Robin Robins – Appointment Generating Miracle
The Appointment Generating Miracle
A Complete How-To Guide To Building A Productive Inside Sales Department To Get More Appointments With Prize Prospects
If you look at how most IT firms market themselves, you’ll see their activities are extremely passive and engineered to do everything BUT talk directly to a prospect. They wait for referrals to come in and/or spend hours tweeting, blogging and posting online in hopes that a good prospect will see their ad or article and call their office (for the record, “hope” is never a good business strategy). E-mail response rates are at an all-time low and are getting worse, and Google AdWords and other online media will only reach a small, miniscule percentage of the total pool of prospects available – many of whom are NOT searching online right now for their next IT provider. That’s why it’s necessary to implement a DIRECT outreach to C-level decision makers at companies you want as clients. When done right, you’ll win appointments with prospects that aren’t actively looking right now, but are open to considering an alternative IT provider. You’ll also build a QUALITY list of prospects and learn when a prospect’s current IT services contract is up so you can get the opportunity to win their business when the time comes.