It is the obsession of all salespeople: having a go at a meeting with a prospect. The postponement of a Georgia Email List is managed. The last-minute cancellation of a sales meeting, when you are already there, or when you pick up your phone, it’s very frustrating! Are you fed up with it? Here are 4 tips that will change your life. Tip Don’t set up a sales meeting with just anyone! Getting a sales appointment when your prospect is in a traditional way is difficult. Suddenly, when an appointment falls, you are not choosy. This is undoubtedly the main reason why you get screwed up in a commercial meeting.

You should only make sales appointments with prospects who are qualified and mature (We speak of SQL “Sales Qualified Leads”). Others will avoid you or waste your time. The reason is simple: the buyer does not agree to really speak to a sales representative until he has had a clear idea of ​​the solution he needs. If he is not mature or the date of his project has not been fixed, he will receive you out of curiosity or fill his agenda. And inevitably, the risks of being planted at the last minute are very high. Buyer journey: the length of the sales cycle – Inbound Marketing Concretely, prospects who are not in the Decision.

Question of profitability

Phase in the above purchase journey will crash you much more often. At SLN, we do not make a physical appointment without having exchanged a first time by phone. Especially for prospects who are several hundred kilometers from us. To help you position quality appointments here, Marketing plays a key role. Generate quality appointments with Digital Marketing. Alignment between Marketing and Sales is the key to successful business development. To avoid getting stuck in a sales appointment, you should only process the most qualified and mature leads. You need to provide them with value and convince them that you are the right person to help them achieve their goals and solve their problems.


And yes, I see you coming: “It takes a lot of time! This is why commercial prospecting must also be the business of Marketing. Aligning marketing and sales: a crucial issue. Marketing must generate for you, by exploiting the levers of Digital Marketing, qualified and mature prospects. How? ‘Or’ What? By applying the Inbound Marketing strategy: attract qualified visitors to your website, convert them into leads and then feed their buying thinking until they are mature, in other words, ready to make an appointment with you. Lead Scoring is an effective strategy to define the level of maturity and qualification of a prospect. If your lead responds positively to these criteria, they score points.

Set up a Lead Scoring Strategy

Concretely, it is a question of establishing a rating out of 100 including all the demographic and behavioral criteria characterizing your ideal prospect. Then it’s up to you to define the threshold from which a prospect is sufficiently qualified and mature. With us, when a prospect exceeds the score of 50 out of 100, he is contacted by a sales representative. Lead Scoring is an excellent way to only make quality appointments and necessary to limit rabbits! Use Workflows to Reduce the Cancellation Rate. Even if you put the following 3 tips into practice, you will still get stuck in a sales meeting. The reason is simple: the unexpected! Already because your prospect can be impacted by a case of force majeure but also.

Very often, because there is a change of priority internally. This is the main reason why our prospects cancel sales appointments. To avoid this, to avoid traveling for nothing, wasting precious time, and incurring unnecessary costs, you can set up dunning workflows. Especially for business appointments made several days, weeks, or even months ago. The idea here is to automatically keep in touch with your prospects by sending them automatic emails providing them with added value. We like to send a first e-mail confirming a sales meeting as soon as it is positioned, but also to send regular quality blog articles to our meetings to “prepare the meeting”. The day before a telephone appointment and 48 to 72 hours before a physical appointment.

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