If you are willing enough to promote an idea for an IT product, you probably want to focus on establishing its value to your prospects’ bottomline by using the right phrases and words. In short, you will have to create messages aimed at specific issues and concerns that matter most to clients.
Much of the efforts in IT appointment setting involves getting prospects to agree on meeting with a sales rep and officially sign up for a service or purchase a software package. It is mostly a matter of appealing to their most urgent concerns and pushing them to take action. But due to audience complexity, this process is always a difficult beast to tame.
Not all companies share the same mind when it comes to purchasing an IT service or product. The fact that there is uncertainty as to the buying behaviors of individual prospects makes IT appointment setting a complicated venture requiring better and more promising strategies.
“Listening to what the prospect wants you to underline,” and “Using less technical terms” are just some of the trivial strategies that do work – to some degree. But to truly attain better appointment setting results, it is vital to use better methods that allow you to fully explore opportunities with your prospects.
Underscore the need for better market intelligence.
Having a strong intelligence-gathering program goes a long way.Once you get your hands on data about the playing field, you will be able to create better decisions in terms of crafting call scripts that are more effective at stimulating your prospects.
By that, we mean supplementing your IT appointment setting efforts with email and social media. Getting that sweet appointment means being persistent, knowing that your prospects face a daily inundation of messages that can oftentimes distract them from what you are trying to say to them.
Profile your clients.
Often, the reason that not many prospects translate into sales has to do with poor customer profiling. As we have mentioned, IT leads have different attitudes and criteria for selecting the right solutions. Listening to what they want during an appointment setting session therefore opens up greater risks of rejection since you have no full understanding of your prospects’ needs and whether or not they are the right authority figures to purchase engage. These should already be established early on using an effective and reliable ideal client profiling software.
Related Post: Poor Conversions? Better Use Progressive Profiling