Learning how to earn B2B sales meetings is vital to the selling process. As a new member of the VA Partners team I have benefited greatly from the advice offered by Mark and Steve on how to improve my odds of earning a meeting.
Below you will find 5 helpful tips to boost your ability to earn sales meetings.
1. Don’t hear “no”
“No,” can be a discouraging word and may cause many that are new to the world of sales to abandon the possibility of both a meeting and sale. As Steve would put it, “Don’t hear no, just hear not now”. Needs change over time, so don’t be afraid to follow up in the future.
2. Personalize to stand out
This applies to both e-mails and phone calls as methods of contact. Including personal experiences with the company or specific company insights can help you stand out against and be heard. It will take time to find the right balance of professional and personal to really connect with your targets and get your message heard.
3. Always respect the gatekeeper
This goes beyond basic manners. The gatekeepers of today are well-educated and trusted to weed out irrelevant calls. Don’t hesitate to tell them your “pitch” or why you are calling. If they believe that what you offer is worth hearing they can help you get your message to the right person or land a meeting.
4. Be flexible with your meeting times
When suggesting possible times to establish a meeting, be sure to offer more than one option. Like any of us your contact is busy at work. Offering a couple of options in the morning and afternoon allows your contact to determine what time suites their constraints best. If a meeting needs to be set further in the future offer to send a reminder e-mail before the meeting.
5. Don’t be afraid to try a new contact
If your current contact keeps telling you “no” it may be time to contact someone else within the organization. Sometimes a “no” just means you haven’t found the right person.
With these 5 tips you will be able to boost your ability to earn a meeting and increase the opportunities to improve sales. Becoming better at earning meetings will take time and practice so don’t get discouraged. If you enjoyed these tips don’t miss out on our past blog for our top 10 cold calling tips.
