Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
4 1/2 Steps for Doubling Your B2B Appointments > NetSparsh - Viral Content you Love & Share

4 1/2 Steps for Doubling Your B2B Appointments

Cold calling. Most people hate to do it and there is a cottage industry of people making a profit by selling ideas on how to generate business without cold calling. They're making money because they are using a basic marketing tactic that most of us have forgotten how to use - give your customer what they want! Tell a salesperson that they can get appointments without making cold calls, tell them to buy your book, and you'll make money hand over fist. Why? Because it's a solution that fits what that market wants.

The fact of the matter is that there are many things you can, and should, use to help generate leads. However, business-to-business cold calling will always be an effective basic tactic that will help you get an appointment with your prospect.

Effective appointment setting begins with 4 1/2 simple steps that will help you get back to the basics of giving your prospects what they want.

The steps are so easy and basic that you might have a tendency to be suspicious of them. But if you just follow along you'll be on your way to doubling your sales appointments in record time.

½ Step) Put yourself in the place of your prospect. Think about what it will be like to get a call from you. You know your product/service inside and out and are hopefully excited about and believe in it. Your prospect isn't excited about your product/service and doesn't believe in it yet. You have set aside time in your day to make calls but your prospect hasn't set time aside to take your call. That's why it is very important to make the call all about them. Give them what they want out of a cold call ? hint: the solution to what they worry about at work.

Step 1) Identify your ideal customer and their critical wants and needs. At the very least you should have some generic information about the markets that you serve and the obstacles that they face from industry magazines, trade associations, or industry analysts to help you target your cold call message.

Step 2) Ask the "cold sweat" question. "What is it that wakes your prospects up at 3AM in a cold sweat and in such a troubled state that they would give anything to solve that problem?" If you answer this question within the first 7 seconds of your call, you will be more likely to gain the attention of your prospect and be that much closer to gaining an appointment with them.

Step 3) Create multiple positioning statements that focus on solving your prospect's most difficult problem or achieving their most important goal.

Step 4) Test those positioning statements and determine which one results in better dialogue with your prospect and gets you the appointment.

Here's a very successful sample cold call script that I'm using for my own business based on the 4½ steps:

Good morning Mr/Ms. VP of Sales, this is David from EMDCO here in Chicago. We are the major B2B lead generation firm in the area. Because of our expertise in your industry, we're able to solve the problems of the call reluctant/time constricted sales force by delivering quick, reliable, and affordable lead generation services. The reason I'm calling you today specifically, is to set up an appointment so I can tell you the way in which we've been successful with (name client) companies. How's (day) at (time)?

That's it! I mention that I can solve what most owners, presidents and sales directors worry about. They are always thinking about the revenue numbers they have to hit, they know they have sales people that don't make the calls for various reasons and they know they want a reliable source of leads. I know I'm not wasting my prospects time with a telephone introduction like that.

Using this simple 4½ step process will help you formulate your own quick introduction, allow you to quickly answer any questions they have about you or your product/service and redirect the call back toward getting the appointment.

David Wells is a business development expert, speaker, trainer, consultant and founder of a provider of business-to-business lead creation, data confirmation and integrated marketing solutions.

In The News:

Inside Sales Definition  Investopedia

This is a Sales Call: How to Begin Prospecting Calls with Integrity

"Hello. I'm looking for Sharon Morgen?" "Sharon DREW Morgen." "What?... Read More

How To Be A Cold Calling Superstar!

Our emotions and feelings are changing all of the time... Read More

Telsales Just Got Easier!

Your sales structure for outbound calls can be summarised using... Read More

Cold Calling for Introverts

In her book, The Introvert Advantage, Marty Olsen Laney talks... Read More

3 Simple Rules For Your Next Sales Call

The other day I received a call from a telemarketer... Read More

7 Cold Calling Secrets Even The Sales Gurus Dont Know

More and more e-mails are arriving in my in-box from... Read More

Stop Selling and Make More Sales

A few months ago I spent time training some telephone... Read More

How to Make Sales with Noisy Kids in the House

Kids play hard, and sometimes that means they play really... Read More

The Cold Calling Conspiracy

A consipiracy exists in the world of selling. A cold... Read More

The Dos and Donts of Cold Calling

Having your fingernails removed!Many salespeople would rather have their fingernails... Read More

10 Tips for Telephone Success

The telephone is an often under-appreciated and much maligned piece... Read More

Sales Call Success - Turbo Charge Your Sales Calls

Do you want to be a sales champion? There are... Read More

Phone Tips To Get Things Done: Professional Phone Skills

It happens all the time, you hear someone over the... Read More

4 1/2 Steps for Doubling Your B2B Appointments

Cold calling. Most people hate to do it and there... Read More


HEADSETS & TELEPHONESThe equipment your personnel use is important. Don't... Read More

Overcoming Objections Over the Telephone

In sales, one of the things you will be doing... Read More

Feel the Fear

It sometimes surprises people when I tell them I get... Read More

Closing That Big Sale With Conference Calling

So you're in business. Whether it is micro, small, medium,... Read More

Telemarketing Tips for Direct Sales Success

Unfortunately, the DNC legislation has many small businesses that use... Read More

Sales Therapy 101: Breaking Your Fear of Cold Calling

Almost every day, visitors to my Unlock The Game? website... Read More

Cold Calling Does Not Generate Sales Leads

It is a fact of life for most new sales... Read More

Telephone Sales Basics for Start-ups

Everyone picks up the telephone to do business. Yet the... Read More

Telemarketers May Have Ruined Everything

I had to really look at things a little different... Read More

K.A.R.M.A. of Phone Prospecting

Do you ever wake up on the wrong side of... Read More

Predictive Dialers - Human Interaction Maximized

Predictive dialers are many steps removed from their predessors, the... Read More