- A difficult art
- Begin right at the top
Sales people often believe in climbing up the ladder by contacting the lower-rung people in an organization first. Reaching out to the top executives directly is of course not an easy task but it can pay rich dividends if done properly and in a professional manner. Make a thorough research to identify the executives with real decision making powers and go straight for them.
- Try for a face to face meeting
You add a whole new level of credibility when you meet a decision maker in person. Phone calls are quite impersonal, showing your face gives a different meaning to your relationship. Go well prepared and present yourself as a thorough professional at par with the decision maker; this will prompt the staff to take you seriously.
You need to master the art of appointment setting as it’s a vital step in the process of sales lead generation in India. We shall continue this discussion in our next post and provide more tips to develop an effective appointment setting campaign.