May 3, 2016 | Neeraj Goel
It is a universally difficult part of business development, and therefore the most common roadblock to growing your company through increased profitable sales.
In most businesses no sale will happen without first speaking directly with a prospect. If you can get in front of (or on the phone or computer with) a prospect, you can make the sale, right? The presentation itself is rarely the challenge; getting the presentation set up is. Your success as an entrepreneur/sales person requires you to become a proficient appointment setter.
Here are three tips that might help you set more appointments, rather than just make a bunch of unproductive calls:
You don’t NEED this deal. Jim Camp, in his book No, makes this point very clearly by stating that while there are some things you really do need, such as air, water, food, etc., you don’t need any single business deal. When prospects sense fear in your voice (fear of losing the deal), they instantly pull back. Engage them with an if-you-don’t-buy-from-me-it’s-not-the-end-of-the-world attitude.
Your FIRST goal is to help the customer. Prospects will instantly resist setting an appointment with you if they think you’re in it for you. Right up front in the first seconds of the first contact, you must exude service not selfishness. This is especially important because before you even open your mouth, your prospect is already in a defensive mental position.
Others LOVE what we offer, and you will too. One of the most effective ways to break the ice early and have a prospect respond with genuine interest is to offer an example of how you helped another customer with a problem common to the industry. For example, you could say, “XYZ company was losing a lot of money because of early expiration of inventory. We introduced our system and they began saving $35,000 a year, with a payback time of six months. Have you ever had a similar problem with your inventory? When can we talk about that?” Short, sweet and to the bottom line.
If you want to outsource this task to one of the many appointment-setting services out there, you should be extremely cautious regarding whom you choose. Your company’s reputation is on the line every time a representative makes a call. Having researched many such services, and used a few of them myself, I can make a couple of recommendations for anyone who’s interested.
www.arrowconsulting.in is a professional group that operates at the high end of this market. If you sell a big-ticket product or service and need to connect with executives in order to make sales, this may be the company for you.
Arrow Business Consulting offers appointment-setting services via a lower-risk business model. You can try them out for a lower commitment fee, and quit early in the process if it’s not working well.
Do it yourself, or work with outside help—either way, I wish you all the best as you grow your business by setting more (and higher-quality) appointments.
Do you know of entrepreneurs who have exhibited a crucial characteristic necessary for success? I’d like to write about them. Contact me directly at email@example.com