and less costly to retain a past customer than gain a new one. If you’ve been in a business a while, you probably have plenty of people who haven’t purchased from you in a while. Reach out to those people before looking for new prospects. If just getting started, and not new to the industry, you probably have clients you’ve worked with in another capacity. Go after those prospects if allowable and ethical.

Build a Prospect List

Ft, find your prospects. One way is to scour the Internet looking for companies/customers that fit your business. But don’t do this yourself. to do the work. For far less than $100 in most cases, a VA will build a prospect list using the criteria you lay out. Sites like Upwork are a great place to start.

No, Calling Isn’t Dead!

Don’t listen to the “experts” that say cold calling is dead. Ask anybody who does it regularly and you’ll find that it’s alive and well. Sure, it will likely work better for some businesses than others but let’s make one thing clear: You cannot use technology to forsake human contact. Just because we live in the digital age doesn’t mean that your sales process won’t involve human contact. call 100 prospects and e-mail 100 and see which gets the better results. Likely, it will be the calls.

But Before You Call…

Do your qualifying before you call or e-mail. Asking the prospect qualifying questions like, “when is your contract up?” is a great way to end any chance of getting their business. Do some research and call with some knowledge of their company. Be able to speak intelligently about their business and from that research have a list of questions you might ask about any ential needs. For example, if you sell cloud-based software you might ask about how their sales staff communicates with the home office.

RELATED: 10 Tips to Getting Prospects to Return Your Calls

Genuinely Care

There are plenty of sales people that can act like they care but a better approach is to actually care. You have a product or service that you genuinely believe in and you care enough about the ential customer to tell them about it. Caring means that the sale is the last in the process. Building the relationship comes ft. People know if you care more about them or the sale when you talk to them. Make sure operating from the right state of mind.

Play the Numbers

going to be turned down more than you hear the word, “yes” so after you’ve done your research, contacted the company, and entially heard, “no,” move on. Carve out time every for prospecting and make that your sole focus. Don’t allow any distractions to pull you away from what doing. Don’t forget that no business succeeds without a strong sales funnel.

Name Drop

Want to significantly up your chances for a ft meeting? Do some name dropping. Do you know somebody they know? Is there another influencer in the industry using your product or service? Even if it’s one of their competitors, drop a name or two.

Load Them with Facts

going to have a rough time getting time with a prospect if you throw the call to action in front of them right away. Instead, show them that you understand their problem just as well or better than they do. Load them with industry knowledge, case studies, and before and after statistics. Once you gain some credibility, it’s time to ask for the meeting—not the sale.

Change your Communication Strategy

If your method of ft contact is e-mail, understand that a lot of e-mail ends up in spam s or discarded before it to the intended recipient. Just because they didn’t respond doesn’t mean they’re not interested. If e-mail doesn’t work after multiple attempts, make a phone call or go super old school and send a letter. In other words, don’t give up.

Try “Off

Many decision makers have assist that act as gatekeepers. Calling or e-mailing during work often means that you’ll get an assistant who may not have the level of knowledge that the decision maker has.

High level leaders don’t have 9 to 5 work but many assist do. contact in the evening might mean that the decision sees the e-mail or gets the call before the assistant—eliminating the gatekeeper.

Bottom Line

Be patient. Some products or services sell in minutes while others take months or even years to complete. The more you prospect for customers, the sooner the sales process on each of them can begin. Remember, sometimes “no” is actually just “not now.” Don’t get discouraged. Make initial contact and then ask for a meeting. You don’t have to close the sale today.

© 2017 Attard Communications, Inc. All Rights Reserved. May not be reproduced, reprinted or redistributed without written permission from Attard Communications, Inc.

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