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It can be demoralizing to run out of good prospects to talk to. The same is true for repeatedly asking prospects to a meeting only to hear "no thanks" time and time again.
Here’s the good news: if you're in that situation, there are plenty of ways to talk to more prospects—which can help you book more sales meetings and close more deals.
That's why today, we're going to give you nine tips that will help you get more sales meetings with prospects. Read on for the list, and learn how to use these strategies with our dialing software for maximum efficiency.
How PhoneBurner Helps Book More Sales Meetings
We designed PhoneBurner to help sales reps reach more prospects and have the kinds of high-quality conversations that lead to meetings, demos, and deals. To do that, we put in features like:
- A power dialer that can help you reach up to 4x as many prospects.
- A Tier 1 carrier to reduce spam flag risk, increase call answer rates, and improve call quality.
- 200+ CRM integrations (as well as built-in CRM features) to log and track prospect data.
- Post-call workflow automation to streamline follow-up emails, text messages, and more.
Having these features available makes it easier to put the advice below into practice. Now, onto the list!
1. Change Your Script
If you're hearing "no" too often, a common explanation is that your messaging is to blame. Right off the bat, you've got to hit upon a pain point or hot button issue that your prospect is itching to solve. If your product solves their problem, there's little reason for them to say no to a meeting to learn how.
Learn More:
2. Have Targeted Success Stories Ready
This goes hand in hand with number one. Sometimes it's not enough for your prospect to simply have a problem your product can solve. They also have to believe that to be true, and be compelled enough to investigate.
Having case studies, testimonials, or statistics to support your solution is very helpful to getting that meeting. Have you helped a competitor of theirs? Does your average client achieve X or Y in the first month? Find the social proof you need to back up your claims and you're bound to hear "yes" more often.
Learn More: How to Make a Conversation Interesting: 8 Actionable Tips
3. Improve Your Lead Distribution
Sometimes, reps don’t land meetings because they’re not being assigned the leads that they’re best qualified to reach. Many sales teams struggle with effective lead distribution—this can be especially hard for remote teams, where leads often go cold if they’re sent to reps who can’t make good use of them in a timely manner.
That hurts connect rates and reduces meetings booked.
Lead distribution software for sales teams can help correct this by making it easier to send the right leads to the right agents - at the right time. PhoneBurner’s LeadStream feature lets sales managers create shared lead pools or assign custom rules to govern who receives which leads. This ensures they are more efficiently and thoroughly worked—paving the way for a higher meeting rate.
4. Publish High-Quality Content Online
More and more sales reps are building a personal brand through high-quality content and social posts. This is a great way to build your reputation and create a more magnetic persona.
Developing a stronger online presence provides you with an easy way for your audience to learn more about you, and conditions them to respond more positively when you call.
It's also an opportunity to earn exposure. No matter what your field, people are looking for great content to turn to. When you create that content you're bound to get in front of the right people.
5. Don't Just Cold Call—Campaign!
It’s great to pick up on the phone and dial a list of numbers. Cold calling is one of the best ways to get new sales meetings.
But don’t end your efforts at cold calling...
The salespeople who secure the most sales meetings are those who have planned out a thorough campaign through multiple avenues—not just phone calls.
Things like email, video, retargeting, white papers, etc. provide much-needed repetition that's often the difference between being forgotten and being top-of-mind.
Learn More: The Ultimate Guide to Sales Follow-Up Emails
6. Follow-Up More Often
Persistence has always been critical in sales. But it takes more attempts to connect with leads today than it did even a few years ago. Often, the reason salespeople have insufficient meetings is because they've given up too quickly and too easily.
Follow up multiple times and you'll see just how often timing and repetition are the key to creating opportunity. Using PhoneBurner’s workflow automations to send out post-call emails and texts based on call outcome can:
- Increase touchpoints
- Drive callbacks
- Lead to more connections and meetings
7. Learn How to Handle Objections
No matter how good you are as a sales rep, you’re going to hear hesitation, skepticism and outright “no” from time to time. But that doesn’t always mean your chances of booking a meeting have dropped to zero.
Understanding what’s behind an objection response and learning how to address the problem can often convert an uncertain prospect into an interested one. Learn more about this in our Ultimate Guide to Overcome Sales Objections.
8. Diversify Your Prospecting Strategies
Even if one strategy is effective for you, don't get complacent.
For sustained success, you should have multiple prospecting and lead generation strategies you're using simultaneously. No single strategy will work on everyone, and no single avenue will reach everyone.
A healthy meeting calendar comes from a mix of phone, email, text, and social outreach. Leads can be sourced from multiple avenues and efforts. Diversify your strategy to give yourself the greatest chance at success.
9. Get Your Foot in the Door
Sometimes the reason you hear "no" is because you've asked for your meeting too quickly. A meeting can feel like a big request if you haven't built up a rapport or shown enough value yet.
Learn More: 16 Common Sales Mistakes You Need to Avoid
Think about small victories on the path to that meeting. Every industry is different, but there are likely all sorts of requests you can shoot for first. Opting-in to an email list, completing a survey, answering a question, taking a quiz, creating an account or listing, scheduling a phone call.
Figure out some small steps that help pave the way to more meetings.
Set Up More Sales Meetings with PhoneBurner’s Features
Better exposure and better prospecting techniques are both key to getting more meetings. The tips above will definitely help—but you can give yourself and your team an even bigger boost by using tools that set you up to apply your skills on outbound calls.
PhoneBurner can help. Start your free trial here and see the difference the right dialing software can make for yourself.
