Perhaps one of the most daunting tasks you face as a seller is to connect with new accounts and set the first appointments for meetings with them. But that’s what the success in sales comes from: your ability to build your sales pipeline and further your business at the same time. To help you get where you want to go, here are some tips to help you along the way to your first important appointment with a new account!
When you want to reach out to an account who also happens to be a business leader, it’s important to know a little bit about their schedule. They aren’t your typical nine-to-fivers, unlike their gatekeepers. If you want to get through to an executive at a company, calling after 6pm, before 8am and during lunch may be a good option to get through to them, as they are often going to be held up in meetings throughout the day.
Another tip is to send emails first thing in the morning, before inboxes start to fill up. This means that not only will the prospect get the email from the you first, but it also allows time for you to carry out a prompt follow up later that day.
2. Be Specific
This may seem like Communication 101 but many people in sales often forget this little fact and go ahead by saying something generic like “would you like to meet about the product we just discussed?” This gives the idea that the subject has already been talked about and therefore a meeting isn’t necessary.
Instead of being generic about setting the appointment time, be more specific about it. Plan ahead with the time slots that you will use to ask for appointments, pencil those slots in. This way you will be able to ask something more specific and personalized like “I have a slot for you at 11am on Wednesday, January the 24th, 2018. Would you like me to pencil you in so that we can take this further?”
3. Go With Marketing
Prospects who already know about your company or brand through interactions like company sponsored events, visiting your website or downloading resources may be more inclined to have an appointment with you.
This is where the marketing department of your company comes in. Get the pertinent information about prospects so you can follow up with them.
If they are website visitors who you’ve already interacted with, you can make use of technology that notifies you when a prospect is at your website. This comes in handy when you’re trying to reconnect, and if you have resources on your website such as interview videos or webcasts, people downloading these resources may be prospects for you if you reach out to them. Additionally, getting the complete list of attendees from a corporate event where your company executives played an important role is crucial.
Following these tips doesn’t change the fact that you’re going to hear many no’s, but they will help you increase your chances of getting that all important yes from the prospects!
The Lead Generation Company
Follow the tips we have mentioned here and you are sure to see your sales soar. To learn more about B2B lead generation support – get in touch.
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