If you're cold calling a lot of leads there's just so much preparation you can do for each call.
Sure, you should invest time and money into generating targeted and qualified leads, but it may not be feasible to prepare for every call until you're further down the funnel.
Once you get there, preparation is key.
The value of your prospect is now higher. You've already invested effort to get where you are today. So, what can you do to put your best foot forward?
Here are five things you should do before an important sales call or meeting to give yourself the best chance of sales success.
1. First, hit the books
No, not literal books (though great sales books are always worth a read).
We're talking research.
Take a look back at your notes (if any) from previous conversations with you or others in your company. Check out their social feeds to see what interests them and what's new in their world. See if you have any shared connections. If selling B2B, visit their website and brush up on the who, what, when, where, and why behind their strategy. Maybe even check out their competition.
You may find an "in" or an "angle" you never knew you had. At the very least, you'll ask better questions and have a better foundation on which to build a relationship.
2. Craft reasonable objectives
Unless your product or service costs pocket change, you can expect to need more than one interaction (and maybe several) before the conversation seriously turns to brass tacks dollars and cents.
So craft reasonable objectives for this meeting.
Know your goal in advance and make the conversation a means to reach that end.
3. Be ready with responses and resources
Every prospect is unique. But questions and objections come up again and again. Before your call or meeting, consider the kinds of questions and requests you'll hear en route to your objective.
Get responses ready. Have brochures, price sheets, demos, or other marketing materials available in multiple formats to keep the connection moving forward.
4. Have a mental timeline
If there is one fact you can absolutely count on, it is this: you are not the only thing on your prospect's to-do list today.
That's why it's not enough to just be mindful of your prospect's time. You should have a thought out plan and timeline to prevent your conversation from meandering too far off track.
In addition to having a more focused conversation, you're more likely to get on their calendar for a subsequent meeting, or be a welcomed caller next time you dial their line.
5. Master your mindset
Finally, you'll want to get into the right headspace. Sales is part skill and part mindset. While mindset is built over time, there are undoubtedly things you can do before your meeting to arrive with a clear, focused mind.
Figure out what works for you. You can go for a walk, meditate, power pose, visualize success, practice gratitude, or listen to classical music just to name a few.
Or... just do what Dwight does.
Wrapping up 5 things to do before a sales call to prepare
"Wing it" is rarely the right approach for a sales call or meeting. That's especially true as your prospects get deeper into your funnel. When you've got an important meeting, there are a number of things you can do before the call to prepare.
Here’s a recap of the most important ones:
- Do your research
- Craft reasonable objectives
- Have responses and resources ready
- Have a plan/timeline
- Master your mindset
What do you do before an important sales call?
