Prospecting

“It can be very tough to gain a first appointment with a prospect.

This is an issue that affects sales people around the world irrespective of your product or service. The first appointment is critical to the success of ongoing business.

Here are 3 tips to make those appointments.

 

  1. Preparation is essential. Be really clear around who your target market is and why. Go online and research prospective clients. Look at what they do and how they do it, do they export, import, have multiple branches, where is their head office, who their clients are, who their competition is and what the competition is doing.
  2. Look at what your offer is and why it would be good for this client. Have a strong value proposition. All your client really wants to know is “WIIFT” What is in it for them. Is it going to save them money, make them money, or put them ahead of the competition and make their offer to market a stronger one. (give them a competitive market advantage). You have to earn the right to that appointment through a strong value proposition.
  3. Have a great positive mindset, and a strong reason for calling with confidence and belief in the fact that you can add value to their business. Make the call, introduce yourself, (the aim is to get the appointment not sell on the phone). Acknowledge that their time is precious so keep your conversation brief using the KISS principle – Keep it simple sunshine. Ask for the appointment, how you can help them and let them know how long the appointment will take. Thank the client for their time and follow up with an email confirming the appointment.

Every success with your prospecting.

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