Prospecting and setting sales appointments is arguably the most important step in building an effective sales process. But it’s also tricky to do. To get your appointments easily, you have to be strategic, bold as well as relentless. To put it bluntly, you have to earn it.Effective salespeople need to know when to ask for an appointment (and when not to), how to leverage technology for appointment scheduling, and how to prevent momentum-killing no-shows. But proper discovery, confidence, and setting a conversational tone are also crucial to securing the appointment.Here are six tips on how to get more appointments in sales with prospective clients and eventually close more deals.
Lead With a Conversation:
Scheduling your appointment after you have just met is very unlikely. Far too many salespeople try this approach and naturally come on too strong, too fast.Instead, the goal for the first two to three interactions should be to start a conversation. Shifting their focus away from the fact that you’re a salesperson and towards your value proposition. To do that, start a conversation that disarms them, enlightens them, and possibly even compliments them.Usually, if you ask the right questions and provide the right information, you can keep them engaged long enough to get them to ask you their questions. Each interaction should be built on the other so that the conversation reaches another level of response.
Use Appointment Scheduling Technology:
Getting attention and building the case for an appointment should be the tough part—not the scheduling of the appointment itself. The best salespeople make it easy to say “yes” by using software to schedule the appointment.Appointment scheduling technology solutions are tools that allow professionals and businesses to better manage the scheduling of appointments and bookings.These technologies are providing scheduling for financial wholesalers which has been surprisingly helpful for them.This type of technology is also known as appointment booking software and online booking software.
Build Up Confidence :
Building up confidence before an appointment can be a challenge, but there are several things you can do to help. Firstly, go through what it is you want to achieve in the appointment and make sure you know and understand your purpose. Secondly, try to find information about the person or organization in advance as this will help you feel more prepared. Thirdly, practice how you’ll introduce yourself and explain the reason for your request – role-playing with friends and family can be helpful here. Finally, take some time to focus on relaxation techniques such as deep breathing which can help you stay calm and positive going into the appointment.
Ask For Your Appointment:
The majority of salespeople ask the prospective client for the meeting. There will be nothing wrong with that because it definitely works. You just have to make sure that you are doing it the right way. At the beginning of your conversation, be more specific and clear about why you want the appointment, and provide them all of your appointment details including date, time, and place.The Important fact here is to make your task shorter. Do not ask for much of their time. If you need an hour or two to deliver your pitch, then you’re asking for too much and should work on tightening up your pitch. Instead, you should only be taking up 15-20 minutes of their time.
Be prepared to explain your purpose for the appointment:
When requesting an appointment with someone, it’s important to be prepared to explain your purpose in a clear and concise manner. Make sure you offer all the necessary details that may help the other person or organization evaluate what’s needed. Provide context for your request and any other information that can help them understand why you’re reaching out. Being upfront and honest about why you need the appointment is essential for getting a positive response.
Follow up:
Following up after sending an initial request is a good way to ensure that the person or organization you’re reaching out to has actually received it. Give them sufficient time to review your request and respond before you send another follow-up message. If you don’t receive a response, it’s worth considering if there might be any other reasons for why your request hasn’t been answered such as miscommunication or a delay in communication. Be polite and patient when following up and always give the other person ample time to respond.
Conclusion
Appointments can often be difficult to secure without the right techniques. By understanding the power of networking, maintaining good communication with prospects, and following up after your initial requests, you take the necessary steps to make sure your appointment is granted easily. With practice and patience, you will soon be confident in setting up appointments with ease.
Also read: Why Selling Your Business Could Be Your Best Decision Yet
