Scheduling customer meetings, whether to demo your product or meet with decision makers, is one of the first critical steps towards closing a deal. However, scheduling that customer meeting can be more difficult than ever.
Here are some easy ways to drive more meetings with customer to increase the sales:
1. Ask referral from the existing customer
Referral selling can help shorten the sales process, lower sales costs, and convert prospects into customers more than half of the time. Ask your existing customers to provide referrals if they are willing to provide. As you finalize deals, include a referral request as part of your closing process. Remember, sales is built on relationships. If you build trusted partnerships with your customers, they are your best resource for new business.
2. Leverage analytics
Engagement analytics help you uncover the interest level of your prospect. By measuring the level and type of activities, you know what’s needed to get to a customer meeting and can set a repeatable process for your team.
3. Use automation to nurture leads and speed up sales process
Analytics help you by measuring what’s needed to get to the customer meeting – combine that with automation and it will help you get there faster. Data shows that a multi-touch strategy is key to getting a customer connect. With automation, you can speed up customer nurturing with scheduled email and calling tasks. Nurtured leads can increase sales opportunities. With advanced automation, sales teams can speed up processes yet still have the control to personalize the process for more efficient and effective nurturing.
4. Focus on the business problem
Consultants operate more strategically and are sharp at pinpointing buyer problems – sometimes even before the buyers themselves. How can your team become more like consultants? Sales agent must focus on selling a solution that addresses the business problem. Selling product features doesn’t create long-term value for the buyer. Just as important, sales leaders should encourage and aim to establish a sales culture where sales agents become motivated by customer success.
5. Do your homework so the discussion is relevant
When your sales team meeting with prospects, be sure that the meeting is meaningful and offers something of value. Do sales agents understand prospect pain points? Do sales agents understand how to personalize their outreach to the buyer? If you don’t have insight into a prospect’s interests or interest level, using advanced technology can help reveal what areas interest prospects the most, so your team can personalize outreach.
6. Be contact with prospects in multiple ways
Integrate a combination of touch points in your outreach. Don’t rely solely on email to try to set up a meeting. Sales teams that use a combination of email, phone, and social media outreach are more effective. Be sure your team leaves voicemails as well.
7. Ask for the meeting
Don’t wait around for the customer to ask you – close all of your prospect interactions with a specific call to action. Also, pay attention to the language that you’re using – in emails and on voicemail. What sounds better to you: “I hope to hear from you soon” or “Are you available for a quick phone call tomorrow or early next week”?
Conclusion: Customer meetings are essential to close more deals and increase your chances to make Sales. Make sure your team understands everything that needs to be done and avoid missing any opportunity.
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