75% of Executives Are Prepared to Make an Appointment with You
75% of executives are willing to make an appointment or attend an event based on a cold call or email alone.
That’s great news for those of us who are in the business of selling. It’s based on research by DiscoveryOrg. According to them, we have a good chance of getting a meeting with our prospects if we carry out the right communications activity.
So, why is it so hard to actually win these three appointments from your four contacts?! It could be due to this next piece of research.
85% of prospects and customers are dissatisfied with their on-phone experience.
This research was carried out by SalesForce. Naturally, as they sell CRM systems, they put this down to the fact that most sales people do not have enough information to hand about their customers. There is a certain amount of truth in this.
However, in a sales call there’s probably a much more important reason. Here it is:
98% of sales calls sound exactly the same.
This figure is based on my experience as a buyer. Time and time again, I would hear a print salesperson starting off the same old sales message based on quality, service and price (yawn!).
When I was a buyer, I was actually one of the 75% of prospects who would be happy to have a meeting with a potential new supplier. But I needed a decent reason to do so.
If you create a decent phone introduction, I’m likely to give you some time. But you need to grab my attention quickly and stand out from the many, many other printing companies who are also after my attention. So forget the old price, service and quality introduction. Think of something different that’s going to grab my attention!
P.S.: Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, check out my recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."