Steps for Calling Prospects for a Sales Appointment

Calling your prospects to schedule an appointment is much easier said than done, right? 


You might make many calls daily, hoping and praying that one of your prospects will ultimately accept your sales appointment meeting. 


You might find it hard to pull out your attention-grabbing skills during your calls or get back to square one. We get that! Hence, we have come up with a blog that can help you turn your calls into appointments so that you can successfully clinch a deal.


1. Conduct research


Researching your prospects before you call them can make a world of difference between a deal and a bust. By understanding the background of your targeted company and the person you’re trying to speak to, you can better personalize your call. 


During your research phase, it’s essential to know why you are calling them and your primary objective. A thorough understanding of your goals and thorough research on your prospects can help you make a successful call.


2. Make a call during off hours


If you are specifically reaching out to busy clients, it would be preferable to call them during their off hours because it will help you have a smooth conversation with them. In addition, they will be available for interaction and more willing to hear what you say. 


In addition, this can allow you to finally have a word with them for a further sales appointment. So, remember, if you want to approach your busy clients, calling them during their off hours can help you to do so.


3. Create a compelling opening pitch


Do you know that good openers always keep prospects on the phone? You can also do that by opening with a great pitch on your calls. By doing so, you catch your prospect’s attention until the end of your call, increasing your chances of scheduling an appointment with them. 


It’s your opening line that your prospect first hears when they pick up your call. Therefore, when calling prospects, make a strong opening pitch, thoroughly describe your business, and perfectly convey the purpose behind your call.


4. Develop trust


As you know, trust is one of the key ingredients in developing enduring relationships with your clients. Prospects will listen to you if you genuinely understand their needs. So, express a genuine concern for them and ask those questions that show your prospects that you genuinely care about them.


For instance, ask them if they are available for a call. Can they invest a bit of their time in your call? Expressing empathy and building trust with your prospects can encourage them to get in touch with you even after the call.


5. Discover their pain points


One of your top priorities is to solve your prospects’ pain points. Right? You can ask them what difficulties they face while carrying out their business operations and, consequently, what solutions they seek. 


Then, once you analyze their pain points and problems, you can let them know how your services can assist them in resolving their issues.


6. Position your value


Stimulating your prospects’ curiosity is one of the best ways to get them to a sales appointment. So how will you do that? By showing them how valuable your services are. 


You can build interest in your prospect’s mind by explaining your products and how well they can operate for their company. So, when you suggest a follow-up, they will be more than ready to learn about your solution and brand.


7. Schedule a time for an appointment


At the end of your call, schedule an appointment if your prospect expresses interest in your products and services and wants to know more about them. Set a specific date and time for your appointment so that you and your prospect can be present to have a clear discussion. 


You can also give your prospects various scheduling options so they can select what works best for them. This can also give you one more chance to prove your allegiance to them.


8. Follow up


It’s essential to remind your prospects of your appointment so they don’t miss it. You can remind them either by sending a follow-up email or contacting them a week before your appointment.


By doing this, you’ll have a chance to address their minor concerns and explain how their participation in the meeting would better help them grasp your offering. While reminding them, you can also let them know the key points and the duration of your discussion.


Related: Top Inside Sales Tools To Set More Qualified Appointments


Don’t be afraid to make calls; you just need to secure a meeting with your prospect, and everything will fall into place automatically. Your sales appointment-setting process will no longer be complicated when you follow these simple yet effective steps.


Remember, your prospect wants to be impressed by your value proposition, so hype it up when you’re on the call. By following the above guidelines, your subsequent calls will lead to an appointment, finally helping you seal more deals.



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