New Account Sales- How to get your salespeople that first appointment faster!

You want your sales people to earn a boat load of cash right? Ever heard the expression you can get everything in life you want if you will just help enough OTHER people get what they want? Well it is true. You have a great product, and/or service that fills your prospects needs, and either saves them money or helps them make money. Once they use the product they will thank you for a long time, right? What is the hardest part of sales for most sales people? Is it qualifying? Is it closing? No generally speaking it the fact that we don't have enough clients in our sales pipeline. If your sales people had more prospects in their sales funnel, then more activity yields more results. Let us take it one step further. That really hard part is getting that first appointment with the decision maker. Let us say you want to target "C level" people for your product or service. How are you going to get Mr. Joe Decisionmaker to want to take your phone call. After all he gets bombarded daily, and Joe's administrative assistant screens all the calls anyways. You've got an idea you will ask for an email right - Wrong spamming ol Joe won't work, through the spam filter and the 300 email he receives daily. Okay so you will send a letter with a catalog right? Well, that will find its rightful place in the round file. With a catalog or a flyer, your just lumped yourself in as an order taker. Well that bring us to the way you can DIFFERENTIATE YOURSELF, and get that valuable first appointment. It is using a dimensional mail piece.

Well here is an example. This piece we designed and mailed on behalf of one of our clients. It is a custom designed box, with brand messaging on the inside. In addition we have a "sound button" that when you press it says "Wow, that is a great idea". The reasoning is that it is a good idea to use my client for your needs. Secondly when the sale team calls the prospects up, they simply say Mr. Decisionmaker, my name is Zach and I sent you the awesome "Great Idea" button and then proceed to make an appointment. This does a few things: The screener probably will not screen the mail on this package they have no idea what it is. Secondly if they do, it reinforces to them, who you are, and they will be certain to give the item to their boss. Lastly when you call, you don't have to worry about Mr. Decisionmaker making to correlation between you, and who you are and what company you are with. They will always remember the "Great Idea" button you sent. It does not have to be the great idea button, enclosed you will find some more examples.

These are from Pilot services. Twice a year they send out over 1000 prospect mailer to potential clients. This helps to reinforce their brand and their messaging to their prospects. It makes it so much easier to secure an appointment when you do fun things like this for your prospects. You put a smile on their face and they will open their hearts minds and wallets to you and your company. If you implement this into your company's business development program you will certainly have a lot of happy folks there thanking you!

Thank you for reading. As always give us a shout with any questions or a free consultation about how we can help you!