There are 5 main ways to get more sales appointments. 1) Accept that the right prospects want to talk to you. 2) Target the people you want to work with. 3) Develop talking points based on the results. 4) Prepare for objections and stallings and 5) Optimize your process
Getting more sales appointments is a sure way to increase sales immediately. The way to get these sales appointments is to pick up the phone.
Most salespeople don’t call prospects
67% of salespeople contacted less than 250 people in the past year. Only 15% affected more than 1,000 people. With 260 estimated working days, nearly 70% of salespeople make 1 phone call per day. Only 15% call around 4 people a day !!!
Do you know how they say that everything old is new again? Well, with so many marketers shifting their sales efforts online, no one is calling them.
By simply picking up the phone and having a conversation, you set yourself apart from the competition.
A new way to see how to get business meetings I did my share of phone canvassing – and I didn’t like it. In fact, I was wrong. So, I reached out to the queen of cold calls, Wendy Weiss, to straighten out.
Here’s a summary of my conversation with Wendy Weiss along with some specific tips on how to get qualified business appointments.
Where there is change, you will find opportunities
“No matter what kind of disruption hits your business, there is an opportunity out there.” according to Weiss. And in this case, the phone is your lifeline for further sales.
The COVID-19 pandemic has caused everyone to work from home. And guess what? They actually have more time to talk to you. And, let’s face it, they can’t wait to take a break from their incessant Zoom calls and talk to you.
According to Verizon, the volume of calls has skyrocketed since more people are working from home:
“We received 800 million calls per day. This is double the number of calls you would have on Mother’s Day, which is the busiest [Sunday] of the year, ”Verizon CEO Hans Vestburg told David Faber on CNBC’s“ Squawk on the Street ”Friday.
Your prospects want to talk to you
And get this, the statistics of Ingenious sale show that your prospects on the other end of the line WANT to hear from you!
- 57% of C-Level Buyers Prefer Sellers to Call Them, Finds Comprehensive Rain Group Study
- About half of all admins and managers also prefer calling
- 69% of buyers accepted a call from new sellers in the past 12 months
- 82% of buyers accept meetings when sellers contact them, according to the Rain Group
What is a business meeting?
Weiss maintains that we have the goal of a business meeting all wrong. Your goal on the phone is not to call and try to SELL something. Your goal is to plan a meaningful, deeper conversation with a qualified prospect.
Think of it this way – would you just decide to go on an important vacation and then get out there, get in a car or a plane and travel somewhere? Probably not. You would make a plan and you would also prepare for some unforeseen events.
Cold calling is no different. Having a process and plan in place puts you in the driver’s seat and lets you behave simply throughout the process.
Wendy Weiss likes to say that the technique of canvassing is a lot like developing any other skill – like a dancer or a soldier or a surgeon. Cold calls require muscle memory. You develop a process and follow it over and over again. The more you do it, the better you get the process.
It is a self-executing three-phase process:
- The process
- The talent
- Identify the target
Another misunderstood part of phone calls is that you have to call everyone.
At least 50% of your prospects are not a good fit for what you are selling.
Dial the phone puts all control in your hands. Take the time to choose the companies and individuals who will benefit the most from your offer.
Wendy Weiss calls this a micro-target. It’s easier to find the right people and more easily create messages that will get the date. It means choosing people and businesses with visible physical characteristics.
- Five or more employees
- Several locations
- Over $ 5 million in sales
When you have carefully chosen your prospects, you immediately increased the likelihood that they would be interested in your offer.
“Having this skill created new life… with peace of mind and confidence knowing that I am still employable. – Jennifer Hasan
Outline a process
The next step is to identify a process or script. You don’t have to follow it verbatim, but you have to go through the process step by step.
A typical script simply addresses all of those uncertainties that prevent you from tracking your phone calls and measuring your results.
- What will you say on the first call?
- What will you say on voicemail?
- What will you say to the warden?
- What are you going to put in an email?
- How many times will you call back?
- How often will you send an email?
- What will you say at each callback?
- What will you write in each email?
- How will you answer questions from your prospects?
You can imagine how much this activity will remove the uncertainty!
Develop your skills and muscle memory
Armed with a list of micro-targeted prospects and a solid process, you are ready to develop your skills and practice your process.
“I doubled my income in half without doubling my efforts! The best part is that I also doubled my free time. – Jerry Iacangelo
Much like this exercise where you have to write your name with your non-dominant hand, you will feel a little uncomfortable at first. But like anything else, with practice you will get better.
5 tips on what to say and what not to say to get the business meeting
As you work on this process, here are some practical advice for making an appointment which will help you to set up business meetings:
1. Never use the word “date” when trying to set one.
Instead, use the word “meeting”. “Meeting” sounds more professional and more important. “I would like to meet you.”
2. Use directed words to reach your prospect.
When you ask to speak to your prospect, say “Jane Jones, please” and not “May I speak to Jane Jones?” The first sentence expresses authority; the second asks for permission.
Use leading words (and open-ended questions) to gather information.
3. Ask, “Who do I talk to?” not: “Do you know who I should talk to?”
The former conveys authority, and whoever questions you, if they know it, must respond with a name. In the second sentence, the answer could simply be “yes” or “no”.
4. Eliminate the word “right” from your vocabulary.
This little word “just” is an excuse. He says that your call is not important and that what you have to say is not important. Simply tell your prospects and customers why you are confident and specific about your results
5. Never say “we hope to be successful”
Hope? No one is paying you to “hope” to do something. They pay you to do it! Tell your prospects or customers what they will achieve or should expect to achieve.
Want more appointments, more clients and more sales?
OK, so this process seems pretty straightforward. Wendy generously shared the basic process and the elements of the process. At this point, you have enough information to begin to introduce yourself to this system.
But – maybe you want to get off to a good start and implement this system for yourself.
Wendy Weiss has a program for that. This is called the 3x Appointments program. The result is simple: do you want to get three times more appointments and close more deals now?
If the answer is yes, I highly recommend you check out this program.
Wendy Weiss 3x Revision of the appointment schedule
This is an on-demand program that will guide you through the process of getting an appointment.
One of the things that worried me was whether or not you should have an offer and find out exactly who your target customer was. Wendy told me it wasn’t necessary. In fact, her superpower helps people get a clear picture of their offering and their ideal customer!
It is an ideal program for startups and new businesses. And another thing I love about this program is that it literally pays for itself!
One thing I would say is that it’s a much better investment if your average sales value is around $ 1000. Here is an example Wendy gave me to illustrate typical ROI:
If your average revenue per customer is $ 1,000 and you make 10 appointments and close 20% at the end of the year, that’s another 100K.
If you are wondering if this program is right for you, click here and fill out the form below to schedule a meeting.