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Sales Leadership
Getting Face Time with Prospects and Clients
Jan 3, 2018 | Canadian Professional Sales Association lock

We all know that the more face time we get with prospects and clients the more chance we have of making and increasing sales. But getting those all-important face-to-face meetings can often prove elusive. If you find you’re spending hours on the phone and still failing to get in front of your prospects, follow these tips to generate more meetings and boost sales.

Tip One: Branding is Key

If you still adhere to the old school of thought that brand is only a matter for marketing, think again. When prospects get a cold call from someone they’ve never heard of, talking about a company they know little about, they’re unlikely to agree to a meeting. But building your personal brand changes things and is an important strategy for the 21st century sales pro. Use your online presence: social networks, blog posts and podcasts to build name recognition amongst your target customers. If they’re familiar with your name and background because they’ve seen you on Twitter or LinkedIn, they’re far more likely to agree to face time with you. Even better, if they’ve read something you’ve posted online and liked what you had to say it creates a sense of connection and they’ll be far more open to what you have to say in the meeting itself.

Tip Two: Referrals Rule

It’s clear that referrals work: according to hubspot, B2B buyers are five times more likely to engage with a sales pro if they’ve been introduced by someone they know and 84% of decision makers start the buying process with a referral. So how do you get these fast track tickets to a meeting? The short answer is: ask! Whenever you have a happy customer, ask them if they know anyone else looking for the solution you are offering. For other ways to increase your referrals, check out this article.

Tip Three: Get Social - In the Real World

While social media is a great tool for sales pros, nothing beats attending an industry event for actual face time and networking with clients. But the same rules for social selling applying in real life networking: don’t go with a hard-sell approach. You need to come across as an industry expert, someone who has interesting and informative things to say, rather than just a sales pitch. If you manage to connect with a prospect at a networking event and make a great impression, a meeting will not be hard to secure. Networking not your forte? See how you can improve your networking results here.

Tip Four: Let Your Voice Sound Out

Even better than just attending an event is if you can secure a speaking gig. Give a great talk at an industry event and you’ve just positioned yourself as a trusted expert in a room full of people! On occasions like that, you’ll find that people will naturally navigate towards you to pick your brain and follow up on what you’ve just spoken about. It’s a great way to build your personal brand and make a ton of meetings. Another great way to get in front of your prospects is through podcasting. You don’t need to go to the trouble of setting up your own show; making a guest appearance on an industry podcast is again a great way to let your prospects and clients get to know you better.

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