Our customers report that, in the B2B market space, the percentage of returned voicemails and emails has dropped over the past ten years with the advent of voicemail. Our experience mirrors that. So, the operative question is, “Should we stop leaving voicemails?” Our answer is an emphatic, “No”, as our techniques have the percentage of returns on the rise again. By the way, if you’d like to read about the six ways to get more voicemails and emails returned, click here.
We are often asked how is The Appointment Making Formula different from other skills based methodologies for appointment setting. There are a number of reasons, but the number one reason our clients tell us their sales professionals are now setting at least twice the number of Initial Appointments is, hands down, Bridge Questions™.
Contrary to popular belief, the time and effort we put into the calls we make today that do not immediately result in an appointment today still has value. In other words, be in it for the long run to leverage that investment of time and effort. Design a well-defined Best Practice that defines how you will pursue a homogeneous set of targets and stick with it because appointment making has a cumulative affect over time. Then make sure to employ a technology that enables the Best Practice to be efficiently executed.
Decision makers do communicate with their gatekeepers, you know.
I was recently at an event with other CEOs and business owners. Most of the attendees know what my company does so they love to regale me with stories of sales professionals who attempt to get an appointment with them. It is a great way for me to hear the target’s side of what works and what doesn’t.
Ask yourself how they could benefit from their boss using what you sell.
We have second company that helps the executive teams improve their employee engagement. Companies with high levels of employee engagement wind up on the ‘Best Places to Work’ lists—consistently. And, just in case you didn’t know it, it has been proven that companies on those lists consistently outperform their peers who do not pursue employee engagement with a passion in about every financial measurable way.
It’s a fun business to be in because one of the ways we help those executives improve their employee engagement is by helping them leverage their second most expensive employee benefit, vacation pay. And, hey, who doesn’t like to talk about vacations?
Contrary to what most sales people think, their number one responsibility is not to keep us out! Their number one responsibility is to help their bosses.
On the surface you might think that includes a line in their job description that does say ‘keep sales people out’, but their real job is to help their boss be successful, and in the right circumstances, we can help them do that.Since more people (including us) want more of the bosses’ time than there is time available, good gatekeepers are invaluable in helping their bosses’ sort through what can actually help them do their job better and what won’t or can’t. Continue reading “Handling those pesky Gatekeepers, or Gatekeepers can be your friend”