Thoughtful Thursdays – Getting the first appointment
Getting the first appointment can be as easy as making one telephone call, or so difficult that the prospect is abandoned.
There will be times when your just can’t seem to connect with the person you wish to meet. You have used email, left voice messages, made in person calls and diligently followed up without success. Your sales intuition tells you there is an opportunity, but the propect does not appear to be approachable. What do you do next?
My suggestion is to keep following up and also challenge your sales creativity to find more potential solutions to the challenge of getting the first appointment.
Ask yourself: “Is there any other way to reach that person?”
- Check your network and see if anyone you know can make an introduction
- Attend events that your prospect’s employer also attends
- Your potential contact does not need to be there. Make a point of meeting others who work at the company and ask for their help to make an introduction
- If representatives of the company put on presentations, sign up and meet them there
- Begin to develop relationships with other employees of the company and ask for their help
Be mindful that the shortest path to the person you wish to speak with may not be a straight line.
Be relentless and use all your available resources. If you do not, it is a safe bet that your competition will and eventually get the order.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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