Today, I'm going to share with you 3 TOP SECRET strategies to help you secure more new business appointments. These proprietary strategies will help you get more meetings than you could ever imagine.
Don't fall for that! There are NO SECRET techniques to help you get more appointments. And if someone tells you there is, DO NOT BELIEVE THEM!
There are no tricks, no magic bullets, or secrets to getting new appointments. Trust me. I wish there were, but to be honest, if I knew them, I would not share them with you on a free blog.
However, here are three ways that you can secure more new appointments that do work.
1. Identify Good Leads
Have you ever heard of the old phrase, 'Garbage In, Garbage Out?" The same concept is true when you are identifying and selecting your new leads to approach.
To secure more and better new business meetings, you need to pick better prospects. Start by simply looking for leads that are similar to your best accounts. Look for businesses that are in the same category, have similar revenue, similar locations, and life-cycle. You will already have experience helping businesses like this, making your expertise even more valuable when you meet with the new lead.
2. Give Them a Reason to Meet
This is key to your success in booking more new appointments.
You have to give your lead a reason to meet with you. What can you do to help them? How can you demonstrate that by meeting with you that you will be able to help them solve a problem or achieve a goal?
The reason should be specific to that business or industry. It should also be about an issue that is important to the business. It should not be about your product, but rather how your product or service can help them solve a problem or achieve a goal.
3. Be Persistent
Even if you have done an excellent job identifying your prospect and crafted a strong reason to meet, you still have to find a way to connect with them, get their attention, and set your meeting.
Doing all of that takes time and persistence.
You probably won't be able to break through the clutter and get that appointment on your first attempt. (If you do, congratulations. That's rare) Most likely, it will take between 7 and 9 attempts before you get some kind of response from your prospect. Whatever you do, don't give up after 3 or 4 attempts. That is what average salespeople do and you want to be better than average.
As I said, there isn't a secret to securing new appointments. It takes intentional preparation, creativity, and persistence to do it.
*Editor's Note: This blog was originally written in 2013 and has since been updated.