Nobody ever said sales were easy. The primary daily activity for Salespeople is simple; prospect. Prospecting can be done in person, on the phone, on the golf course or at the grocery store. Most great salespeople never stop prospecting.
A typical day in the life of a salesperson is spent on the phone making cold calling or canvassing your lead base. Salespeople will dial as many outbound leads as possible to get through to prospects, they understand that it is a numbers game and while monotonous, this job must be done everyday.
Although no day is typical and no interaction is ever the same, there are some consistencies in the sales process that are well know. Take for instance the first contact a salesperson makes with a prospect. Be it morning, afternoon or evening, it is most likely that the call was unsolicited and will come at a time when the prospect is doing something else or does not have the time to listen to a presentation. Out of respect for their time, a good salesperson will always ask the prospect if “now is convenient to speak”. If the prospect is unavailable at the time of the initial contact, then logically the next question is “when would be a good time”?
Here is where many sales run into problems. You’ve set an appointment to speak with someone or have them come into your office, you don’t call again till the pre-determined time and nobody is there to answer the phone, or the client is a no show.
Here is where being both organized and technologically savvy help the salesperson. At Setster, we have found that our clients using Setster for online appointment setting with potential customers are increasing their sales. How? It’s simple, when a prospect is contacted and is unavailable, the salesperson makes an appointment for some time in the future. The appointment is added to their Setster calendar and an automated email is sent to the customer. In addition, before the appointment, a reminder email is sent to the customer at a time specified by the salesperson. So without harassing or calling to confirm the appointment, salespeople are able to gently remind their prospects that they have scheduled time with them. The funny thing about these reminders, is that we see them working to bring people to a meeting on time over 95% of the time.
Whether you provide a service or sale a product, you can use Setster to help you close more sales and communicate more effectively to increase your business.