Filed under: Tip of the Day
Having trouble getting that appointment? Don’t fret, you’re not alone! It’s a very common obstacle for sales reps, but one they need to overcome if they are to succeed in this — or any — industry.
In a recent Advantages article titled “Get The Appointment,” Jean Erickson dishes some great advice on not only how to get to the buyer, but how to nail down a meeting. Read now, and in the meantime here are 5 great tips for securing an appointment, from Advantages Advisory Board members:
- “Send a gift to warm up the follow-up. This usually results in a positive outcome. If that fails – vodka.” – Seth Weiner, MAS, president and CEO, Sonic Promos (asi/329865)
- “Call on a Friday morning, when people are happiest! If you have to leave a message, follow up with an e-mail and a LinkedIn connection so they can see your bio and photo before they decide to respond … helps with credibility.” – Nicole McNamee, director of new business development, POP Solutions (asi/359180)
- “Have a plan on how you want to approach the client and know your agenda before making contact. My agenda is to develop a relationship so that the prospect eventually orders from me. I may need to actively engage a prospect at least five times, on average, before they make a purchase, and securing the appointment is only one of those ‘touches.’” – Tonia Allen Gould, owner/founder, TAG! The Creative Source (asi/341358)
- “Send a package ahead of time. Call at an appropriate time. Have your 30-second pitch ready on why you deserve the appointment.” – Pat Cavanaugh, president and CEO, Cavanaugh Marketing Network (asi/159262)
- “Don’t give all the details over the phone. Most people give all their ideas over the phone and the appointment opportunity is wasted. Tell them you have a concept that can increase sales or achieve their objectives and utilizes a product or solution you can provide. However, you want to meet to see if it is a fit.” – Mark McCormack, owner, Proforma Identity Marketing Group (asi/300094)