You don't need your sales team chasing mere "foot in door" appointments. Instead focus on appointments with qualified decision-makers that have identified pains.
Obtaining mindshare within the executive level of your target market is a challenge. Engaging a marketing partner that understands how to communicate with and effectively target this market is crucial. Through years of experience, TeleNet has found that the most successful executive appointment setting initiatives have several factors in common.
These include:
- Target a cleansed list of accounts with verified executive contacts
- Engage "gatekeepers" in the process in order to access the executive more readily. Stand ready to utilize multimedia touch techniques.
- Focus on the benefits of an appointment. For example: discuss how your solution can help he/she save time, save money, cut cost or meet shareholder demands.
- Develop concrete and meaningful benefits rather than using "buzz words".
- Probe to understand your prospect's current business issues and pains, allowing both parties to ensure the meeting is productive and meaningful.
- Ensure that the proposed appointment will not require the prospect to do a lot of preliminary work. For instance, a "consultative ROI assessment" will require a tremendous amount of work on the prospect's part prior to the meeting and will deter them from engaging.
TeleNet can schedule appointments directly within your account executive's MS Outlook calendar and will provide a detailed prospect profile in order to arm your sales team with the information needed to ensure the appointment is meaningful. Contact us online to learn more about using TeleNet's appointment setting expertise and to tap into our best practices. Or call us at 877.282.2345.