3 Steps To Getting A Sales Meeting

The best way to get a new customer is to clearly identify who you want to do business with and then get in front of them. They can then see what you look like, possibly see what your product looks like and also examine any data or statistics you might have. It gives you the ideal opportunity to start building a positive working relationship with your potential customer.

Advertising, direct mail, web sites and telesales all have their place but nothing beats the face to face interview. The first challenge is, of course, getting to speak to your prospect and arrange a meeting.

When you phone your prospect's organisation it's highly possible you won't get through initially even if you have their direct number. There's always an assistant, a colleague or voice mail to deal with.

# 1 Deal with the other person

1. Always be pleasant and polite. Use the person's name as soon as you know it but not over familiar.

2. Use your prospects name and your name; say - "Will you please tell John Smith that Alan Fairweather is on the phone for him."

3. If you're asked what it's about, say - "It's about the contents of a letter Mr Smith has received. (More later) Will you tell him that Alan Fairweather is on the phone for him please!"

4. If you're told that your prospect is in a meeting, find out what time they'll be out of the meeting and ask if it that would be a good time to call.

5. Thank the person for their help and say - "I'll call back at 3.30 and look forward to speaking to John then. Thanks for your help Mary."

None of this is easy but persevere and don't be nuisance. Always be friendly, firm and courteous with Mary.

It sometimes helps to send a brief letter to your prospect explaining that you'll call to arrange a short meeting. (Don't use the word appointment). Briefly state your product or service benefit or even a couple of questions at the start of the letter.

But don't make it a sales letter and don't enclose literature. (Your prospect gets enough of the stuff).

# 2 Deal with voice mail:

1. Give your name, business name and phone number. Speak slow and clear, warm, friendly and businesslike.

2. Say what you do - "Were the people who minimise production time and cost on..... I'd appreciate the courtesy of a return call on ........"

3. You might want to make an appointment to call - "I appreciate you're very busy Mr Smith, however I have some interesting information for you. I'll call back at 3pm and would be pleased if you'd speak to me."

4. Follow up with a fax or email and make it human.

5. Leave your phone number again, slow and clear.

Again this is a challenge, however if you sound warm and friendly and that you could be worth talking to, then you'll get call backs. Always keep customer details handy because when prospects call back they say - "Hi Alan, its Fred I'm returning your call." If you made twenty calls that day you may not initially know who Fred is, so be prepared.

# 3 Sell the meeting

Once you speak to your prospect on the 'phone you need to do a good selling job to get the meeting. Most of the time they're going to say something like - "I'm not really interested, we already have a supplier, I'm a bit busy at present."

Always keep in mind that the majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound warm, friendly and businesslike.

If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting.

Plan your call carefully and consider the following.

1. Greeting - Speak slowly and clearly using the prospects name, your name, and your business name

2. Courtesy - Ask if it's convenient to speak

3. Introduction - Say what you do and provide a benefit to the prospect

4. Close - Ask for a short meeting at mutually convenient time

5. Deal with resistance - Acknowledge what the prospect says, outweigh with a benefit and close again

6. Don't use the word "appointment"

7. Don't start selling your product/service on the 'phone only sell the meeting

8. Don't say you'll send literature, say you'll bring it with you

9. Don't be pushy, be persistent and pleasant

10. Have a fall-back position. If they won't see you this time then ask if it would be OK to 'phone at an agreed time in the future - and make sure you do so.

You won't win them all however if you sound professional and pleasant, potential customers are more likely to see you, so don't give up.

Alan Fairweather is the author of four ebooks in the "How to get More Sales" series. Lots of practical actions you can take to build your business and motivate your team - http://www.howtogetmoresales.com

---

Is Sales Process & CRM Stopping Sales?

Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and... Read More

Small Business Marketing: Overtaking Your Competitors

Few businesses keep tabs on competitors, yet such knowledge can... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

How to Develop a Proactive, New-Business Sales Team!

I don't know about your business but in my experience... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

T. L. S. Part I: Tier Level Selling ? A Penetration Strategy

A number of sales "Gurus" have promoted the theory that... Read More

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Is Your Sales Trust Factor High Enough to Win Against the Competition?

How high is your sales trust factor?Is it higher than... Read More

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

The objective of an incentive is to incite action within... Read More

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

Leadership - How To Turn The Vision Into A Reality

Be clear about where you are now. Audit your strengths... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

Retail Operations - Effective Branch Manager Support and Guidance

Performance and behaviour management is by far the most difficult... Read More

How Exhibitors Can Move More Attendees Closer to Buying

Q. What's the single, biggest change exhibitors can make to... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge to... Read More

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

Want to Increase the Amount of Business that Your Firm is Getting?

Business development is important for every business and refers to... Read More