Get in Front of the Accounts You Want Most
You have to get two basic steps right to successfully set a sales appointment. You have to call the right prospect and deliver the right message.
Brilliant, huh?
You might be surprised how difficult it is.
Most business owners, big and small, Fortune 500 and entrepreneur, spend the majority of their energy calling the wrong prospects. People who will never do anything but waste the sales reps’ time. This isn’t an intentional strategy, but one born of poor planning and sometimes outdated management thinking.
Any given company has prospects that fall into a scant few SIC codes or categories. A superior sales organization takes the time necessary to identify the prospect most likely to buy from them. Not the prospect whose need can be filled or want sated, but the prospect that does buy the service or product the company sells.
Want to drive more sales? Work on your list of prospects. Throw out those that have been in your database too long. Be liberal in tossing to the curb those that don’t fit your narrow profile.
Once you’ve identified a list of prospects that deserve to be called, you need to craft a smart introduction script. That script will keep you from deviating from the main points you need to make and with very little practice will sound as natural as if you are talking to a friend.
Cover the basics. Begin with your name and company name.
This is Brian Grinonneau with the appointment setting firm MaSM.
State the purpose of your call and develop some interest.
We’ve set high-level, qualified sales appointments for ABC and DEF companies with the accounts they wanted most resulting in a good deal of new business being closed.
Ask for an appointment.
If you are considering any new options in your sales strategies I would like the chance to introduce myself and my company to you and if there is anything you hear that you like maybe you would think of us in the future.
Would you have time in the next week?
Schedule the appointment.
Your script is used to set an appointment, period. You are generating enough interest in your offer for the prospect to take some of his most valuable commodity, time, to meet with you. Take your time and develop the script with precision. Make sure that every word is right and conveys the meaning you want. The results will be worth the time invested.
If your prospecting is off kilter and your sales pipeline isn’t full make sure that you are calling the right prospects with the right message. Build the list. Develop the words. Work a system. Smile and dial. Set more sales appointments and close more deals.
About the Author:Brian Grinonneau is a partner with MaSM, a sales consultancy and appointment setting firm. He is an award winning author writing often on direct marketing topics.
www.masmllc.com
Article Source: ArticlesBase.com - Get in Front of the Accounts You Want Most