Booking meetings is a true art form.
Every salesperson knows the challenges with trying to book a sales meeting with a prospect — someone who is typically a total stranger. How do you catch their attention in their inbox? Highlight their potential pain points? Articulate your company’s value proposition? Make it memorable?
And that’s just to get a reply back!
If you’ve been struggling to get time on the calendar with key decision-makers recently, you need to revisit your sales enablement strategies. The best way to book more prospect meetings in 2022 is to implement a corporate gifting strategy within your sales funnel. It’s a modern, direct mail approach that helps you break through the digital clutter of emails, social media messages, and voicemails. Don’t believe us? Just ask one of our happy customers who used a corporate gifting platform to influence $33 million in sales pipeline.
Our VP of Inside Sales breaks down 6 secrets to booking more meetings. And hint: we just gave you secret No. 1.
6 Best Practices for Booking More Sales Meetings with Sendoso
Sendoso Vice President of Inside Sales Joe Venuti shares 6 best practices for booking meetings with prospects. The secret? Personalized, meaningful outreach is always the best way to go.
1. Warm up your prospects before asking for a meeting
Start a conversation. It’s how any relationship begins.
It’s always best to initiate outreach with ice-cold prospects through traditional methods like offering relevance and value, perhaps through a Linkedin message or email. Then, it will be easier to earn time on their calendar. An excellent way to do this and make a bold impression is by sending your prospects eGifts.
2. Book meetings faster with Meeting Scheduler
Once you’ve gotten their attention and had a meaningful interaction, send them your eGift offer. In return, ask for time on their calendar. It will be seen as a genuine attempt at building a relationship, rather than a gimmicky door-opener.
To save time on the necessary back-and-forth, use software designed for scheduling meetings. For clients of Sendoso, you can book meetings with our Meeting Scheduler feature. This time-saving feature lets you require your recipient to schedule a meeting with you before their eGift can be redeemed. Meetings can be booked through our software integration with Calendly, and you can track meetings booked to measure the success of your outreach.
3. Use your messaging to tie everything together
Don’t over-rely on technology. Yes, a meeting scheduler is great. But let your personal messaging shine brightest in your outreach. Make sure to tie together any previous conversations you’ve had with your prospect, and take the time to understand your ideal customer profile (ICP), and more specifically your recipient, to ensure your messaging sticks. After all, nobody wants to listen to you talk about you for 37 lines of an email. Instead, send a short note revolving around your prospect and what you can do for them, not solely around how great your company is.
Did your customer recently receive a promotion? Try sending a note saying “Congratulations on your promotion! I would love to have virtual coffee on me to discuss how we can help you achieve success in your new role. When you have a moment, can you let me know your availability over the next few weeks?”
4. Choose a thoughtful eGift to send
At the end of the day, it’s the thought that counts.
There are hundreds of eGifts available on our Sending Platform. To connect with prospects and decision-makers, however, you’ll want to choose an eGift that’s relevant to them — something they will actually want to use. Try to personalize your eGift option by choosing a vendor related to their interests, or that correlates with a previous conversation you’ve had with them.
Is your prospect a dog lover? Send over a Walmart eGift card so they can select a new toy for their furry friend. Are they an executive with little downtime? An Uber Eats eGift card would allow them to order a quick lunch in between meetings. Is the end of the year approaching? Send a Charity On Top or Charity Choice eGift card. It will enable your prospect to spread some holiday cheer.
5. Use your budget wisely
Although it might be tempting to go on an eGifting spree now that your recipients are incentivized to book time with you before they can redeem your eGift, it’s always best to stay strategic. eGifts don’t need to empty your entire monthly spending budget to make an impression. A simple coffee $5 eGift card can go a long way, so save your $25 wine.com eGift cards for those targeted prospects and top decision-makers. Need more ideas? Try these creative send ideas for top prospects … they’re proven at booking sales meetings.
6. Always follow up
If you don’t hear back right away, don’t fret. Any good salesperson knows that persistence usually gets that meeting on your calendar in the long run.
Let the recipient know that you will follow up in your note, and wait a day or two after your outreach. Instead of asking if they like your eGift, see how they’re doing and if they received your email. Try to grab their attention on another channel if needed and bring it back to getting that time on their calendar.
For anyone tasked with scheduling meetings, Sendoso is here for you. Reach out confidently with the leading Sending Platform. Just make sure you don’t double book!
At Sendoso, we’re in the business of thinking outside of the box (both inboxes and mailboxes). If you’re ready to try something new in 2022 and get in front of those target accounts, request a demo today, and let’s talk about how to book more meetings with your prospects.
This article was originally published on October 23, 2020. It has been updated for relevance.