After twenty five years of sales, I’ve noticed one thing: sales people do a terrible job of scheduling client meetings. They waste time scheduling back-to-back clients across town from each other or trying to get to meeting at peak traffic time, and lose valuable time in the process.
Selling is all about time management, and being in the right place at the right time is key. The salespeople who are on top every month are doing so much prospecting they accidentally fall into prospects laps. Learning how to maximize your time puts the odds in your favor for finding the right clients. Here are three ways to maximize your time between meetings and become a top salesperson in the process.
1. Propose a Meeting Time
When you call a client, you should already have a time in mind to meet. This is a confidence issue as much as it is a scheduling one. If you give a customer a wide-open schedule, you are basically telling them you have no one else to meet with.
If I call a potential customer and say, “I’ve got this brand new widget I’d love for you to see. I’d like to come by your office and show it to you. When are you available?” I’ve asked, “When is the most convenient time for you?” I automatically imply that I, the salesperson, am unimportant. Nobody wants to see me.
Always have a time to propose. If I were to cold call you, knowing I was going to be near you on Tuesday at 2:00, I’m going to base our meeting time around that. Even if there is nothing else on your schedule, still pick a time. Don’t let the customer control your schedule.
If the customer perceives that you’re important and that people want to see you, your sell will be much more attractive to him. And confidence will inevitably follow.
2. Take Advantage of Your Surroundings
Know surrounding areas and where other potential clients are located. An effective salesperson finds opportunities that may be nearby to visit between meetings.
All too often, I’ve seen sales people get in their car, drive 30 minutes away, go visit one client, and get back in a car go back to the office. Why would you not take the time and energy to find two or three businesses where you could pop in and say hello to someone?
One of the most popular Callproof features is the ability to see your closest customer or prospect. This could potentially be someone on your call list that you’ve been unable to reach. A quick stop to say hi could easily be met with, “You know what? I’ve been meaning to call you back. I’m glad you’re here.” Again, the more clients you see, the more likely you are to be in the right place at the right time to make the sale.
3. Schedule Your Next Steps ASAP
Before you even leave to go to the next meeting, plan your next steps. Write your follow up email between meetings. Connect with the prospect via Linkedin. Make personal notes or calendar events of future things you need to do.
It’s rare to walk out of a meeting without having made some kind of promise to the client. You likely said you’d call back later, send a proposal, find out some new information, or do some research. Make notes of these promises, and even act on them, while the information is fresh in your mind. The follow up system in Callproof allows you create those reminders, but your Google Calendar will work just as well.
Don’t Forget to Do This On Your Way Out the Door
When leaving an appointment, use the last minute to generate a new lead. As you walk out the door, ask the client if they know the office manager next door and if they could make an introduction. Even if your current sale doesn’t go through, you now have a future connection to a potential client.
Remember, the top salespeople are the ones doing so much prospecting, they accidentally find new clients. Maximizing your time between sales meetings is the best way to continually find new clients and become a top salesperson along the way.