Securing meetings is the lifeblood of sales. Meetings open the door to new opportunities, build connections, and drive revenue. However, getting potential leads to commit to a meeting is far from simple. But, with the right approach, it’s possible to consistently fill your calendar with qualified appointments. In this blog, we discuss actionable strategies to help confidently connect your team with the right people.
Why Getting Meetings is the Key to Sales Success
Getting meetings for your sales team is key as they are, essentially, the gateway to generating revenue by building relationships and qualifying leads. They provide a crucial opportunity to directly connect with potential customers, address their needs, and increase the chances of closing the deal.
Key Strategies for Securing Meetings
When scheduling meetings, it’s important to be proactive and intentional when reaching out to prospects. A couple of ways to go about this are by using cold calling and leveraging content marketing. Let’s take a look at this in more detail.
Cold Calling is Thriving
Cold calling has evolved from spewing spammy scripts to just about anyone who would pick up the phone. However, with modern-day cold calling techniques, it remains one of the most effective tools in lead generation. With a strategic approach, proper research, personalization, and a human touch, you can fill your pipeline with the right leads.
If you lack the time, resources, or expertise to run an effective cold calling campaign, partnering with an agency for cold calling services is a smart solution. The right agency will help reach your target audience and fill your calendar with meetings.
The Power of Email Outreach
It’s a common misconception that email marketing is dead. However, it’s more alive than ever and, done right, can be highly effective. It helps nurture leads, build brand awareness, and provides valuable information, positioning your company as a solution to their needs. The secret lies in a clear call-to-action (CTA), a compelling subject line, focusing on pain points, follow-up sequences.
It’s also important to distinguish between marketing emails and sales sequence emails:
- Marketing emails are typically one-to-many messages sent to larger, segmented audiences. These are designed to educate, inform, and build brand familiarity over time. Think newsletters, product updates, or thought leadership pieces that keep your company top of mind.
- Sales sequence emails, on the other hand, are more personal, one-to-one (or one-to-few) messages sent as part of an outreach cadence. These emails are hyper-targeted and designed to drive direct action — like booking a meeting, requesting a demo, or having a discovery call. They often include follow-up sequences tailored to each prospect’s interests or pain points.
Segmenting your email list allows you to send tailored messages addressing the specific needs of each prospect. This ensures your emails resonate with your contacts, making them more likely to opt in for more information or schedule a sales meeting. Once you’ve segmented your email list, you can create follow-up sequences. Automated email sequences through CRM platforms are an easy way to nurture leads throughout the sales cycle. You can remind them about your services, share relevant information, and encourage them to schedule a meeting.
Use Content Marketing
Creating valuable content like blog articles, eBooks, or customer testimonials establishes credibility and attracts potential clients. By delivering valuable and relevant information that addresses industry challenges, you position your company as an expert in the field which builds trust and makes potential clients more receptive to a sales pitch.
By publishing valuable content that aligns with your target audience’s interests, you attract individuals who are actively looking for your solutions. This allows you to capture their contact information through lead magnets like eBooks. Once you have a potential lead’s contact information, you can provide relevant content at each step in the sales funnel. You can educate them about your offerings, address industry concerns, and guide them closer to making a decision.
Use Social Proof and Success Stories
Other forms of content marketing are social proof and success stories. People take testimonials, case studies, and success stories seriously when considering new products and services. Sharing examples in your content of how your solutions have transformed businesses like theirs builds credibility and increases the likelihood of a meeting.
Leverage LinkedIn for Prospecting
LinkedIn isn’t just a networking site – it's a treasure trove of potential leads. A well-thought-out LinkedIn approach can turn cold leads into opportunities. Start by optimizing your LinkedIn profile and ensuring it’s professional and highlights how you bring value to your industry.
LinkedIn Sales Navigator helps identify prospects who align with your target audience. When reaching out, skip the generic, salesy templates. Instead, send personalized messages that reference something you have in common, like mutual connections or shared interests.
Overcoming Rejection & Common Challenges
Rejection is part of the process, but it’s not the end. When prospects say no or go silent, take it as feedback to improve your approach. Revise your messaging or adjust your targets if needed. Stay persistent and remember, building trust takes time.
Ensuring Consistent Improvement
Sales success isn’t static. Regularly get together with your team to review what is and isn’t working, offer training sessions, and encourage open communication. This will allow you to further refine your sales strategy for further success.
We Fill Pipelines and Build Sales Engines
A foolproof way to ensure your sales team is getting meetings is by partnering with Concept. With our appointment setting, marketing, and CRM teams, we fill your pipeline with high-quality leads and build your sales engine. Get in touch with our team today or download our Sales Engine Blueprint eBook to learn about building a sales engine.