Do you want more sales ratings of course you do more qualified sales meetings means more sales and more
sales means more income it's a beautiful beautiful thing but
most salespeople are banging their heads against the wall trying to set meetings, or
Even worse. They're simply not doing anything and
They're just hoping that that next meeting is going to come along and usually it ain't gonna happen
Unless you're doing something proactive to set those sales meetings
So let's stop the madness as one of my good friends Kevin o'leary likes to say in this video
I'm going to show you seven ways to set more meetings in sales check it out
number one
Introductions introductions are all about getting other people to do the heavy lifting for you and to introduce you
To people that you might be able to help so what have you done today, or even?
This week to get more
introductions to
Other potential prospects remember you can be asking customers
You can be asking friends and family you can be asking
prospects for
Introductions if you do that consistently you are going to set way more meetings than ever before number two
sales
prospecting campaigns when it comes to prospecting and
Identifying cold leads most sales people are doing it the hard way
they're just picking up the phone and they're smiling and dialing but the problem is is if you just call it a prospect who has
no idea who you are
Then it's very unlikely that they're going to actually want to talk to you
So what I challenge you to do is to use the sales prospecting campaign approach which means map out the entire process
start to send them some direct Mailers or
emails or
invite them to an event what it is that comes along the way to
Ultimately picking up the phone and calling them so that way when they actually answer the phone they know who you are
really powerful approach number three hosting a private event private events are one of the
most effective ways to bring more
Prospects into your world and ultimately set those sales meetings. So my private event I mean rent out a nice space and
Create an event something that feels
Exclusive something that feels special and is ultimately going to provide people with real
valuable
usable content and ideas and then invite your clients invite your customers
and then have them bring a friend someone that they think
You might be able to provide real value to what you'll find is that?
The people you know
Will be really excited to come to your private event and they'll also be really excited to bring other folks
You don't know and that is going to help you set way more meetings number four
Speaking to associations and trade groups now. I know that speaking makes most people
really uncomfortable, but it is one of the most effective ways to
bring new
prospective customers into your world and your customers right now are going to
association meetings and trade group events if you can start speaking at those events either as a
vendor speaker or just as a speaker someone who knows a
Certain amount of information on a specific topic that would be really useful to that audience
You are going to have more sales meetings than you know what to do get in front of those associations
in those trade groups
By speaking become the expert it is the most effective way to get in front of way more people
Because remember you're literally going to get in front of seventy a hundred two hundred ideal prospects all at the same
Time Number-5
Create a special report for your prospect now one of the challenges that a lot of salespeople. Have is that when they actually?
Get on the phone with a prospect or shoot them an email
They're not offering any
Value to that prospect and so the prospect is thinking from their own perspective as they're on the phone
And they're saying okay Robert here is on the phone trying to talk to me
he's not providing me with any value a special report with
Usable information that pertains to them that can be really valuable is going to make the prospect think to themselves
you know what maybe I should talk to Robert or
whomever creating a special report doesn't have to be hard what it means is that you're going to collect some information or
data based on what's going on in a particular industry or in a particular space or sector and
Simply put that information on to a couple page report that will walk
Prospects through or your customers through what you see going on with your bird's-eye view this can be really really valuable information
And is going to make the prospect thing. You know what maybe I should give this person a
second chance number six
Conduct a study and share the data now. I know some people are saying whoa whoa, whoa mark?
This is you're asking me to conduct a study with Data. Well, here's the thing is
That there are different types of studies there are some studies that take many years and require
Thousands of Samples, and then on the other hand there are other studies that are more
Anecdotal that are going to be using a smaller sample size and what you can do is through the course of your interactions with clients
You can start to Collect data
You can collect information
And what's amazing?
Is that even from a sociological or a scientific perspective you actually don't need that many people in
Your study in order for that data to be really useful and so my challenge to you is to create a study that
would include maybe
20 of your clients
And it could be a survey or it could just be through the course of your conversations and asking the same questions collecting that information
And now you can start to really provide Data to other people in that industry or other people in that sector
That will be tremendously useful
To your prospects and people are going to start to see you as the expert
it doesn't have to be that much effort and
What you'll find is that people are suddenly going to see you as someone that they really want to learn from
powerful distinction and will lead to a lot more meetings number seven
Submit an article to trade publications now. I know again. I can already hear mark
You're asking me to write an article. That's Gonna go into a trade publication
Okay, here's the thing is that you are an expert in your field
You know more information about what's going on in the lives of your prospect then in many cases your own prospects
And that's because you're dealing with many people in a particular industry or in a particular sector
and that gives you this bird's-eye view to see what's really going on put together a
500 or
700 word article, this could be an hour of work
And make sure of course that it's edited and then submit it to a trade publication at an association where you'd really like to
get some traction with their membership these trade publications are dying for content and
By providing content you are now getting free
Advertising in those publications. I cannot tell you how many more meetings
This is going to lead to than just banging your head against the wall making random cold calls
you are now setting yourself up as the expert and your customers are going to be reading your
Information as if it's an authoritative source and the beauty is it is an authoritative source
Submit those articles and you are going to see more meetings than you would ever have expected
So there are seven ways to set more meetings and sales which of these ways is your favorite?
I want to hear from you be sure to share below in the comment section
And I respond to every single comment that I can get to and if you enjoyed this video
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until next week
you