As I mentioned, scheduling meetings is the first objective to address. It is not the only important one, as we will find other very important objectives during the different phases of the Sales Cycle, but it is crucial to obtain production figures that allow you to generate a greater number of new Sales Opportunities.
In this post I am going to give you 5 steps, from a management and process perspective, to increase your meeting scheduling ratios, which will be of great help to you.
Table of Contents
Know and efficiently use your channels for scheduling meetings
Set achievable goals for scheduling meetings
Monitor your progress
Create a Follow-up Plan
Use technology to streamline your meeting scheduling processes
Know and efficiently use your channels for scheduling meetings
To make the most of your efforts in setting up meetings, it is crucial to have knowledge, understanding and mastery of the channels through which you can directly approach your leads. What are their particularities, the suitability of using them (or not), alternating them (or not) and, if applicable, when and how to use email, phone calls, or Linkedin, etc.
Take the time to analyze each one and identify their strengths and weaknesses in relation to the factors surrounding the characteristics of your singapore b2b leads prospecting (type of interlocutor you are addressing, type and size of company, etc.) and based on this, establish your first strategy which, be careful, you will most likely have to review and adapt as you progress.
For example, in the telephone channel , lead accessibility is less difficult the smaller the company you work for, but you also have to take into account that, in the world of sales, as in other areas, everything changes very quickly today. After many years of being (the telephone) a common entry channel and first action, it is currently very crowded, our
Prospects (who do not work to listen to everyone who wants to sell them something) are in high demand, ... as a result, they are very reluctant to answer first phone calls. In terms of our work, consider that in the time it takes you to make two unsuccessful calls, you may have sent ten emails.
The telephone channel for arranging meetings
In addition, another factor that has occurred in the last 3 years, regarding the telephone approach: there is a before and after since 2020. The outbreak of the pandemic, an event with a global and transversal impact in all areas, meant that for many months all work roles that did not require face-to-face work were moved to remote work, meaning that practically all of our Prospects were no longer in their offices and were at home, jumping from video conference to video conference. Most of the companies' switchboards were inoperative, etc... This circumstance of maximum degree, after 3 years, has been reversing, but it has left a different scenario in which remote work has
remained to remain, in a hybrid way if you want, but occupying a high percentage of the time of our leads... in other words, an extra point of difficulty for the use of the telephone, ... or you have the direct telephone number of the Prospect (unlikely) or...
So, is email the best channel, or Linkedin instead of the phone? It is risky to make a decision without first asking and analyzing the characteristics of what you have to sell; the forcefulness and attractiveness of the value proposition that you can present in a simple and fast way; the size of the company in which your Prospect works (large-medium-small); the hierarchical position of the same (the higher the position, the less accessibility); the certainty that the email addresses you have are correct (or at least a high percentage of them, which allows you to be agile in managing the incorrect ones); etc… Today (2023) and generalizing a lot, our leads, by phone, are even more inaccessible than before; through Linkedin they are starting to be burned out, since, when the telephone line was completely closed with the outbreak of the pandemic, we all went to Linkedin for our Prospects, … do the math… And the email? We could say that email is the door that is the least closed (but not the least abused), but we need to change the focus of the messages and content that we use in them to move away from doing what everyone else does and stand out in a different way that does not overwhelm and makes it easier for our Prospect to find it interesting to pay attention to us.
