We’re back at it with part two of our three-part series, Dunlap Discussions: Prospecting Tips from the Pros!

(Did you miss part one? Find it here!)

This series is intended to assist any salesperson or marketer who is tasked with prospecting. We interviewed our team of appointment setters, who have an average of 15+ years of experience in the industry, to learn their top tips and advice for prospecting, getting through to the decision maker, and scheduling appointments.

Last week we kicked off the series with tips on 1) preparing to make prospecting calls and 2) connecting with the decision maker. This week, we are diving into the next two phases of a prospecting conversation – speaking with the decision maker and asking for an appointment.

Speaking with the decision maker:

You’ve gotten through the gatekeeper and now you’ve found yourself on the phone with the decision maker (woohoo!). Now what do you do?

Three tips from the Dunlap Marketing team are:

• Be confident, professional, polite, and brief
• Know your material
• Qualify to make sure there’s a fit/need

Remember that first impression we talked about last week? Well, now that the call has been transferred to the decision maker, you’re now back at square one. When speaking with the decision maker, be professional and quickly get to the point. Be confident with the material and message you’re presenting (practice, practice, practice). And before moving too deep into the conversation, make sure there is a need for what you’re calling about. This will save both you and the decision maker time!

Asking for an appointment:

You’ve presented the information to the decision maker confidently and concisely. You have qualified to verify a need or a fit. Next up, it’s time to ask for the appointment.

Some primary suggestions from the team at Dunlap Marketing are:

• Ask for the appointment by suggesting a date/time
• Have a positive mindset

Help the decision maker help you. By asking an open-ended question such as “when can we schedule an appointment”, you might inadvertently turn the decision maker away by putting him/her in a situation where he/she has to suggest the date and time. Instead of this approach, narrow the options and offer up one or two dates and time frames.

And of course, have a positive mindset. Believe that you are capable of setting this appointment – because you are!

We’ll be back next week to wrap up this series by talking about closing the call and other must-have tips from our team!