Here's the truth: If you aren't setting sales appointments, you won't get new customers!
Doesn't sound like brain surgery, I know. But getting appointments is, to me, the hardest part of sales. There are three types of new potential customers we're trying to reach:
- Leads: Someone who knows they have a problem, has been researching solutions, and wants to learn more about how you can help them.
- Referrals: Someone who received positive information about you from a mutual connection. They know they have a potential problem and want to learn more about how you can help them.
- Prospects: Someone you think would be a good fit for your products or services, but they don't know anything about you.