How to make sales appointments - Give them something
My team make sales appointments for sales teams selling facilities management and services.
We would never phone a potential client and ask for a sales appointment. We offer a wide range of free services to get our sales people through the door.
What we offer
Free trials of our floor protection mats.
A site survey and free assessment of the clients premises.
An appraisal of their operation against current health & safety legislation.
Free testing of their current workwear after it has been cleaned to check for bacteria that's still there.
We ask for the opportunity to show the client for free what we can do.
It works in many ways
1. It gets us through the door.
2. The client uses what we sell.
3. Once they have used it and are used to it, they don't want to give it back so getting the sales is easier.
The biggest win I have found is that it allows us contact with the client. While the trial is taking place we can build a relationship with the users and the decision makers.
We get to know more about their other needs, how they make decisions to buy, and what we have to do to get a sale.
