A new B2B appointment setting approach gets meetings: 6 keys

Dan, an appointment setter, shared with me six keys to success for his new prospecting approach. He got three “highly qualified” appointments and four voicemail responses.

Before his new approach, Dan told me he rarely got a voicemail reply, and with rare exceptions his meetings were with time-wasters and curiosity seekers.

I asked him what brought about the difference in such a short time.

Below, I summarize what he told me.

Dan is a salesperson in a high-tech industry. He read my books looking for ways to book more discovery calls.

This is what he said helped him the most.

He told me that number 6 made the biggest difference for him.

Table of Contents

Improved response to send some information cold call objection

1. New response to “send me some info.”

Dan says that stating an immediate refusal to send general info coupled with an offer to send any specific information that would truly help them, enabled him to know who really had an interest and who was just blowing him off.

2. Digging in just a little bit harder when responding to objections.

Dan said that the model responses to objections helped him to address objections skillfully. Rather than hitting a brick wall, he knew what to do to get value from the conversation.

3. Dan says that as soon as he heard “Hello,” that he imagined an hourglass turning over and when it ran out, he was done.

He says my observation about “working against gravity” helped him. He said he now knew and understood that even if he had a good prospect on the phone that they would initially turn him down.

He now understood what was happening and how to turn that around.

Handling the we already have a vendor sales objection

4. His biggest objection to overcome was “we have that already.”

He says he learned how to get them to open up, rather than the call just ending.

5. The idea and samples of voicemails leaving his name, company name and phone number on the END of the message helped him a lot.

6. The biggest thing Dan told me that helped him.

He said that previously he had equated using a script with telemarketers that would interrupt his dinner and an automatic hang-up. He didn’t want to sound like that.

Lack of an appointment setting strategy was a killer

He told me he had previously thought his pleasant personality and obvious industry knowledge would be enough. It wasn’t.

He said that he lacked a real strategy. That writing the words to use really helped him. In particular, it forced him to think really hard about the benefits he was mentioning and pushing them up to the beginning of the conversation made a significant difference.

He said it seemed to cut down on the knee jerk blow-offs he would get and identified some very qualified opportunities.

And that was in the first week.

Hope Dan’s tips help you out.