The information technology industry is one of the top industries that benefit from appointment setting, mostly because it relies so heavily on building a relationship of trust with potential clients. But trust is not born overnight. It requires time, patience, and a whole lot of communication. But none of these things can be accomplished without first getting your foot in the door.
As we enter into the final quarter of the year, it is time to step up your IT appointment setting and finish the year strong. Here are a few tips to improve your strategy and start building trust.
1. Target the Right Audience
The truth is you are not going to get very far if you are talking to the wrong person. Plus, your strategy will need to change based on who you are talking to. Selling to VITO requires a different focus than selling to evaluators, so make sure you have a clear understanding of who you are talking to, identify how to best speak their language, and communicate the benefits of your solution.
2. Make Multiple Touches
Don’t limit yourself to simply cold calling. While this option often proves useful, most of its power comes from a combination of cold calling, email, mobile options, social media, and even traditional mail. But keep in mind that this is a strategy, not a haphazard effort. Take the time to plan and organize the best combination of touches that will actually get through to your prospect.
3. Master the Open-Ended Question
The key to any successful relationship is getting the other person to talk. Once you have gone through all the effort to get the right person on the phone, a simple “yes” or “no” question doesn’t foster that type of communication, and can actually hurt the relationship.
Instead, focus on asking open ended questions that gets the other person talking. This not only engages them more fully, but gives you insights into their company, themselves, and their problems, that you might not have known otherwise.
4. Be Knowledgeable
This may seem like a no-brainer, but in the world of IT, it is not uncommon that a salesperson does not have a full understanding of what it is they are actually selling, especially if you are outsourcing sales or have a salesperson solely dedicated to selling your products without much prior knowledge about it.
The best way to improve your sales in the realm of IT is to actually know what it is you are selling, and how to communicate that knowledge in the best possible way to the individual you are in contact with. Sharing that knowledge with your prospects is a powerful way to start building the trust you need to close a deal. This may translate into better training for your in-house sales team, or reevaluating the expertise of your outsourced solution. The bottom line is that having knowledgeable IT appointment setters on your side can drastically improve your credibility and drive revenue to your bottom line.
As technology continues to evolve and change, the competition in this industry will only continue to grow stronger. Mastering these appointment setting tips will give you the edge you need to succeed and grow your business.