The ability to assess and qualify opportunities accurately is a critical skill for any salesperson. Sales team use to spend 60% of their selling time for prospecting.
In the era of tablet enabled business selling, sales people are armed with advanced sales tools and chatter. 70% of the buying process is now complete by the time a prospect is ready to engage with sales. (Source: SiriusDecisions). Such scenario aim of the sales person is only on closing the leads not prospecting.
Here are the four tips to double the sales using leads generated through appointment setting.
1. Presentation to qualified leads
Aim to quadruple your appointment setting against your target, leveraging the service of a professional appointment setting firm. An instant jump in the number of presentations will help sales people to focus more on solutions and closing of business. Gain the trust and credibility of the customer by infusing relevant information and industry specific solutions. Implement Customer relationship management (CRM) for managing your company’s interactions with current and future customers. It involves using technology to organize, automate, and synchronize sales, marketing, customer service, and technical support. It will help sales rep be productive by 32% more. ( Source: Salesforce)
2. Faster revenue and quick growth
Appointment setting lead generation is a fast process of converting prospects. All other lead generation tactics like inbound marketing will take months to produce results. This strategy will be extremely useful for the industries targeting firms having recurrent purchases and the unorganized sectors. Other industries include software, IT consulting & service, insurance, real estate and finance.
3. Automate your research
Automate your search using the tools in the web which provide you with the latest news and alerts on your targeted clients. RSS reader, Google Alerts, Twitter private lists, LinkedIn company follow and free social tools like newsle, job change alerts and nutshellMail App are latest tools available. The latest information on the target not only help you to be proactive, but will make sales a lot easier. Information on key changes in the industry creates need, hence contact and close the sales earliest to give the competition no chance.
4. Invite prospect to follow your updates
After the official meeting, online account activation need to be established like follow the company, inviting to your network and feedback on your latest blog. Every company is interested to associate with industry experts. Ensure the blogs are regular and it is the best way to promote your intellectual capital, solutions, case studies to build trust and confidence of the prospect.
5. Focus on needs and solutions not selling
70% of prospects will purchase in 12 to 18 months. (Source: TAS Group) As Early bird catches the prey, establish yourself as a trusted source early enough to get the advantage over your competitor. The content should always aim on the needs and solutions. Appointment setting lead generation may not result in an immediate sale but helps you to manage your future clients better. Channelize your efforts to attract targets to your service and offers.
The ultimate aim of lead generation through appointment setting is to grab as many clients as possible with the limited resources in the short time. Make short your sales cycle.