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As a field salesman, I find it’s not always possible to get 6 solid meetings per day. Our company policy is to visit 6 customers a day. I’m interested to find out how other people manage this part of selling.
As a field salesman, I find it’s not always possible to get 6 solid meetings per day. Our company policy is to visit 6 customers a day. I’m interested to find out how other people manage this part of selling.
Which is the main sticking point? –
- Finding the people to meet with (territory management)?
- Booking the meetings with them (cold outreach prospecting)?
I would say it’s booking meetings with them.
I would say it’s booking meetings with them.
What does your current cold outreach look like? –
- Do you have a clear ICP (ideal customer persona)?
- Do you have a systematic, step-by-step sales cadence?
- Do you have a cadence for “I’m in the area anyway, would it make sense for me to call in?”
What is stopping you from booking the meetings? –
- Not actually connecting to book the meeting?
- People don’t want to meet with you? Why?
I usually do planning based on area, I then have a list of customers and potentials in that area. I call them or send email, letting them know I’m in the area and would like to catch up.
The product I sell is a component that forms part of their final product. So if everything is going well, they usually decline to meet as they feel they are happy with the way things are going.
Not sure if this makes sense.
So if everything is going well, they usually decline to meet as they feel they are happy with the way things are going. Not sure if this makes sense.
So, if the people that reject your meeting actually met with you, you’d automatically hit the 6x meetings a day?
If that’s the case, then simple fix. You need to change your messaging –
What is the messaging you use to try and book the meeting?
Are these prospects people who already buy from you, or they’re using a competitor product?
- Yes, if they all agreed I would hit the x6 meetings a day
- There is a mixture of customers that buy from us, have bought in the past and buy from competition
- Our message is usually along the lines of “in the area, have some new products to show, would like to meet”
Our message is usually along the lines of “in the area, have some new products to show, would like to meet”
If a random dude emailed you that message, would you take the time out of your busy schedule to sit with them? How about when you’re getting 10+ of these requests each day?
Probably not, right? 🙂
Check out the Upselling chapter (page 272) and Competitor Takeovers chapter (page 296) in Selling Made Simple on some thoughts on how to do your prospecting outreach more effectively.
Let me know if you’ve any questions on that stuff.
Thanks, Will
I will have a look at the chapters you mentioned.
Will is killing it with value here!
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