Flexibility with Prospects allows you to shine in your sales role. A sales person’s job is tough since not only are they working with their own business calendars and goals but the calendar of the prospect-who might be running the company and wearing many hats.
Does this scenario sound familiar?
Reaching out to a sales prospect multiple times and finally, finally setting that appointment that you have been working on for months and get a call that says “I had something come up today and I am not able to meet with you at our set time”, “Can you meet with me 2 hours later or maybe tomorrow?”
Chances are when you get this type of call; you have already booked your day and won’t have the available time slot to accommodate the last-minute request. What can you do to prevent this from happening?
Here are some tips on offering flexible scheduling:
- Follow-up. Take the time to follow-up with your sales appointments 1- 2 days before the scheduled appointment. This will not help with last minute cancellations but can remind clients of the original appointment and give them an opportunity to check their calendars. Consistent follow-up will boost sales success rates.
- Email. With modern technology at our finger tips, a great tool to correspond with prospects is email. Drop notes to your contacts reminding them of your conversation as well as the appointment set for Tuesday at 10:00. This allows the prospect to recall what you spoke about as well as remember you.
- Prospects. If you are setting appointments with prospects and they are canceling before the scheduled appointment time, chances are you are reaching out to the wrong contacts. Re-evaluate your calling list. Know your market to ensure you are reaching out to prospects that have a true need for your offerings. It is equally important to know your product or service as well as knowing who to contact.
- Beating a dead horse. A prospect that hasn’t responded to 4 contact attempts over a two-week period needs to be eliminated from your calling list. Even though they appeared to be the perfect prospect in the beginning, you are wasting energy on a dead lead. Use your time wisely with other prospects.
Try to be as accommodating as you can when setting appointments. We all have that unforeseen emergency or events that come up when we are a not able to give advance notice.
Flexibility with scheduling is good for both the sales person and the prospective customer. Is your sales team holding their appointments?
Rich Enterprises has processes in place for appointment confirmations. Our confirmation team will reach out to scheduled contacts 1-2 days business days before a scheduled appointment and remind them via phone and via email. For more information you can contact us or view our website to learn more about managing a sales team.