During the quarantine, salespeople can’t sell face-to-face, it’s simply not an option. This reality is still settling in for many businesses who are more familiar with doing in-person sales appointments than hosting virtual meetings. If you’re someone who is traditional and prefers to sell face-to-face, you’ll have to find new ways to connect with prospects during this time. How is your business set up for success to sell in today’s environment?
While coronavirus has had a negative impact on several businesses across the world, virtual sales appointments may not be the worst thing to happen to your business. In fact, you may actually be able to sell more and produce more revenue now that you’ll be taking virtual sales appointments. Change is never easy, but here’s why virtual sales appointments shouldn’t just be looked at as a positive, but possibly the new norm for your business even after the pandemic.
These two simple steps will help you to sell even more during a time of virtual communication and social distancing.
Virtual or not, working with a B2B appointment setting company should be a part of any successful sales program. This doesn’t mean that you completely outsource every aspect of the sales process. The goal of B2B appointment setting is for a sales rep to set up an appointment for another sales rep who will deliver a more detailed sales pitch. The purpose of B2B appointment setting is to have one sales rep that is responsible for setting appointments and one who is responsible for closing deals with qualified leads.
There are several reasons to work with a B2B appointment setting company. Here are a few:
Having a dedicated partner to prospect, nurture and qualify leads, and schedule appointments will save you both time and money. Not only do you save money by not having to hire a team and invest in your own tools, but you also save time. This is time that can be spent serving your current customers or closing deals with qualified leads who have already expressed interest in your product or service.
Why waste time with leads who aren’t the right fit for your company if you don’t have to? This is another big reason you should want to work with a B2B appointment setting company. Not only do these types of partners prospect and build lists of potential customers who would be the perfect fit for your business but they also only pass leads to you who are interested and ready to buy. So, you waste no time dealing with potential customers who are uninterested. All you have to do is identify and understand their needs a little more and close the deal.
A commercial roofing company may have always started their sales conversations on-site. But today, they have to embrace using Google Maps to see a rooftop or they may need to use a drone to perform inspections. Additionally, they will need to determine new ways to sell to prospects, whether that be over the phone or using video conferencing software.
So, how does a B2B appointment setting partner help during all of this? A few reasons:
Sales activity never stops. B2B lead generation companies have been prepared for a crisis like this one for years. They already use top-notch video conferencing software and industry-leading tools and software. Therefore, sales activity doesn’t stop and you don’t miss out on opportunities.
They are your partner. Whoever does B2B appointment setting for you is your partner, and they want your business to succeed as much as you do. They’re going to do whatever it takes at this time to make sure your business isn’t affected.
They can advise you on new ways to sell. Your B2B appointment setting partner likely has sales expertise; therefore, they’ll know what to do in a time like this. Is your business used to only selling face-to-face? Your partner may have recommendations on new ways to sell and get on your feet quickly so that you can close deals.
Step 2: Master Virtual Sales Appointments and Close Deals
Once you have a trusted B2B lead generation partner, your next step at this time is to master virtual sales appointments. Your appointment setting partner probably hasn’t stopped activity, and the opportunities are going to keep coming in. How is your team set up to sell right now? You have a few options; video conferencing software, mailing marketing materials, running email campaigns, talking on the phone, etc. Regardless of what you do, you should embrace virtual sales and take advantage of the opportunity in front of you.
When your sales process changes, it might cause a bit of panic and worry. How will you connect with leads and close deals now? While virtual sales may seem like a negative thing at first, it may be the best thing to happen to your business in a while. Think of it this way: traditionally, your sales reps may have only been able to give one to two presentations per day. If you’re using video conferencing software to handle appointments, you may be able to squeeze double that amount into any given day (you’re cutting out travel time when selling virtually). You may now be able to take four, five, maybe six appointments a day. Be sure to communicate this with your B2B appointment setting company so you can make great use of this time.
Make sure you are set up to sell in this new virtual world we are living in. For more content on how to make sure your business is successful during the pandemic, follow Abstrakt on social media. Or, reach out to our team today to discuss how we can help!