Category Archives: Appointment Setting

Follow Friday: A-Lister Salespeople who Have Set a Good Example

Follow Friday: A-Lister Salespeople who Have Set a Good Example

 Do you believe in, “the early bird gets the worm”?

I’ve been a salesperson for more than 10 years. I know from my experience that what’s important is to understand your prospects and find out when to call prospects.

The best days to connect with your prospects in Australia are from Tuesdays to Thursdays. They’re busy on Mondays planning for their week. Not to mention a few meeting here and there. While on Fridays, they look forward to the weekend and are not interested to talk about business.  

Sales is a long process and finding new opportunities require nurturing. 50% of prospects with opportunities need relationship building in order for them to consider doing business with you.

If you’re one of those who feels stressed and rewarding at the same time even after a long day of talking and prospecting. Here are my top 10 salespeople who have set a good example and inspired me to keep going.

  • John H. Patterson, CEO, and Founder of The National Cash Register Company.

He is known as “The Father of Modern Sales Training” because he is one of the first entrepreneurs to organize sales training programs. He provides scripts to his people and taught them that the sales cycle has 4 stages.

  • The initial approach
  • The proposition
  • The product demonstration
  • Closing the deal

Related: The 7 Things We Did to Make Our Australian Clients Feel Special

  • Mary Kay Ash, Founder of Mary Kay Cosmetics, Inc.

Was recognized as America’s greatest woman entrepreneur. She created a marketing plan which provides women opportunities to achieve personal and financial success.

  • Larry Ellison, Co-founder, and CEO of Oracle Corporation.

In 2014, he’s known as the 5th wealthiest person in the world. Many aspiring entrepreneurs were inspired to work harder because of his rags-to-riches story.

Related: 25 Business Quotes That Will Push you Through Limits

  • Zig Ziglar, an author, salesman and a motivational speaker.

He helped shape the modern vocabulary of sales. He motivates and encourages salespeople to commit in continuing learning. His books include; Zig Ziglar’s Secret of Closing the Sale, Top Performance: How to Develop Excellence in Yourself and Others, Success for Dummies; Selling 101: What Every Successful Sales Professional Needs to Know.

  • Ken Krogue, President, and Founder of insidesales.com

Ken is a strategic thinker, sales, and marketing tactician. He was recognized among the Top 25 Most Influential Inside Sales Professionals in 2010 and 2012 by the American Association of Inside Sales Professionals (AA-ISP).

Insidesales.com was the first company to combine hosted CRM with built-in phone dialer software.

Related: Leaving your lead generation campaign to the expert?

  • Steve Jobs, Founder of Apple, Inc.

Steven Paul Jobs was an American entrepreneur, businessman, inventor and industrial designer. He was never a traditional salesperson but his achievement as a salesman is the reason why Apple became a success.

  • Matt Heinz, President, and Founder of Heinz Marketing, Inc.

He is considered as one of the Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers. He has 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.

Related: Are you a Sales Pro or a Sales Wannabe?

8

  • Paul Greenberg, President of the 56 Group, LLC

He is also an author of the best-selling CRM at the Speed of Light: Essential Customer Strategies for the 21st Century.

The 56 Group is an enterprise application consulting services firm, focused on CRM strategic services and a founding partner of the CRM training company, BPT Partners, LLC, a training venture composed of a number of CRM luminaries.

9

  • Michael Pedone, Founder, and CEO of SalesBuzz.com

Michael is well known to many in the world of online business. He launched an internet marketing company during the dot com meltdown and defied the odds by turning it into a massively successful venture. A large factor in its success was Michael’s ability to teach his proven phone sales techniques to his ever-expanding staff, creating swift growth for the company.

Related: Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

  •  Sean McPheat, Founder and Managing Director of MTD Sales Training.

He was referred to as the thought leader in modern selling. His passion and expertise lie in his ability to generate increased revenue and profits for his clients.

How about you? Who’s the salesperson who influenced you to do better in sales? Feel free to comment below.

 

 

Learn more marketing tips and tricks on Australia B2B Marketing Blog

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Related:

Don’t Get your Company drown with Unqualified Australian Leads

10 Warning Signs from Decision Makers that You won’t Close the Deal

What Appointment Setting Strategy Will Work For Australia?

What Appointment Setting Strategy Will Work For Australia?

What Appointment Setting Strategy Will Work For Australia?

In a competitive business world, the company to reach the prospects first wins. All you need to do is to develop a plan on how to do it.  For over 10 years of experience of doing appointment setting campaigns, not just in Australia but all over Asia Pacific, I found out that there are 3 different types of prospects.

  1. Prospects that are interested
  2. Prospects that are not interested
  3. Undecided prospects

Regardless what type of business you’re into, generating appointment plays an important role in your company’s revenue.  Every region has different culture and how you do appointment setting campaigns is different.

Related:  Assess your Sales Leads: Is Hot, Warm or Cold?

If you are to call Australia, how do you plan a strategy that works? Here are our appointment setting strategies that you can use for your next campaign.

Best days and times to call

According to the Fax Marketing Industry Standard found on ACMA website, it’s best to call on the following times.

Research Calls

Weekdays: Between 9AM-8:30PM

Saturday: Between 9AM to 5PM

Sunday: Between 9AM to 5PM

Other Telemarketing Calls

Weekdays: Between 9AM to 8PM

Saturday: Between 9AM to 5PM

Sunday: No Calls on Sundays

NOTE: NO calls should be made during National Public Holidays such as New Year’s Day, Australia Day, Good Friday, Easter Monday, Anzac Day, Christmas Day and Boxing Day. This includes a day given in lieu of one of these public holidays.

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

Delivery

  • Callers must provide the name of their company at the start of the conversation for prospects to have an idea about the nature of the call.
  • Be business like and direct to the point

Related: Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

Developing Rapport/ Building Interest

  • Address prospects by their first name
  • When talking on the phone, prioritize the needs of your prospects. Only mention the features and benefits of your product or service in response to their needs.
  • Listen more than talking

Related: Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

Choice of words

  • Don’t use Ma’am, Sir or Madam
  • Use “G’day” to greet someone
  • “Mate” is a synonym for friend
  • “How ya going?” means “how are you?”

Setting the Appointment

  • Make it easy for prospects to say yes. How? By proposing a specific time and date

Example: “Our Consultant will be in your area next week, can he drop by Monday at 9:00 a.m. or Tuesday at 2:00 p.m.? What works best for you?”

  • Don’t suggest dates that are too far

Related: Drive Large Pool of IT Appointments in Australia The Whole Year Round

Follow through

  • Australians are very particular with time, so make sure to call on the scheduled date and time discussed during your initial conversion.
  • Evaluate and plan what to discuss and what questions to ask before making a call.

 

Professional sales people have skills and are good in setting up appointments. But how you handle your prospect is important in order to deliver results. So use these appointment setting strategies when calling Australia. It helped me increase my sales and I hope it will do the same for your business..

 

 

So how do you handle your marketing plan today? Comment below.

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 

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B2B Marketing in Australia: The 7 Rules to Stronger Appointment Setting Results

B2B Marketing in Australia- The 7 Rules to Stronger Appointment Setting ResultsAppointment setting should always be an important component in every Australian company’s marketing campaign. How else are they going to turn their leads into paying customers if they lack a mechanism that makings the transition possible?

Without appointment setting, businesses are less likely to increase their revenues, much less establish a substantial presence in their respective markets.

In this highly informational post, Biz Coach Terry Corbell explains the numerous ways businesses can turn their B2B appointments into pure gold (not literally, but you’ll get the picture):

1. Train for a marathon. Most people don’t like cold-calling, so make sure you’re prepared mentally to act with confidence. Research and know your elevator pitch to get your foot in the door, and when you meet with the CEO to set an appointment. Research your desired targets. Know who the chief decision-maker is at each company. First impressions are crucial. To get past the gatekeepers, make sure you have professional demeanor – you have to look like you’re on the same level as CEOs – with a well-tailored suit and shined shoes.

2. Resolve to be resilient. If you can’t get in the door, remember it’s not a rejection. If a CEO does say no, it’s OK. That means you’re closer to selling to someone else.

3. Celebrate any and all accomplishments. To help you stay resilient and mentally sharp after even small victories like getting an appointment, take time to relish your success. Give yourself a stroke for being tenacious,  and knowing what to say and when to say it.

4. It’s vital to be yourself. True, you’ll want to impress the CEOs, but don’t worry about being a chameleon. Simply listen intently and take notes in sales calls. Answer questions honestly with value propositions. Avoid using the latest buzzwords.

5. Be detail-minded. Ask open-ended questions. Pay attention the person’s opinions. Remember CEOs have a unique job with few sounding boards – people with whom they can confide. Become that person. If you’ve taken good notes, you’ll be in better position to present your ideas so that they can be easily understood and appreciated on an emotional level.

6. Stay focused in your presentation. Don’t ramble. Use an economy of words in providing your introductory benefit statement and your value propositions in your pitch. Encourage questions.

7. Make selling fun and be consistent and tenacious. Enjoy the ride. Keep smiling even when you don’t feel like it.