“5 KEY STEPS TO MORESALES APPOINTMENTS”

Brandt Page Launch Sales and Marketing

Sales Training

BRANDT PAGE’S BIO Brandt Page is the founder and CEO of Launch Sales and Marketing, an

outsourced sales company specializing in B2B sales pipeline creation for their clients by providing lead generation, qualification, and appointment setting services.

Emerging Executive of the Year 2009 by the Utah Technology Council. American Express selected him to advise their national OPEN Forum

Pulse on Twitter, was nominated for the "INC 30 Under 30" award in 2010,

Elected into the 2010 vSpring Capital Top 100 Venture Entrepreneurs. The “v100”

Launch was recently featured in the Utah CEO magazine as the 6th fastest growing student founded company in Utah.

Along with speaking at several events, Brandt was the keynote speaker at the Utah Governor’s Student Business Summit.

A mentor for the Community Foundation of Utah and works with at-risk youth in Salt Lake City.

He been on numerous panels and has judged business competitions.

NOTHING HAPPENS W/OUT AN APPOINTMENT

All phases of sales cycle are important Appointments are necessary

How do you currently get your leads and appointments?

How much time do you spend prospecting?

TODAY’S OUTLINE: 6 KEY STEPS 1. Shift your cold calling hours 2. Use voice mail to get more appointments 3. Preparing for the call will improve results 4. Leverage what they are telling you 5. Use email to connect with prospects Create your own luck, by DOING The Gatekeeper Turn 30 Seconds into 3 minutes

1. SHIFT YOUR COLD CALLING HOURS

Don’t just…get it out of the way…

Best times are industry specific. When are your prospects most likely

there?

Keep track, use historical data to support.

2. USE VOICE MAIL TO GET MORE APPOINTMENTS

It takes 5-7 touches for a response People DO return calls from voice mails If no info is left, no impression is made

The goal of the voicemail is for a call back

Most people listen to the entire voice mail

3. PREPARING FOR THE CALL WILL IMPROVE RESULTS

Most hate to prospect, so they don’t prepare Use a CRM: Touch, Contact, Engage (status) No deep preparation. Just be prepared with:

Calling list- name, title, phone # Potential value statements References Potential voice mail/email templates Ability to anticipate and deal with objections

4. LEVERAGE WHAT THEY ARE TELLING YOU

Not every call turns into an appointment

Utilize the secretary, ask questions Learn the buzzwords, jargon from each

call

Recycle leads. A no today, might mean a yes tomorrow.

Use Drip Campaigns: ELF (Electronic Labor Force)

5. USE EMAIL TO CONNECT WITH PROSPECTS

Make it Blackberry ready 2 x 2.5 inch screen

Use templates to save time

Downside: they can delete without reading

Use a strong, relevant, Subject Line The goal of an email is to get a

response.

CREATE YOUR OWN LUCK, BY DOING

Inaction is not an option The #1 reason for low sales, is lack of effort Most reps find anything else to do besides

prospecting. They avoid it! People do not like to cold call for fear of

rejection. Master the cold call – people like what they

are good at. Just get on the phone…and DO IT!

THE GATEKEEPERTalk like you would a friend

• Be friendly. Also, you may sound like the boss’s friend.

Just ask – email, number, time

• Most are willing to share key information with you.

If difficult, ask what’s the best way

• Simply asking will get you through many times.

You are just calling to set up an appt for…

• It will help them feel like you are one of them.

TURN 30 SECONDS TO 3 MINUTES

• While on the phone, send your

Email

• Sometimes it goes to junk…

Got it?

• As you can see, we provide…

Value!

“5 KEY STEPS TO MORESALES APPOINTMENTS”

www.LaunchSalesandMarketing.comBrandt@LaunchSalesandMarketing.com877-466-0111 x201 Twitter.com/BrandtPageTwitter.com/LaunchSalesLinkedin.com/Brandtpage