First appointment doesn’t always mean first sale

28/01/2017

first appointment, appointment setting
Reading Time: 2 minutes

Sales representatives make countless numbers of calls every day. For those looking to make an appointment, it’s well known that it’s not as easy as picking up the phone and booking a meeting on every call.

It’s great to get that first appointment when running a sales campaign. You’re excited and punching the air… but, it’s only the first step to making that all-important sale.

Taking in to account the above, we at Air Marketing Group want to help you make sure the first appointment is all that it can be.

Appointment quality is everything

It can be hard to qualify a lead based solely on the first appointment, but quality leads result in quality appointments. It’s good to do the best you can to determine whether that appointment is really worth your paid time. Ask yourself questions to justify that appoint – don’t be afraid to be straight talking!

Prepare, prepare, prepare

You’ve heard it a million times, but the truth is preparation can make a huge difference to that first meeting. Prepare your approach, what you plan to discuss and focus on how your offer can help their business.
You want to arrive at the first appointment fresh faced and ready for any questions that might be thrown your way.

No hidden surprises!

No prospect needs to be informed of something they had no idea about in the first place – this will make them uncomfortable and add a negative vibe to the meeting before it’s even begun.

From pricing to product knowledge, check that you have given all the essential information about you and your offer, as well as who is coming to meet them on the day.

Follow up

Follow up contact is great – we at Air strongly recommend it. There are a variety of things you can do to follow up after a meeting. From an email clarifying what was discussed or a call to tie up the offer, you want to keep yourself at the forefront of the prospect’s mind.

Purpose and benefits

Never stray from the purpose of your meeting and the benefits of what your offer can provide. It’s easy to deviate from what you’re trying to achieve by way of conversation, so keep to a rough track with your goals in mind.

It’s all about them

Anyone who’s anyone appreciates an honest and genuine individual. The more personable and genuine you are, the more you can develop better trust with your prospect. Don’t spend hours talking about your company, focus on their business – it really matters to them, and you need to show that it matters to you.

Is there something that they mentioned in the build up to the meeting that they are concerned about? Why not list a few of the most important things that they’ve spoken about, to make sure you’re fully aware of their top priorities.

Does your business need to generate more appointments?

We’ve worked with clients across a variety of industries to book appointments and meetings for their sales campaigns. Want to fill up your diary? Contact Air Marketing Group today or call 0345 241 3038.

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