5 Tips for Prospecting and Booking Meetings

Before you can make your sales pitch, you need get people to agree to meet with you! While there is no one-size-fits-all way to go about it, there are a few guidelines to follow that will help you get those meetings and give you more opportunities to make the sale.

Allocate Time

You need to give yourself a good amount of time to make cold calls and do research on potential clients. This means setting aside a good chunk of time in the week and sticking to a set schedule. Clients are not going to just walk in your door! It takes time and dedication to get people to want to meet you.

At first, you are going to be spending most of your time prospecting. So buckle down, practice your talking on the phone, and keep making calls. But prospecting isn’t limited to simply making phone calls either. Be ready to treat your everyday conversations like a potential prospect. You never know when you might come across a potential client.

Make the Most Out of Your Call

You have a small amount of time to obtain a prospects attention, and if they feel you are simply trying to sell to them they will likely pass you up. No one wants to be solicited for random products. You need to approach them ready to explain how you can make a difference for their company.

Your product might be great, but the truth is no one cares about the product itself. What they want to know is, what can you do for them? This is going to require research into the prospect, as well as listening to them, assuming you are able to grab their attention long enough to have a conversation. It’s all about the client’s needs, at the end of the day, and the only way you are going to make a sale is for is by convincing them that this product is going to benefit them in a productive and worthwhile way. From the minute they pick up the phone, you need to be ready to help the prospect achieve their goals, and avoid presenting yourself like a sales pitch.

What to Look for While Researching

 Try and see what projects and initiatives the company has. Is there anything that stands out to you as something your product could assist them with? You are going to have a much easier time coming up with a pitch if you can connect with the needs of the client. Also, think about what you would look for if you were in their position. What kind of resources would you look for or what directions would you try and go with these projects. Wanting to see your clients succeed should be your number one priority, so making sure that your prospects understand that is crucial.

Following Up

You need to make sure to continue following up with anyone who expresses some legitimate interest. Do not be pushy, but every so often check back in with prospects who you truly believe you can help improve their business. Furthermore, get some contact information and simply be cordial with them beyond the context of sales. Send them an interesting article that might genuinely be helpful to them, or refer them to different products they might need. Stay in their radar. After a while they’ll either turn you down completely or become you’ll make a sale!

Keeping Pace with the Prospect

Your inclination is going to be to make as many sales as fast as you can. But this isn’t necessarily the best approach. You need to slow down a bit, make sure that you take the time to listen to the prospects. Initially, you won’t make as much money, but you’ll notice that you start to make a sale more often. People appreciate being respected enough to take time and allow them to think things through. You don’t need to make the sale on your first meeting, or have them completely understand every aspect of your product. Try balancing spreading that pitch out over a longer period of time, and you may start to see prospects responding better to your pitch.