Getting Appointments with Top Prospects

Had a great interview with Amanda Puppo, CEO of MarketReach, whose teams do daily what most of us dread: hit the phones each day providing lead generation, appointment setting – getting business started with a phone call to people you don’t know. Yes, it’s OK to admit we don’t like making cold calls – it’s unnatural, nobody likes rejection. So how to make things better? Here’s a few great tips:
1. Grease the Wheel: It never hurts to send something in advance, such as an email, newsletter, or “bumpy letter” (that’s a letter with a promo item tucked inside. Who can’t reisist wondering what’s inside that envelope?) And now you have something to reference in your call.
2. Don’t Hard Sell: Nobody likes this hard-pressure tactic.
3. Work Your List: The best list is the one you build yourself, from people you’ve met personally. The next best is a list from a chamber or association, something that you have in common. Next is a database list that you purchase.
4. Engage Your Caller: Instead of a selling statement, try a few questions instead. Show them that you know their business. Find a few common pain issues. Find out how they are doing with their current product – are they getting the results they want? Then listen to their replies. If they’re not satisfied, now’s the time to explain why you stand out from the rest.
5. Use the Staff: Take advantage of the screeners who answer your calls. If you need some background info about your decision maker, see if you can get this info from them. If you need to know how many offices they have, ask it. Whatever little info will get you in a better position with your target caller, the better.
6. Your Competitive Edge. It’s important to identify what sets you apart from the rest. Are you faster, quieter, seamless? If being the “cheapest” is your #1 selling point, remember that there will always be someone who is willing to cut your price to get in the door.
7. Numbers Game. Remember, that calling is a numbers game. You’ll need to make alot of calls to get the desired appointments/sales you want to achieve.
To hear this segment in its entirety, go to: Marketing Chat with Nancy Sipera 1/29/13.
Source: MarketReach