EFFECTIVE APPOINTMENT SETTING Five Key Elements to Effective Appointment Sett ing

Launching the Effort – Making the Calls

Uti l iz ing a Mult i- touch Approach

Building the Pipeline

Nurturing the Prospects

FIVE KEY ELEMENTS TO EFFECTIVE APPOINTMENT SETTING Examine Qualif iers – What Qualif ies them as a Prospect? Understand the Target Decision Maker

What problems Do they Have – Can You Solve?

What motivates Them to Act?

Build The Target Database – “Ideal Customers”

Analyze Where/Why You Have Been Successful Populate Database with Organizations that

Mirror profi le

FIVE KEY ELEMENTS TO EFFECTIVE APPOINTMENT SETTING Train People Doing The Prospecting/Appointment Sett ing

Educate Them On Target Business Issues – Not the Ins-Outs of how your Solution Works

Do Not Script Them Posit ion Those Making Appointments as Part Of Your Sales Team

LAUNCHING THE EFFORT – MAKING THE CALLS

Prepare Yourself - This Effort Wil l Take Mult iple

Calls – Contacts – Dedicated Time

Know What the Target Company Does and

How You Have Helped Others In Similar Business

Areas Call At the Highest Level – Above Your Real Target

You Are Looking For A Referral Secure As Many Qualif iers as possible

BUILDING AND IMPLEMENTING A MULTIMEDIA APPROACH

Uti l ize The Phone As the Relationship Builder and Appointments Sett ing Vehicle Prepare An Arsenal Of Collateral –

Thank-you/Fol low-up

White Papers

Press Releases

Industry Art icles

Uti l ize Email And Engage with a Trackable Email Engine Build A Plan To Touch ALL Prospects – Qualif ied or Not no Less than 7 t imes Per Year

REFINING THE APPROACH

Analyze The Results

Where Are You Gett ing Tract ion Is The Message Resonat ing

To What Are People Responding Are The Qual i f iers Correct

Adjust The Focus – Realign The Database Focus Continue to Prospect – You Wil l Find Qualif ied Prospects And Set Meetings With Decsion Makers