Appointment 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.