{"id":6491,"date":"2023-10-27T10:56:55","date_gmt":"2023-10-27T08:56:55","guid":{"rendered":"https:\/\/business.onoff.app\/?p=6491"},"modified":"2026-07-27T15:27:48","modified_gmt":"2026-07-27T13:27:48","slug":"30-tips-to-increase-your-qualified-appointments","status":"publish","type":"post","link":"https:\/\/business.onoff.app\/en\/blog\/news\/30-tips-to-increase-your-qualified-appointments\/","title":{"rendered":"30 tips to increase your qualified appointments"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"6491\" class=\"elementor elementor-6491\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c4d628c elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"c4d628c\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-48ee594\" data-id=\"48ee594\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3ce4a39 elementor-widget elementor-widget-text-editor\" data-id=\"3ce4a39\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><a href=\"\/blog\/\">\u2190 Blog<\/a><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-851e6c8 elementor-widget elementor-widget-image\" data-id=\"851e6c8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1620\" height=\"900\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/Plan-de-travail-1.png\" class=\"attachment-full size-full wp-image-4347\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/Plan-de-travail-1.png 1620w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/Plan-de-travail-1-300x167.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/Plan-de-travail-1-1024x569.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/Plan-de-travail-1-768x427.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/Plan-de-travail-1-1536x853.png 1536w\" sizes=\"(max-width: 1620px) 100vw, 1620px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-58ef98c1 elementor-section-content-middle elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"58ef98c1\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-798c161a\" data-id=\"798c161a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-36860bb7 elementor-widget elementor-widget-heading\" data-id=\"36860bb7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">30 tips to increase your qualified appointments<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2033a74 elementor-widget elementor-widget-text-editor\" data-id=\"2033a74\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">It&#8217;s true that closing a deal is the most exciting and important step in the sales process.<\/span><\/p><p><span style=\"font-weight: 400;\">But you should know that there&#8217;s no chance of reaching this stage without having recorded an initial meeting with a potential customer.<\/span><\/p><p><span style=\"font-weight: 400;\">That&#8217;s why, if your sales team is struggling to get appointments with prospects, it&#8217;s important to review your prospecting strategy to achieve a better conversion rate.<\/span><\/p><p><span style=\"font-weight: 400;\">When is the best time to ask a prospect for an appointment ?<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">What attitude should you adopt to increase your chances of getting a positive response ?<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">How can you take advantage of technology to improve the effectiveness of your prospecting campaigns ?<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">We&#8217;ve put together a list of 30 useful tips and tricks for increasing the number of qualified appointments and potentially closing new sales.<\/span><\/p><p><span style=\"font-weight: 400;\">Let&#8217;s find out together !<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cc48ea6 elementor-widget elementor-widget-heading\" data-id=\"cc48ea6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">1. Set a clear goal before you start<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6a3901a elementor-widget elementor-widget-text-editor\" data-id=\"6a3901a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">As with any business project, it&#8217;s important to have a clear goal in mind before getting started.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c5714c3 elementor-widget elementor-widget-image\" data-id=\"c5714c3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"800\" height=\"494\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/CIBLE-1024x632.png\" class=\"attachment-large size-large wp-image-4323\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/CIBLE-1024x632.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/CIBLE-300x185.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/CIBLE-768x474.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/CIBLE-1536x949.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/CIBLE-2048x1265.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fec1b47 elementor-widget elementor-widget-text-editor\" data-id=\"fec1b47\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/www.groupehumaprise.com\/une-alternative-a-smart-pour-la-priorisation-des-objectifs\/\"><span style=\"font-weight: 400;\">Humaprise <\/span><\/a><a href=\"https:\/\/www.groupehumaprise.com\/une-alternative-a-smart-pour-la-priorisation-des-objectifs\/\">Group\u00a0<\/a><\/p><p><span style=\"font-weight: 400;\">In the current context, the objective may seem unique and fairly obvious : to succeed in getting the prospect to engage more fully in the conversation.<\/span><\/p><p><span style=\"font-weight: 400;\">However, qualified appointment setting should revolve around two objectives :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">The first short-term objective is to obtain the prospect&#8217;s approval to book an appointment.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">And a second objective is to close the sale.<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">When, during your first interaction with a prospect, you rush to reach the ultimate goal (closing the deal), there&#8217;s a good chance you&#8217;ll miss the second goal. That&#8217;s why it&#8217;s important to clearly define your objectives before you start.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2a39de0 elementor-widget elementor-widget-heading\" data-id=\"2a39de0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">2. Getting to know the prospect\n<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8adcd12 elementor-widget elementor-widget-text-editor\" data-id=\"8adcd12\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Generally speaking, the primary cause of failure in sales appointment setting lies in serving the same template phone script or e-mail to all prospects.<\/span><\/p><p><span style=\"font-weight: 400;\">Of course, we agree that the content you deliver to your prospects should contain similar elements and calls to action. But for a more impactful message, you should try to personalise your content just a little, depending on the recipient.<\/span><\/p><p><span style=\"font-weight: 400;\">This way, the prospect will feel more concerned and be more inclined to give a sincere &#8220;yes&#8221; to your request for an appointment.<\/span><\/p><p><span style=\"font-weight: 400;\">But for this to really work, you need to gather a minimum amount of information about the prospect. To help you do this, you can :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Check your LinkedIn profile:<\/b><span style=\"font-weight: 400;\">\u00a0<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">Here you&#8217;ll find information about his work and his interactions on the network.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d2501bb elementor-widget elementor-widget-image\" data-id=\"d2501bb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"800\" height=\"435\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LINKEDIN-1024x557.png\" class=\"attachment-large size-large wp-image-4325\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LINKEDIN-1024x557.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LINKEDIN-300x163.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LINKEDIN-768x418.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LINKEDIN-1536x836.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LINKEDIN-2048x1115.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-13fd475 elementor-widget elementor-widget-text-editor\" data-id=\"13fd475\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/chacunsaroute.org\/exemple-profil-linkedin\/\"><span style=\"font-weight: 400;\">Chacun Sa Route<\/span><\/a><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Google him:<\/b><span style=\"font-weight: 400;\"> The search engine may return important pages on which his name is mentioned. This will help you discover their motivations, personality, values and other useful information that you can use to personalise your message.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Visit your professional website: <\/b><span>If the prospect has a website, this would also be an excellent way to find out more about his company by visiting it.<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dcc3d21 elementor-widget elementor-widget-heading\" data-id=\"dcc3d21\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">3. Target the right prospects<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-197e780 elementor-widget elementor-widget-text-editor\" data-id=\"197e780\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">You can put together the best team of salespeople to make new sales appointments for your company. But when you don&#8217;t target prospects who are genuinely interested in your products or services, the campaign is likely to be in vain.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">So once you&#8217;ve defined the objectives of your appointment-setting campaign, it&#8217;s important to define the profile of your target audience too.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-59aade3 elementor-widget elementor-widget-image\" data-id=\"59aade3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"735\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ALEXANDRA-1024x941.png\" class=\"attachment-large size-large wp-image-4327\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ALEXANDRA-1024x941.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ALEXANDRA-300x276.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ALEXANDRA-768x705.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ALEXANDRA-1536x1411.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ALEXANDRA-2048x1881.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1889442 elementor-widget elementor-widget-text-editor\" data-id=\"1889442\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/blogue.guaranamarketing.com\/articles\/tout-ce-que-vous-devez-savoir-sur-persona-marketing\"><span style=\"font-weight: 400;\">Guarana Marketing\u00a0<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">What industry do you want to target? For what type of business are your services best suited? Think about it carefully and build up your company&#8217;s ideal customer profile.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d05f377 elementor-widget elementor-widget-heading\" data-id=\"d05f377\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">4. Write a catchy script<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d909da8 elementor-widget elementor-widget-text-editor\" data-id=\"d909da8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Although a good salesperson needs to be able to improvise, it&#8217;s always a good idea to have a well-written script ready.<\/span><\/p><p><span style=\"font-weight: 400;\">The script serves as a kind of roadmap, so that your sales reps don&#8217;t have to think too hard about what to say to the prospect and when. As a result, they&#8217;ll be better able to listen to prospects and adapt their script to their realities.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-aa37ed3 elementor-widget elementor-widget-heading\" data-id=\"aa37ed3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">5. Look after your voice<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f36ea17 elementor-widget elementor-widget-text-editor\" data-id=\"f36ea17\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">In business, appearance usually counts for a lot when it comes to attracting the other party&#8217;s attention and consideration.<\/span><\/p><p><span style=\"font-weight: 400;\">But since in a phone call, the prospect can&#8217;t see what you look like, you&#8217;ll need to take care with your voice to sound more professional.<\/span><\/p><p><span style=\"font-weight: 400;\">Indeed, when a prospect picks up the phone and hears a voice that&#8217;s too high-pitched or shaky, it can sound less professional.<\/span><\/p><p><span style=\"font-weight: 400;\">What&#8217;s more, even if you have a deep voice, speaking too fast or having a shaky voice can give off a certain uncertainty.<\/span><\/p><p><span style=\"font-weight: 400;\">It&#8217;s a good idea to record your voice so you can listen to it again and find out how to improve it for a better presentation.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-52810a4 elementor-widget elementor-widget-heading\" data-id=\"52810a4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">6. Always ask for the prospect's availability<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c6ee8e5 elementor-widget elementor-widget-text-editor\" data-id=\"c6ee8e5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">When you contact a prospect by phone to ask for an appointment, don&#8217;t rush into unpacking your sales pitch. Always be sure to ask at the start of the conversation whether you&#8217;ve come at the right time.<\/span><\/p><p><span style=\"font-weight: 400;\">It&#8217;s a bit like knocking on an office door : it&#8217;s always a good idea to ask the person if it&#8217;s a good time to talk.<\/span><\/p><p><span style=\"font-weight: 400;\">The scenario is much the same with a phone call. After all, you&#8217;re contacting someone out of the blue, so you can&#8217;t rule out the possibility that they could be in the middle of a business meeting or customer service call.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-283f675 elementor-widget elementor-widget-image\" data-id=\"283f675\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"558\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE2-1024x714.png\" class=\"attachment-large size-large wp-image-4329\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE2-1024x714.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE2-300x209.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE2-768x535.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE2-1536x1070.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE2-2048x1427.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-45e23a6 elementor-widget elementor-widget-text-editor\" data-id=\"45e23a6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/isarta.com\/infos\/animer-efficacement-une-reunion\/\"><span style=\"font-weight: 400;\">Isarta<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">That&#8217;s why you need to make sure you don&#8217;t interrupt his activity by asking him if he&#8217;s available for a quick chat.<\/span><\/p><p><span style=\"font-weight: 400;\">This shows you respect him and his schedule. If he&#8217;s still in favor of continuing the call, make an effort to pay close attention when he speaks, so that you&#8217;re aware of his difficulties and expectations.<\/span><\/p><p><span style=\"font-weight: 400;\">In the event that you receive a &#8220;no&#8221; to continuing the call, don&#8217;t immediately take it as a failure &#8211; it can happen even with an interested prospect.<\/span><\/p><p><span style=\"font-weight: 400;\">In such a situation, it&#8217;s important not to force the issue &#8211; you won&#8217;t get anything out of it. Instead, respect their availability and ask if you can call them back another time.<\/span><\/p><p><span style=\"font-weight: 400;\">But at the same time, it&#8217;s important to recognise that when you ask a prospect about their availability during a cold call, chances are they&#8217;ll say &#8220;no&#8221;.<\/span><\/p><p><span style=\"font-weight: 400;\">This is probably one of the most controversial pieces of advice in sales, and to find the right balance, I suggest you start by asking for availability.<\/span><\/p><p><span style=\"font-weight: 400;\">If you then receive a negative response, you can gently insist that the conversation will only take a little while. If the prospect still refuses, you&#8217;ll have to call back another time.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-78e531a elementor-widget elementor-widget-heading\" data-id=\"78e531a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">7. Introduce yourself in a few seconds<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b3948b8 elementor-widget elementor-widget-text-editor\" data-id=\"b3948b8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Generally speaking, when we call a number for the first time, we always take care to introduce ourselves before talking about the subject of our call.<\/span><\/p><p><span style=\"font-weight: 400;\">Since we&#8217;re talking about a cold call here, the first few seconds are decisive for the rest of the conversation. When you waste too much time introducing yourself, your caller may get bored and end the call sooner than expected.<\/span><\/p><p><span style=\"font-weight: 400;\">This means that you have approximately twenty seconds to make a short presentation, but one that&#8217;s attractive enough to hook the prospect for the next stage.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ddba1c3 elementor-widget elementor-widget-heading\" data-id=\"ddba1c3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">8. Propose a clear sales pitch<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7e778b4 elementor-widget elementor-widget-text-editor\" data-id=\"7e778b4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Once you&#8217;ve got the prospect&#8217;s approval to continue the conversation, you&#8217;ll need to present your product or service well first, before asking for an appointment to get them to find out more about the product.<\/span><\/p><p><span style=\"font-weight: 400;\">And to remain consistent in this initial presentation of the product, it would be useful to prepare a solid sales pitch, but one that is above all clear.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b86e11b elementor-widget elementor-widget-image\" data-id=\"b86e11b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"485\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/TABLEAU-1024x621.png\" class=\"attachment-large size-large wp-image-4331\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/TABLEAU-1024x621.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/TABLEAU-300x182.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/TABLEAU-768x466.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/TABLEAU-1536x931.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/TABLEAU-2048x1242.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-96aa091 elementor-widget elementor-widget-text-editor\" data-id=\"96aa091\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/blog.mybizdev.io\/pitch-commercial-percutant-exemples-argumentaires-de-vente\"><span style=\"font-weight: 400;\">https:\/\/blog.mybizdev.io\/pitch-commercial-percutant-exemples-argumentaires-de-vente<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">Since you don&#8217;t have a lot of time, get straight to the point with 1 or 2 sentences that show how your solution can really help the prospect.<\/span><\/p><p><span style=\"font-weight: 400;\">You can do this by :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Explain how your product or service can be useful to consumer profiles like him;<\/b><\/li><\/ul><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Start with common examples of problems your products have already solved. <\/b><span style=\"font-weight: 400;\">You could put it this way, for example \u00ab&#8230; we help companies in this niche to solve such and such a problem \u00bb.<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><b>Present the case of a former customer you&#8217;ve already helped.<\/b><span style=\"font-weight: 400;\"> You won&#8217;t have to tell the whole story, but you will have to say explicitly how you helped company A solve problem B and achieve results C.\u00a0<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">Whatever approach you choose to present your product\/service, it&#8217;s important to keep in mind the immediate goal, which is to get the prospect to agree to a meeting to find out more.<\/span><\/p><p><span style=\"font-weight: 400;\">This is not necessarily the time to try to convince them to buy the product, so avoid details and keep your sales pitch concise.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-327cefa elementor-widget elementor-widget-heading\" data-id=\"327cefa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">9. Stay professional but above all natural<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-62f3b56 elementor-widget elementor-widget-text-editor\" data-id=\"62f3b56\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">It&#8217;s true that you have to learn your script by heart, but that&#8217;s no reason to spout it like a robot. Stay natural when conversing with your prospect, as this will make the conversation more engaging and persuasive without being aggressive.<\/span><\/p><p><span style=\"font-weight: 400;\">When you approach an aspect that&#8217;s provoking a bit of debate, don&#8217;t force the issue for fear of driving the prospect away. Also, take the time to listen carefully, and show that you&#8217;re genuinely interested in his case by asking coherent questions related to what he told you.<\/span><\/p><p><span style=\"font-weight: 400;\">To make sure you don&#8217;t miss anything, you can take notes as you go along, repeating important information if possible to ensure you don&#8217;t make any mistakes.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-71c6791 elementor-widget elementor-widget-image\" data-id=\"71c6791\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"495\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE1-1024x634.png\" class=\"attachment-large size-large wp-image-4333\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE1-1024x634.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE1-300x186.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE1-768x476.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE1-1536x951.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/LIFESTYLE1-2048x1268.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f5215a2 elementor-widget elementor-widget-text-editor\" data-id=\"f5215a2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/fr.123rf.com\/images-libres-de-droits\/appel_t%C3%A9l%C3%A9phonique.html?sti=ldhs6spu8ou18c7u25%7C\"><span style=\"font-weight: 400;\">123rf\u00a0<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">And be polite. This will probably be your first interaction with the prospect, so you need to leave a good impression so that next time they&#8217;ll want to meet you.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-87f37f2 elementor-widget elementor-widget-heading\" data-id=\"87f37f2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">10. Stay natural<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-959b66b elementor-widget elementor-widget-text-editor\" data-id=\"959b66b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">When approaching a prospect over the phone, it&#8217;s important to be as natural as you are with your family and friends.<\/span><\/p><p><span style=\"font-weight: 400;\">Using a natural, relaxed tone can help your prospect feel more confident and open up in conversation.<\/span><\/p><p><span style=\"font-weight: 400;\">But be careful not to overdo it &#8211; there&#8217;s a certain balance that harmonises things. You don&#8217;t want to be too natural either &#8211; after all, you&#8217;re in a professional field.<\/span><\/p><p><span style=\"font-weight: 400;\">Avoid using overly technical jargon. It&#8217;s not a given that the person you&#8217;re talking to has the same level of knowledge of your sector as you do. You&#8217;ll need to use terms that everyone can understand.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3142ac4 elementor-widget elementor-widget-heading\" data-id=\"3142ac4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">11. Be conversational<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a392d81 elementor-widget elementor-widget-text-editor\" data-id=\"a392d81\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">This ties in with the previous point. Even if you&#8217;re in a professional setting and already have a well-written script, always go with the flow and keep it conversational.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a75b91e elementor-widget elementor-widget-heading\" data-id=\"a75b91e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">12. Be assertive<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d085958 elementor-widget elementor-widget-text-editor\" data-id=\"d085958\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">For many salespeople, the first fear of being rejected on a cold call is the impression that they&#8217;re taking up the prospect&#8217;s time. So even before they launch the call, they lose a little confidence, and when the prospect is on the other end of the line, they drop phrases like:<\/span><\/p><p><i><span style=\"font-weight: 400;\">\u00ab <\/span><\/i><span style=\"font-weight: 400;\">I bet you&#8217;re too busy <\/span><i><span style=\"font-weight: 400;\">\u00bb<\/span><\/i><span style=\"font-weight: 400;\"> or <\/span><i><span style=\"font-weight: 400;\">\u00ab <\/span><\/i><span style=\"font-weight: 400;\">I&#8217;d be very grateful if you&#8217;d give me 5 minutes of your time<\/span><i><span style=\"font-weight: 400;\">\u00bb<\/span><\/i><span style=\"font-weight: 400;\">.<\/span><\/p><p><span style=\"font-weight: 400;\">These are phrases to be avoided when prospecting, because they sound completely desperate. Your time is precious too, and you need to show it in your words.<\/span><\/p><p><span style=\"font-weight: 400;\">It&#8217;s not about being arrogant, it&#8217;s about being assertive, because you&#8217;re providing the prospect with a solution that could help them solve their problems.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9279655 elementor-widget elementor-widget-heading\" data-id=\"9279655\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">13. Get the prospect to recognise that he needs your product \/ service<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6565ba9 elementor-widget elementor-widget-text-editor\" data-id=\"6565ba9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">To really increase your chances of securing the appointment, it&#8217;s important to get the prospect to acknowledge that they are indeed experiencing certain difficulties. This is where the information you&#8217;ve already gathered about the prospect comes in handy.<\/span><\/p><p><span style=\"font-weight: 400;\">By exploiting this information, you&#8217;ll be able to draw out the problems he&#8217;s encountering on the ground, and thus generate more interest and desire to continue the conversation.<\/span><\/p><p><span style=\"font-weight: 400;\">But as this is still a first contact, avoid going into too much detail.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-24d18b1 elementor-widget elementor-widget-heading\" data-id=\"24d18b1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">14. Suggest value<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9503fb1 elementor-widget elementor-widget-text-editor\" data-id=\"9503fb1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">When you get your prospect to recognise that he or she is indeed experiencing certain difficulties, you should provide a solution to the problem, but without putting pressure on him or her.<\/span><\/p><p><span style=\"font-weight: 400;\">You need to try to be consultative and provide real added value, above and beyond any commercial issues. This will give him more confidence.<\/span><\/p><p><span style=\"font-weight: 400;\">To achieve this, you can still exploit the information gathered during the research phase and try to establish a relationship between your product and the prospect&#8217;s reality. For example, you can show how you can help them stand out from their main competitors.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b155bcb elementor-widget elementor-widget-heading\" data-id=\"b155bcb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">15. Be persistent<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-042f3df elementor-widget elementor-widget-text-editor\" data-id=\"042f3df\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">The process of booking an appointment can be time-consuming, as it may take several attempts before some prospects decide to respond. This is particularly common in highly competitive niches, where consumers are not only overwhelmed but also inundated with offers.<\/span><\/p><p><span style=\"font-weight: 400;\">When you give up quickly in such situations, you potentially lose several customers. What you need to do is stay persistent and try to reach the prospect through several channels.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e5a7253 elementor-widget elementor-widget-image\" data-id=\"e5a7253\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"687\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PROSPECTION-1024x879.png\" class=\"attachment-large size-large wp-image-4335\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PROSPECTION-1024x879.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PROSPECTION-300x257.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PROSPECTION-768x659.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PROSPECTION-1536x1318.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PROSPECTION-2048x1757.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-722a6ab elementor-widget elementor-widget-text-editor\" data-id=\"722a6ab\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/wydden.com\/reussir-prospection-telephonique\/prospection-2\/\"><span style=\"font-weight: 400;\">Wydden<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">You can use telemarketing, emailing or even voice memos to keep trying to reach the prospect. But be careful not to harass them. You don&#8217;t want to leave them a pile of messages all day long.<\/span><\/p><p><span style=\"font-weight: 400;\">You can recontact prospects you haven&#8217;t been able to reach once every 2 months. Needs change, and a prospect who has been less receptive may become interested a few months later. So in the event of a <\/span><i><span style=\"font-weight: 400;\">\u00ab <\/span><\/i><span style=\"font-weight: 400;\">no <\/span><i><span style=\"font-weight: 400;\">\u00bb<\/span><\/i><span style=\"font-weight: 400;\"> or lack of response, take your time, but don&#8217;t give up. Contact the prospect again &#8211; this time it could be the right one.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e7f8852 elementor-widget elementor-widget-heading\" data-id=\"e7f8852\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">16. Use humour too<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9d67331 elementor-widget elementor-widget-text-editor\" data-id=\"9d67331\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Sometimes humour can be an important element in sales. As a salesperson, you can&#8217;t expect to be accepted by everyone or that everything will always go according to plan. When you receive a rejection or a prospect becomes unpleasant, laughter can be an excellent way of turning the situation in your favour.<\/span><\/p><p><span style=\"font-weight: 400;\">You could, for example, use humorous topics at the very start of the conversation or make funny overtures. This may cause some prospects to reconsider their answer.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7c18b44 elementor-widget elementor-widget-heading\" data-id=\"7c18b44\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">17. Don't forget to ask for the appointment<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7eab1fc elementor-widget elementor-widget-text-editor\" data-id=\"7eab1fc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Strange as it may seem, some people forget to ask for the appointment before cutting off the call.<\/span><\/p><p><span style=\"font-weight: 400;\">Yet the very purpose of this first interaction is to get the prospect to meet you.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4343ac8 elementor-widget elementor-widget-image\" data-id=\"4343ac8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"591\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PLANNING-1024x756.png\" class=\"attachment-large size-large wp-image-4337\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PLANNING-1024x756.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PLANNING-300x222.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PLANNING-768x567.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PLANNING-1536x1134.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/PLANNING-2048x1512.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-181b7f8 elementor-widget elementor-widget-text-editor\" data-id=\"181b7f8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/dse.me\/comment-sy-prendre-pour-vendre-ses-services-lors-dune-rencontre-avec-un-prospect-72.html\"><span style=\"font-weight: 400;\">Dse<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">To request this appointment, here are a few points to consider:<\/span><\/p><p><b>Propose the appointment time directly : <\/b><span style=\"font-weight: 400;\">When you say <\/span><i><span style=\"font-weight: 400;\">\u00ab <\/span><\/i><span style=\"font-weight: 400;\">I suggest we meet on Wednesday at 9:30am to talk about this in more detail. Does that work for you? <\/span><i><span style=\"font-weight: 400;\">\u00bb <\/span><\/i><span style=\"font-weight: 400;\">You&#8217;re more likely to get a <\/span><i><span style=\"font-weight: 400;\">\u00ab <\/span><\/i><span style=\"font-weight: 400;\">yes <\/span><i><span style=\"font-weight: 400;\">\u00bb<\/span><\/i><span style=\"font-weight: 400;\"> from the prospect than when you ask <\/span><i><span style=\"font-weight: 400;\">\u00ab <\/span><\/i><span style=\"font-weight: 400;\">when can we meet <\/span><i><span style=\"font-weight: 400;\">\u00bb <\/span><\/i><span style=\"font-weight: 400;\">?<\/span><\/p><p><b>Decide who will attend the meeting : <\/b><span style=\"font-weight: 400;\">Who will you send to the meeting ? The same salesperson you used for prospecting ? Or another salesperson ? Or maybe even both ? Decide how many people will be reserved for this meeting.<\/span><\/p><p><b>What will be said at the meeting ? <\/b><span style=\"font-weight: 400;\">It&#8217;s always a good idea to anticipate the important points that will be discussed at the meeting.<\/span><\/p><p><b>Where will the meeting take place ? <\/b><span style=\"font-weight: 400;\">Will it be a long-distance meeting? Perhaps via Zoom or Hangouts? Or a face-to-face meeting ?<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-457871a elementor-widget elementor-widget-heading\" data-id=\"457871a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">18. Be prepared for questions\n<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9cfbb2a elementor-widget elementor-widget-text-editor\" data-id=\"9cfbb2a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Once you&#8217;ve hooked a prospect and presented your sales pitch, you need to be prepared for them to ask you a few questions. And so as not to undermine the efforts you&#8217;ve made so far, anticipate the types of questions that may be asked.<\/span><\/p><p><span style=\"font-weight: 400;\">Together with your in-house team, practice listing all kinds of possible questions and try to come up with clear, concise answers.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-031885e elementor-widget elementor-widget-heading\" data-id=\"031885e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">19. Use technology to make appointments<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5bf8dc9 elementor-widget elementor-widget-text-editor\" data-id=\"5bf8dc9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Increasing the number of appointments you book also means equipping yourself with the latest technologies. Today, there are a number of practical tools available to help you organise your appointments, for example by :<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Make calls adapted to the prospect&#8217;s time zone;<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Classify prospects by qualification criteria;<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Personalise your voicemail;<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Follow-up by e-mail;<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Etc.\u00a0<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">These tools include the following:<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/business.onoff.app\/fr\/\"><span style=\"font-weight: 400;\">Onoff Business<\/span><\/a><span style=\"font-weight: 400;\"> : The tool enables you to better manage your mobile fleet, offering flexible tariffs and useful features for business telephony.<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">With Onoff Business, for example, you can easily and instantly assign business numbers to your sales agents in just a few clicks, without having to order new SIM cards or provide additional cell phones.<\/span><\/p><p><span style=\"font-weight: 400;\">Your agents can then take advantage of unlimited calls and text messages to talk easily with your prospects, simply using an app installed on their personal phone.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7a403c9 elementor-widget elementor-widget-image\" data-id=\"7a403c9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"497\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/02\/illu-macbook-fr-2@2x-1024x636.png\" class=\"attachment-large size-large wp-image-3952\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/02\/illu-macbook-fr-2@2x-1024x636.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/02\/illu-macbook-fr-2@2x-300x186.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/02\/illu-macbook-fr-2@2x-768x477.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/02\/illu-macbook-fr-2@2x.png 1056w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1b46020 elementor-widget elementor-widget-text-editor\" data-id=\"1b46020\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Onoff Telecom also has a consumer offer that allows anyone to get a second number directly on their phone, without necessarily signing up for a new package or having to buy an additional phone.<\/span><\/p><p><span style=\"font-weight: 400;\">Just by downloading the Onoff application, you can enjoy unlimited calls and SMS in France and to over 30 other destinations, with no commitment and no hidden costs.<\/span><\/p><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/blog.hubspot.com\/marketing\/social-proof-examples?__hstc=160096930.d008e839eccc7fdbf9e81d4c00592d4a.1621171175171.1621171175171.1621171175171.1&amp;__hssc=160096930.1.1621171175171&amp;__hsfp=2831226065\"><span style=\"font-weight: 400;\">Calendly<\/span><\/a> <b>:<\/b><span style=\"font-weight: 400;\"> If you&#8217;re using an e-mail prospecting strategy, this tool can really come in handy. It lets you insert call-to-action buttons into your e-mails. You can then create a personalised appointment button that your readers can use directly from their inbox.<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c100a3d elementor-widget elementor-widget-heading\" data-id=\"c100a3d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">20. Referrals are a great way to get new qualified appointments<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-84a3f2d elementor-widget elementor-widget-text-editor\" data-id=\"84a3f2d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Recommendations from former customers can also help increase your qualified appointments. The fact is, people give more credence to recommendations from a consumer of a product, especially if the person is an acquaintance.<\/span><\/p><p><span style=\"font-weight: 400;\">Having someone you know who has already consumed your products give you a glowing introduction to a prospect is always better than approaching them first as a complete stranger.<\/span><\/p><p><span style=\"font-weight: 400;\">Inviting your colleagues, associates or friends to talk about your products around them could considerably help you increase your appointments.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5ca1d36 elementor-widget elementor-widget-heading\" data-id=\"5ca1d36\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">21. Practice your sales pitch<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9994140 elementor-widget elementor-widget-text-editor\" data-id=\"9994140\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>In all areas, we agree that the more you practise, the better you get.<\/p><p>The same applies to making qualified appointments : the more you use your sales pitch, the more comfortable you&#8217;ll feel during telephone sales calls and the less fear you&#8217;ll have of being rejected by prospects.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fbca79b elementor-widget elementor-widget-heading\" data-id=\"fbca79b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">22. Attract qualified traffic to your website<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a3d7cab elementor-widget elementor-widget-text-editor\" data-id=\"a3d7cab\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">When we talk about appointment setting, we tend to think more about telephone prospecting, but attracting traffic to your website is also an excellent way of getting new visitors to meet you.<\/span><\/p><p><span style=\"font-weight: 400;\">And to achieve this, you essentially have 3 methods at your disposal:<\/span><\/p><p><b>Search Engine Optimisation (SEO) and Google Ads: <\/b><span style=\"font-weight: 400;\">These two solutions enable you to attract traffic directly from Google results to your appointment-setting pages.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d92b7e9 elementor-widget elementor-widget-image\" data-id=\"d92b7e9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"697\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/SERPS-1024x892.png\" class=\"attachment-large size-large wp-image-4345\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/SERPS-1024x892.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/SERPS-300x261.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/SERPS-768x669.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/SERPS-1536x1337.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/SERPS-2048x1783.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ee2918b elementor-widget elementor-widget-text-editor\" data-id=\"ee2918b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/www.twaino.com\/blog\/seo\/competitivite-serp\/\"><span style=\"font-weight: 400;\">Twaino Agence SEO<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">With in-depth keyword research, you can target people who are already searching for your products\/services on the Net and easily convert them.<\/span><\/p><p><b>The Social Media Optimisation (SMO) or the Social Ads : <\/b><span style=\"font-weight: 400;\">This is also a form of SEO to attract traffic to your website, but specifically from social networks. Depending on your niche, you can target the networks most used by your target audience. But generally in B2B, the platforms to target are Facebook, Instagram, Twitter and LinkedIn.<\/span><\/p><p><b>The Emailing <\/b><span style=\"font-weight: 400;\">: Emailing is a form of prospecting delivered directly to the mailbox of prospective customers. When well executed, emailing is also an excellent way of increasing the number of sales appointments you obtain.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-876c610 elementor-widget elementor-widget-heading\" data-id=\"876c610\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">23. Use interactive content in your e-mails <\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-58391c8 elementor-widget elementor-widget-text-editor\" data-id=\"58391c8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">It&#8217;s proven that using interactive content generates 2 times more conversions than passive content. So instead of sending those traditional static emails, add some creativity to stand out from the other sales prospecting emails the user receives.<\/span><\/p><p><span style=\"font-weight: 400;\">You can include call-to-action buttons in the e-mail, allowing the reader to schedule an appointment with your company. You can also insert emojis, images and even videos into your content to captivate your recipient and encourage them to respond.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-051993f elementor-widget elementor-widget-heading\" data-id=\"051993f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">24. Share positive reviews and testimonials <\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7d32359 elementor-widget elementor-widget-text-editor\" data-id=\"7d32359\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Statistically, <\/span><a href=\"https:\/\/blog.hubspot.com\/marketing\/social-proof-examples?__hstc=160096930.d008e839eccc7fdbf9e81d4c00592d4a.1621171175171.1621171175171.1621171175171.1&amp;__hssc=160096930.1.1621171175171&amp;__hsfp=2831226065\"><span style=\"font-weight: 400;\">88% of customers <\/span><\/a><span style=\"font-weight: 400;\">trust online user reviews as much as recommendations from friends and family. Which just goes to show how much the opinions and testimonials of your former customers can influence the opinions of new prospects.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dbd0212 elementor-widget elementor-widget-image\" data-id=\"dbd0212\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"707\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ENQUETE-1024x905.png\" class=\"attachment-large size-large wp-image-4339\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ENQUETE-1024x905.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ENQUETE-300x265.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ENQUETE-768x679.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ENQUETE-1536x1358.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/ENQUETE-2048x1811.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3128972 elementor-widget elementor-widget-text-editor\" data-id=\"3128972\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/www.capterra.fr\/blog\/953\/limportance-des-avis-en-ligne-pour-le-consommateur\"><span style=\"font-weight: 400;\">Capterra\u00a0<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">By discovering that your products or services have been praised by other consumers like themselves, they&#8217;ll naturally be more inclined to contact you.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b0dd8f7 elementor-widget elementor-widget-heading\" data-id=\"b0dd8f7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">25. Manage timing strategically<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1994d46 elementor-widget elementor-widget-text-editor\" data-id=\"1994d46\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Successfully securing new meetings with potential customers also means approaching them at the right time to avoid disturbing them while they&#8217;re busy.<\/span><\/p><p><span style=\"font-weight: 400;\">This means being strategic in your time management and anticipating your prospects schedules.<\/span><\/p><p><span style=\"font-weight: 400;\">The best time to send an e-mail, for example, is in the morning. People generally check their inboxes early in the morning for new messages.<\/span><\/p><p><span style=\"font-weight: 400;\">As for phone calls, the best times to get a good conversion rate are Wednesdays and Thursdays from 11am to 12pm and from 4pm to 5pm.<\/span><\/p><p><span style=\"font-weight: 400;\">Wednesday and Thursday because at the beginning of the week, people are more preoccupied with how to get their work week off to a good start, and from Friday onwards, they&#8217;re feeling overwhelmed and will be looking to quickly get rid\u00a0<\/span><span style=\"font-weight: 400;\">of everything that revolves around their job.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6f87e85 elementor-widget elementor-widget-heading\" data-id=\"6f87e85\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">26. Learn from your mistakes <\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e6ccb8b elementor-widget elementor-widget-text-editor\" data-id=\"e6ccb8b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">If you&#8217;ve read most of the tips above, you&#8217;ll probably have noticed that the human factor comes up almost every time.<\/span><\/p><p><span style=\"font-weight: 400;\">And the best way to master this factor is to gain experience. Your victories and failures are an invaluable source of resources to help you get more and more appointments.<\/span><\/p><p><span style=\"font-weight: 400;\">Which prospecting approach generates the most appointments ? What was your worst mistake ? How do you evaluate your customer&#8217;s journey ? These are just some of the questions you need to ask yourself, so that you can question your strategy and continually improve.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f0eb7ff elementor-widget elementor-widget-heading\" data-id=\"f0eb7ff\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">27. Track performance indicators (KPIs) \n<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3194a3d elementor-widget elementor-widget-text-editor\" data-id=\"3194a3d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">It&#8217;s important to keep track of KPIs such as the conversion rate of your appointment bookings or the number of prospects you&#8217;ve managed to convert into customers.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1359a6c elementor-widget elementor-widget-image\" data-id=\"1359a6c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"506\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/KPI-1024x648.png\" class=\"attachment-large size-large wp-image-4341\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/KPI-1024x648.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/KPI-300x190.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/KPI-768x486.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/KPI-1536x972.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/KPI-2048x1296.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b58a1c6 elementor-widget elementor-widget-text-editor\" data-id=\"b58a1c6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/www.efficy.com\/fr\/kpi-de-vente\/\"><span style=\"font-weight: 400;\">Efficy\u00a0<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">This will enable you to identify the weaknesses and strengths of your prospecting strategy. Weak points can be reviewed, and strong points improved, to achieve even better results.<\/span><\/p><p><span style=\"font-weight: 400;\">Tracking key performance indicators (KPIs) will also enable you to quantify your return on investment, so you can better manage the resources you allocate to appointment setting.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-17eb4d6 elementor-widget elementor-widget-heading\" data-id=\"17eb4d6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">28.  Make it easy for your customers to book appointments<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-942791d elementor-widget elementor-widget-text-editor\" data-id=\"942791d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">There are many companies who invest time and fortunes in creating call lists, followed by gigantic marketing campaigns. Yet when a potential customer visits their website, it&#8217;s difficult for them to connect and book an appointment.<\/span><\/p><p><span style=\"font-weight: 400;\">To avoid these kinds of mistakes, make sure :<\/span><\/p><p><span style=\"font-weight: 400;\">Have clearly visible call-to-action buttons on your website, such as &#8220;MAKE AN APPOINTMENT&#8221; or &#8220;BOOK YOUR APPOINTMENT NOW&#8221; ;<\/span><\/p><p><span style=\"font-weight: 400;\">Integrate scheduling software to make appointment scheduling even easier.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e7d016e elementor-widget elementor-widget-heading\" data-id=\"e7d016e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">29. Set up a follow-up system so you don't forget scheduled appointments<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-857638c elementor-widget elementor-widget-text-editor\" data-id=\"857638c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Imagine you&#8217;ve made every effort to get an appointment with a prospect, and because you&#8217;re not organised enough, you forget to keep it.<\/span><\/p><p><span style=\"font-weight: 400;\">Well, unfortunately, this is what happens in many companies. According to figures from a recent survey,<\/span><a href=\"https:\/\/blog.close.com\/sales-no-shows\/\"> <span style=\"font-weight: 400;\">15% and 35% of scheduled appointments never take place.<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">That&#8217;s why we need a tracking system to keep track of all your scheduled appointments.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c48a59b elementor-widget elementor-widget-image\" data-id=\"c48a59b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"734\" src=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/GOUTI-1024x940.png\" class=\"attachment-large size-large wp-image-4343\" alt=\"\" srcset=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/GOUTI-1024x940.png 1024w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/GOUTI-300x275.png 300w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/GOUTI-768x705.png 768w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/GOUTI-1536x1409.png 1536w, https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/06\/GOUTI-2048x1879.png 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8f0a01c elementor-widget elementor-widget-text-editor\" data-id=\"8f0a01c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Source : <\/span><a href=\"https:\/\/www.codeur.com\/blog\/outils-gestion-de-projet\/\"><span style=\"font-weight: 400;\">Codeur\u00a0<\/span><\/a><\/p><p><span style=\"font-weight: 400;\">To alleviate this problem, you can use scheduling software to keep track in real time.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f5cedde elementor-widget elementor-widget-heading\" data-id=\"f5cedde\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">30. Call on a team of appointment scheduling professionals<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-aa1f5a1 elementor-widget elementor-widget-text-editor\" data-id=\"aa1f5a1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Let&#8217;s face it, making appointments isn&#8217;t always easy, especially when you have fewer skills in the field, or when you&#8217;re not available enough to prospect for potential customers and arrange meetings.<\/span><\/p><p><span style=\"font-weight: 400;\">In such circumstances, you can opt to outsource appointment setting to a competent professional team. This way, you can really benefit from making appointments with qualified professionals and avoid the mistakes of beginners.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-acfbda4 elementor-widget elementor-widget-text-editor\" data-id=\"acfbda4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h2>Frequently asked questions<\/h2><h5><em><i><span style=\"font-weight: 400;\">What is cold calling ?<\/span><\/i><\/em><\/h5><p><span style=\"font-weight: 400;\">Telephone prospecting, also known as phoning, is a set of sales and marketing steps designed to convince potential customers during a telephone call.<\/span><\/p><h5><em>What do you need to know about a prospect before you call ?<\/em><\/h5><ul><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Name<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Job title<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">The company he works for<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Company profiles on social networks<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Career path<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Recent offers from the company<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Shared acquaintances (if possible)<\/span><\/li><li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Their history with your company (if possible)<\/span><\/li><\/ul><h5><em>When should you start cold calling ?<\/em><\/h5><p>Studies have shown that the best times to call a prospect are from 11am to 12pm and from 4pm to 5pm on Wednesdays and Thursdays.<\/p><h5><em>How do you get a customer meeting?<\/em><\/h5><ul><li aria-level=\"1\">Define an objective<\/li><li aria-level=\"1\">Define your target audience<\/li><li aria-level=\"1\">Research the prospect before calling them<\/li><li aria-level=\"1\">Write a good script and sales pitch<\/li><li aria-level=\"1\">Be assertive<\/li><li aria-level=\"1\">Always ask if the prospect is available before you start<\/li><li aria-level=\"1\">Introduce yourself in a few seconds<\/li><li aria-level=\"1\">Keep it professional but natural<\/li><li aria-level=\"1\">Don&#8217;t forget to ask for the appointment<\/li><li aria-level=\"1\">Use technology to make it easier to book appointments<\/li><li aria-level=\"1\">Set up a follow-up so that you don&#8217;t forget scheduled appointments<\/li><li aria-level=\"1\">Monitor KPIs to improve your prospecting strategy where possible<\/li><\/ul><h5>What are the different types of prospecting?<\/h5><ul><li aria-level=\"1\">Cold email<\/li><li aria-level=\"1\">Social selling<\/li><li aria-level=\"1\">SEO referencing<\/li><li aria-level=\"1\">Telemarketing<\/li><li aria-level=\"1\">Advertising<\/li><li aria-level=\"1\">Physical meetings (seminars, conferences, trade fairs, etc.)<\/li><\/ul><h2>Conclusion\u00a0<\/h2><p>Without appointments, there will probably never be a sale. That&#8217;s why you also need to devote enough time to your prospecting strategy and making appointments.<\/p><p>Together, we&#8217;ve reviewed 30 tips you can follow to improve your awareness campaign and get more meetings with potential customers.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-419e2717 elementor-section-boxed elementor-section-height-default elementor-section-height-default wpr-particle-no wpr-jarallax-no wpr-parallax-no wpr-sticky-section-no wpr-column-slider-no wpr-equal-height-no\" data-id=\"419e2717\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2c4b173d\" data-id=\"2c4b173d\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5d8a4de elementor-widget elementor-widget-text-editor\" data-id=\"5d8a4de\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Articles r\u00e9cents :<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>\u2190 Blog 30 tips to increase your qualified appointments It&#8217;s true that closing a deal is the most exciting and important step in the sales process. But you should know that there&#8217;s no chance of reaching this stage without having recorded an initial meeting with a potential customer. That&#8217;s why, if your sales team is struggling to get appointments with prospects, it&#8217;s important to review your prospecting strategy to achieve a better conversion rate. When is the best time to ask a prospect for an appointment ? What attitude should you adopt to increase your chances of getting a positive response ? How can you take advantage of technology to improve the effectiveness of your prospecting campaigns ? We&#8217;ve put together a list of 30 useful tips and tricks for increasing the number of qualified appointments and potentially closing new sales. Let&#8217;s find out together ! 1. Set a clear goal before you start As with any business project, it&#8217;s important to have a clear goal in mind before getting started. Source : Humaprise Group\u00a0 In the current context, the objective may seem unique and fairly obvious : to succeed in getting the prospect to engage more fully in the conversation. However, qualified appointment setting should revolve around two objectives : The first short-term objective is to obtain the prospect&#8217;s approval to book an appointment. And a second objective is to close the sale. When, during your first interaction with a prospect, you rush to reach the ultimate goal (closing the deal), there&#8217;s a good chance you&#8217;ll miss the second goal. That&#8217;s why it&#8217;s important to clearly define your objectives before you start. 2. Getting to know the prospect Generally speaking, the primary cause of failure in sales appointment setting lies in serving the same template phone script or e-mail to all prospects. Of course, we agree that the content you deliver to your prospects should contain similar elements and calls to action. But for a more impactful message, you should try to personalise your content just a little, depending on the recipient. This way, the prospect will feel more concerned and be more inclined to give a sincere &#8220;yes&#8221; to your request for an appointment. But for this to really work, you need to gather a minimum amount of information about the prospect. To help you do this, you can : Check your LinkedIn profile: Here you&#8217;ll find information about his work and his interactions on the network. Source : Chacun Sa Route Google him: The search engine may return important pages on which his name is mentioned. This will help you discover their motivations, personality, values and other useful information that you can use to personalise your message. Visit your professional website: If the prospect has a website, this would also be an excellent way to find out more about his company by visiting it. 3. Target the right prospects You can put together the best team of salespeople to make new sales appointments for your company. But when you don&#8217;t target prospects who are genuinely interested in your products or services, the campaign is likely to be in vain. So once you&#8217;ve defined the objectives of your appointment-setting campaign, it&#8217;s important to define the profile of your target audience too. Source : Guarana Marketing\u00a0 What industry do you want to target? For what type of business are your services best suited? Think about it carefully and build up your company&#8217;s ideal customer profile. 4. Write a catchy script Although a good salesperson needs to be able to improvise, it&#8217;s always a good idea to have a well-written script ready. The script serves as a kind of roadmap, so that your sales reps don&#8217;t have to think too hard about what to say to the prospect and when. As a result, they&#8217;ll be better able to listen to prospects and adapt their script to their realities. 5. Look after your voice In business, appearance usually counts for a lot when it comes to attracting the other party&#8217;s attention and consideration. But since in a phone call, the prospect can&#8217;t see what you look like, you&#8217;ll need to take care with your voice to sound more professional. Indeed, when a prospect picks up the phone and hears a voice that&#8217;s too high-pitched or shaky, it can sound less professional. What&#8217;s more, even if you have a deep voice, speaking too fast or having a shaky voice can give off a certain uncertainty. It&#8217;s a good idea to record your voice so you can listen to it again and find out how to improve it for a better presentation. 6. Always ask for the prospect&#8217;s availability When you contact a prospect by phone to ask for an appointment, don&#8217;t rush into unpacking your sales pitch. Always be sure to ask at the start of the conversation whether you&#8217;ve come at the right time. It&#8217;s a bit like knocking on an office door : it&#8217;s always a good idea to ask the person if it&#8217;s a good time to talk. The scenario is much the same with a phone call. After all, you&#8217;re contacting someone out of the blue, so you can&#8217;t rule out the possibility that they could be in the middle of a business meeting or customer service call. Source : Isarta That&#8217;s why you need to make sure you don&#8217;t interrupt his activity by asking him if he&#8217;s available for a quick chat. This shows you respect him and his schedule. If he&#8217;s still in favor of continuing the call, make an effort to pay close attention when he speaks, so that you&#8217;re aware of his difficulties and expectations. In the event that you receive a &#8220;no&#8221; to continuing the call, don&#8217;t immediately take it as a failure &#8211; it can happen even with an interested prospect. In such a situation, it&#8217;s important not to force the issue &#8211; you won&#8217;t get anything out of it. Instead, respect their availability and ask if you can call them<\/p>\n","protected":false},"author":13,"featured_media":4348,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_angie_page":false,"content-type":"","page_builder":"","footnotes":""},"categories":[82,8],"tags":[94,93],"class_list":["post-6491","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-case-studies","category-news","tag-01-optimisation-at-work","tag-01-optimisations-au-travail"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>30 tips to increase your qualified appointments<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/business.onoff.app\/en\/blog\/news\/30-tips-to-increase-your-qualified-appointments\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"30 tips to increase your qualified appointments\" \/>\n<meta property=\"og:description\" content=\"\u2190 Blog 30 tips to increase your qualified appointments It&#8217;s true that closing a deal is the most exciting and important step in the sales process. But you should know that there&#8217;s no chance of reaching this stage without having recorded an initial meeting with a potential customer. That&#8217;s why, if your sales team is struggling to get appointments with prospects, it&#8217;s important to review your prospecting strategy to achieve a better conversion rate. When is the best time to ask a prospect for an appointment ? What attitude should you adopt to increase your chances of getting a positive response ? How can you take advantage of technology to improve the effectiveness of your prospecting campaigns ? We&#8217;ve put together a list of 30 useful tips and tricks for increasing the number of qualified appointments and potentially closing new sales. Let&#8217;s find out together ! 1. Set a clear goal before you start As with any business project, it&#8217;s important to have a clear goal in mind before getting started. Source : Humaprise Group\u00a0 In the current context, the objective may seem unique and fairly obvious : to succeed in getting the prospect to engage more fully in the conversation. However, qualified appointment setting should revolve around two objectives : The first short-term objective is to obtain the prospect&#8217;s approval to book an appointment. And a second objective is to close the sale. When, during your first interaction with a prospect, you rush to reach the ultimate goal (closing the deal), there&#8217;s a good chance you&#8217;ll miss the second goal. That&#8217;s why it&#8217;s important to clearly define your objectives before you start. 2. Getting to know the prospect Generally speaking, the primary cause of failure in sales appointment setting lies in serving the same template phone script or e-mail to all prospects. Of course, we agree that the content you deliver to your prospects should contain similar elements and calls to action. But for a more impactful message, you should try to personalise your content just a little, depending on the recipient. This way, the prospect will feel more concerned and be more inclined to give a sincere &#8220;yes&#8221; to your request for an appointment. But for this to really work, you need to gather a minimum amount of information about the prospect. To help you do this, you can : Check your LinkedIn profile: Here you&#8217;ll find information about his work and his interactions on the network. Source : Chacun Sa Route Google him: The search engine may return important pages on which his name is mentioned. This will help you discover their motivations, personality, values and other useful information that you can use to personalise your message. Visit your professional website: If the prospect has a website, this would also be an excellent way to find out more about his company by visiting it. 3. Target the right prospects You can put together the best team of salespeople to make new sales appointments for your company. But when you don&#8217;t target prospects who are genuinely interested in your products or services, the campaign is likely to be in vain. So once you&#8217;ve defined the objectives of your appointment-setting campaign, it&#8217;s important to define the profile of your target audience too. Source : Guarana Marketing\u00a0 What industry do you want to target? For what type of business are your services best suited? Think about it carefully and build up your company&#8217;s ideal customer profile. 4. Write a catchy script Although a good salesperson needs to be able to improvise, it&#8217;s always a good idea to have a well-written script ready. The script serves as a kind of roadmap, so that your sales reps don&#8217;t have to think too hard about what to say to the prospect and when. As a result, they&#8217;ll be better able to listen to prospects and adapt their script to their realities. 5. Look after your voice In business, appearance usually counts for a lot when it comes to attracting the other party&#8217;s attention and consideration. But since in a phone call, the prospect can&#8217;t see what you look like, you&#8217;ll need to take care with your voice to sound more professional. Indeed, when a prospect picks up the phone and hears a voice that&#8217;s too high-pitched or shaky, it can sound less professional. What&#8217;s more, even if you have a deep voice, speaking too fast or having a shaky voice can give off a certain uncertainty. It&#8217;s a good idea to record your voice so you can listen to it again and find out how to improve it for a better presentation. 6. Always ask for the prospect&#8217;s availability When you contact a prospect by phone to ask for an appointment, don&#8217;t rush into unpacking your sales pitch. Always be sure to ask at the start of the conversation whether you&#8217;ve come at the right time. It&#8217;s a bit like knocking on an office door : it&#8217;s always a good idea to ask the person if it&#8217;s a good time to talk. The scenario is much the same with a phone call. After all, you&#8217;re contacting someone out of the blue, so you can&#8217;t rule out the possibility that they could be in the middle of a business meeting or customer service call. Source : Isarta That&#8217;s why you need to make sure you don&#8217;t interrupt his activity by asking him if he&#8217;s available for a quick chat. This shows you respect him and his schedule. If he&#8217;s still in favor of continuing the call, make an effort to pay close attention when he speaks, so that you&#8217;re aware of his difficulties and expectations. In the event that you receive a &#8220;no&#8221; to continuing the call, don&#8217;t immediately take it as a failure &#8211; it can happen even with an interested prospect. In such a situation, it&#8217;s important not to force the issue &#8211; you won&#8217;t get anything out of it. Instead, respect their availability and ask if you can call them\" \/>\n<meta property=\"og:url\" content=\"https:\/\/business.onoff.app\/en\/blog\/news\/30-tips-to-increase-your-qualified-appointments\/\" \/>\n<meta property=\"article:published_time\" content=\"2023-10-27T08:56:55+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-07-27T13:27:48+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/04\/iStock-1215748681-1024x632.jpg\" \/>\n<meta name=\"author\" content=\"alex\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:image\" content=\"https:\/\/business.onoff.app\/wp-content\/uploads\/2022\/04\/iStock-1215748681-1024x632.jpg\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"alex\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"25 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/business.onoff.app\\\/en\\\/blog\\\/news\\\/30-tips-to-increase-your-qualified-appointments\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/business.onoff.app\\\/en\\\/blog\\\/news\\\/30-tips-to-increase-your-qualified-appointments\\\/\"},\"author\":{\"name\":\"alex\",\"@id\":\"https:\\\/\\\/business.onoff.app\\\/en\\\/#\\\/schema\\\/person\\\/8723497fa96fd5228e5d4ec4be1570e1\"},\"headline\":\"30 tips to increase your qualified appointments\",\"datePublished\":\"2023-10-27T08:56:55+00:00\",\"dateModified\":\"2026-07-27T13:27:48+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/business.onoff.app\\\/en\\\/blog\\\/news\\\/30-tips-to-increase-your-qualified-appointments\\\/\"},\"wordCount\":4194,\"image\":{\"@id\":\"https:\\\/\\\/business.onoff.app\\\/en\\\/blog\\\/news\\\/30-tips-to-increase-your-qualified-appointments\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/business.onoff.app\\\/wp-content\\\/uploads\\\/2022\\\/06\\\/Plan-de-travail-1.png\",\"keywords\":[\"01. 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But you should know that there&#8217;s no chance of reaching this stage without having recorded an initial meeting with a potential customer. That&#8217;s why, if your sales team is struggling to get appointments with prospects, it&#8217;s important to review your prospecting strategy to achieve a better conversion rate. When is the best time to ask a prospect for an appointment ? What attitude should you adopt to increase your chances of getting a positive response ? How can you take advantage of technology to improve the effectiveness of your prospecting campaigns ? We&#8217;ve put together a list of 30 useful tips and tricks for increasing the number of qualified appointments and potentially closing new sales. Let&#8217;s find out together ! 1. Set a clear goal before you start As with any business project, it&#8217;s important to have a clear goal in mind before getting started. Source : Humaprise Group\u00a0 In the current context, the objective may seem unique and fairly obvious : to succeed in getting the prospect to engage more fully in the conversation. However, qualified appointment setting should revolve around two objectives : The first short-term objective is to obtain the prospect&#8217;s approval to book an appointment. And a second objective is to close the sale. When, during your first interaction with a prospect, you rush to reach the ultimate goal (closing the deal), there&#8217;s a good chance you&#8217;ll miss the second goal. That&#8217;s why it&#8217;s important to clearly define your objectives before you start. 2. Getting to know the prospect Generally speaking, the primary cause of failure in sales appointment setting lies in serving the same template phone script or e-mail to all prospects. Of course, we agree that the content you deliver to your prospects should contain similar elements and calls to action. But for a more impactful message, you should try to personalise your content just a little, depending on the recipient. This way, the prospect will feel more concerned and be more inclined to give a sincere &#8220;yes&#8221; to your request for an appointment. But for this to really work, you need to gather a minimum amount of information about the prospect. To help you do this, you can : Check your LinkedIn profile: Here you&#8217;ll find information about his work and his interactions on the network. Source : Chacun Sa Route Google him: The search engine may return important pages on which his name is mentioned. This will help you discover their motivations, personality, values and other useful information that you can use to personalise your message. Visit your professional website: If the prospect has a website, this would also be an excellent way to find out more about his company by visiting it. 3. Target the right prospects You can put together the best team of salespeople to make new sales appointments for your company. But when you don&#8217;t target prospects who are genuinely interested in your products or services, the campaign is likely to be in vain. So once you&#8217;ve defined the objectives of your appointment-setting campaign, it&#8217;s important to define the profile of your target audience too. Source : Guarana Marketing\u00a0 What industry do you want to target? For what type of business are your services best suited? Think about it carefully and build up your company&#8217;s ideal customer profile. 4. Write a catchy script Although a good salesperson needs to be able to improvise, it&#8217;s always a good idea to have a well-written script ready. The script serves as a kind of roadmap, so that your sales reps don&#8217;t have to think too hard about what to say to the prospect and when. As a result, they&#8217;ll be better able to listen to prospects and adapt their script to their realities. 5. Look after your voice In business, appearance usually counts for a lot when it comes to attracting the other party&#8217;s attention and consideration. But since in a phone call, the prospect can&#8217;t see what you look like, you&#8217;ll need to take care with your voice to sound more professional. Indeed, when a prospect picks up the phone and hears a voice that&#8217;s too high-pitched or shaky, it can sound less professional. What&#8217;s more, even if you have a deep voice, speaking too fast or having a shaky voice can give off a certain uncertainty. It&#8217;s a good idea to record your voice so you can listen to it again and find out how to improve it for a better presentation. 6. Always ask for the prospect&#8217;s availability When you contact a prospect by phone to ask for an appointment, don&#8217;t rush into unpacking your sales pitch. Always be sure to ask at the start of the conversation whether you&#8217;ve come at the right time. It&#8217;s a bit like knocking on an office door : it&#8217;s always a good idea to ask the person if it&#8217;s a good time to talk. The scenario is much the same with a phone call. After all, you&#8217;re contacting someone out of the blue, so you can&#8217;t rule out the possibility that they could be in the middle of a business meeting or customer service call. Source : Isarta That&#8217;s why you need to make sure you don&#8217;t interrupt his activity by asking him if he&#8217;s available for a quick chat. This shows you respect him and his schedule. If he&#8217;s still in favor of continuing the call, make an effort to pay close attention when he speaks, so that you&#8217;re aware of his difficulties and expectations. In the event that you receive a &#8220;no&#8221; to continuing the call, don&#8217;t immediately take it as a failure &#8211; it can happen even with an interested prospect. In such a situation, it&#8217;s important not to force the issue &#8211; you won&#8217;t get anything out of it. 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