Are your sellers going on enough appointments? No? Read on.
A quality appointment is an appointment that is scheduled in advance, with a clear agenda that includes either conducting a needs analysis or discussing ideas specifically related to a previously identified assignment. We've learned that the lack of activity is a universal problem and not the result of a lack of effort. In fact, salespeople may be working harder today on their approach than ever before!
We find that the average seller is often going on only 1-3 quality appointments per week. Imagine what could happen if every seller went on 5-7 quality calls per week? Sound too good to be true? We assure you it’s not!
The most important thing a salesperson can do is sell. The problem is they have no one to sell to without a quality appointment. Most salespeople are not very good at setting appointments because:
We follow a proven seven step process over a 16-day period to set appointments where the prospect is actually excited about seeing your people. This is not a boiler room operation making 5,000 calls to a questionable list, and delivering 2-3% of those calls as shaky appointments that won’t go anywhere. We will work with you to identify 80 prospects that meet your ideal customer profile and set high-quality appointments. Typically, we are successful in setting appointments with 22% of your prospects—that can change your revenue in a hurry.
Spend more time at appointments and closing deals vs chasing down desicion makers.
Can't find a valid phone number for a prospect or a current email address? We do the hard work
You need to focus on getting new prospects. We focus on keeping your sales reps calendar full.
Do more each day and close more business. We set the appointments, you close the business.
We can assist in determining whether or not it's a good prospect or a great prospect!
Having appointments with qualified prospects makes sure that you are not wasting your time.
As one of the only inbound marketing agencies with a foundation in sales training and sales performance we understand how to help companies generate leads and sales using social media and inbound marketing.