Skills for communication, negotiation, sales, and more, only matter once you can set an appointment or meeting. A face-to-face meeting is a chance for you to present your products or services to potential clients. You might think that B2B appointments are less relevant than other marketing tactics, but that’s far from the truth.
The success of the sales process is dependent on how the meeting with the prospect goes. But of course, it all starts with booking more appointments. WhoKnows can help you with that. Here we take a closer look at how you can book more meetings with prospective clients:
How You Can “Sell” a Sales Meeting
The very best salespeople possess the skill to set a sales meeting. If your team can get decision-makers to agree to a meeting, the possibility of convincing them to purchase products or get your services is pretty high, too. Selling a meeting is proof that you already have the attention of target prospects.
What’s left to do is to present your products or services in such a way that the potential clients will see their value and make them believe that they can’t afford to lose out on what you’re offering.
It seems easy, right? The problem is it’s not that easy to sell a meeting. Often, you’ll have to contact executives for those sales and those people are always busy and are in charge of several operations. Therefore, you need to make sure that they feel that it’s essential to listen to you. If you are given a chance to pitch that meeting, make the most of that time. Summarize the reasons for your call and convince them that an appointment will help them know the benefits of your products specifically for their company.
Cold Calls Vs. Emails
Salespeople need to select the best method for setting a meeting, and that’s typically between these two options: cold calls and appointment emails. But which one should you use?
Well, both of these methods are effective. Depending on certain factors, one may be better than the other. Here are some of the things that can help you decide which way is appropriate:
- Urgency – If you need an immediate response, a phone call would be better. If the sales process is still in its early stages and you’re in no rush, though, an email would work better.
- Usual Customer Response – As you work in sales, you should be knowledgeable of the potential actions of prospective clients so that you can determine the method they’re most likely to respond to.
If you are going to call, make sure that you keep it short and do not drag the conversation longer than necessary. Avoid chit-chats as this can drive from your main objective – to set an appointment.
If you are sending an appointment email, make sure that it reflects that you know exactly what you are talking about and that you are addressing the right person. You need to have a better understanding of the clients so you can provide the value that they need. When you know their pain points, you’ll be better equipped to present them with solutions. Don’t forget to personalize your emails, too. it should be eye-catching and engaging, too, so the recipient won’t lose interest.
Whatever method you choose, you need to ensure that you include what action you want the prospect to take, whether to give you a call, reply to your email, or set up an appointment via a link you provide. Before finalizing anything, it’s best to get the opinion of others on your team, especially those who are experts in cold calling or creating outbound emails for a sales appointment. Alternatively, you can reach out to experts in B2B lead generation.
WhoKnows is a B2B lead generation platform that is specially made for startups. We can help you speed up the sales process and get you the results that you want. Contact us today to know more!