5 Steps to Setting an Appointment with ANY Customer
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- Опубликовано: 2 авг 2024
- Be sure to register for my free training on, "Why Prospects Push Back on Price, Give 'Think-It-Overs,' and Ghost in Sales Until They Meet a Sales Superstar Who Is Following These 7 Simple Keys" salesinsightslab.com/training/
1. Know your IPP.
IPP stands for Ideal Prospect Profile. Before you can master how to set an appointment in sales-and, in fact, before you even start to make dials or send emails at all-you must first be crystal-clear on exactly who you want to be talking to.
This is absolutely crucial. Think about how much effort it takes to actually get someone to say, “Yeah, I'd like to talk to you.” And then, after all that effort, let’s say that person turns out to be the completely wrong individual for you to talk to. If that happens, it’s because your IPP is incorrect.
One of the best ways to tighten up your IPP is to identify who you don't want to speak to. Who are those candidates you might come across that are likely to not be a fit? Getting very clear on who you don't want to talk to will ultimately help you clarify exactly the person you want to connect with.
2. Hyper-personalize your message.
This is modern prospecting in a nutshell. The more personalized your outreach is, the more effective it's going to be. When it comes to learning how to set an appointment, personalization is key. Personalization is closely tied to your IPP. If you have a well-focused IPP, you can personalize a lot of your messages right off the bat, even while sending out a pretty similar message to each person. That’s because you're likely sending messages to people in the same industry who are dealing with the same problems. So, the better and clearer your IPP is, the easier and more effective your personalization.
3. Demonstrate very quick insight.
Setting an appointment in sales depends upon your ability to demonstrate authority and expertise. To do that, you've got to quickly bring some insight to the table, because your prospects are busy. They don't want to get their brains picked or probed by a salesperson who's trying to “learn about their business” or whatever it is.
Set yourself apart from other salespeople by bringing some really valuable, quick insight to the prospect, up front. Make sure it’s something that will make your prospects say, “You know what? That makes sense. I’m willing to talk to you.” This isn’t about your offer; it’s not about your pitch, It’s just about demonstrating some very quick insight, right up front.
4. Understand them.
Once you've demonstrated that quick insight, it's time to flip the switch and get the prospect talking. The goal here is simply for you to understand them. Understanding your prospects is a critical piece of mastering how to set an appointment.
You can actively try to understand your prospects by having a specific set of questions you ask to get them to open up. Once you get a prospect on the phone, immediately start trying to understand exactly what's going on in their world. What are their central concerns? What's most relevant to them?
The key here is that you've already demonstrated quick insight at the beginning of the conversation or in any outreach you’ve done up until that initial conversation. And then you're turning it back on them to get them to start opening up. The more your prospect feels that you genuinely understand their situation, the more likely they are to want to schedule that appointment and ultimately buy from you.
5. Make a recommendation.
Once you've got someone who's willing to talk to you, it’s time to make a recommendation. Don’t just go for the close or try setting an appointment right away. Instead, make a recommendation by saying something like, “Would it be okay if I made a recommendation?" They’ll say, "Sure." Then you say something such as, "Okay, great. How about we schedule a Zoom conversation where I can share some best practices around exactly what we're seeing other folks in your situation dealing with right now? Would that make some sense?" The prospect will very likely say, "Yeah, sure." And now you have an opportunity to schedule that appointment.
One of the most important factors of setting an appointment is bringing value to that next step. If prospects think that you're just scheduling an appointment to try to sell them stuff, they're going to be pretty guarded and uncomfortable. But once you create some context for why that next step makes sense through your recommendation, they'll be far more likely to agree to that next step-and actually show up. That’s why making the recommendation is a really important step to ultimately scheduling that meeting.
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Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
In short, following 5 points:
1) Know your IPP.
2) Hyper personalize your message.
3) Demonstrate very quick insight.
4) Understand Them.
5) Make a Recommendation.
Totally agree with your first point! Spending more time preparing and making sure I'm only contacting QUALITY leads has booked me so many more appointments than when I was purely focused on QUANTITY.
Very good thank you!
Great tips - I like #3 demonstrating your quick insight as it start the differentiation immediately
This very useful and valuable. Makes total sense to recommend someone in the same field.
VERY USEFUL
Your content is always so valuable and spot on. Thank you!🙏🏽
This is excellent. Makes a lot of sense. Thanks for posting.
Thanks a lot. Excellent stuff. Inspiring. 👍👍.
Awesome content, thank you
Thanks!
You gotta keep that calendar full!!
impressive
Before you make IPP you sell. You sell to everyone (incorrect buyers) to find out who is correct. Only after you do IPP and start to advertise. Dont let the bias you have to let you down. Especially with AI
Your look so handsome with the beard I can’t focus on the video