Stop Booking Meetings - Here's How to Make More B2B Sales

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In this video, I discuss why it's a mistake for salespeople to book meetings when prospecting. Here is the summary:

Most salespeople think too short-term when prospecting. They make a list, cold email each prospect with a quick pitch, and ask for a meeting. This gives your prospect no real reason to take action; they know almost nothing about you or why you're valuable. Booking a meeting is a big commitment, so with no real upside, prospects just ignore it.

The right way: Your goal when prospecting should be engagement. I want prospects to be interested first before booking a call. To do this, I offer prospects a very easy first step. I aim for 10% to 20% engagement on my first contact. Asking for a call has way too low of a success rate; instead, I send a 5 minute video that shows a "behind the scenes" look of how I operate.

Your goal should be to create a large pool of interested prospects. You will never do that just by listing your services and asking prospects to get on a phone call. Instead, you should be driving as many prospects as possible to specific, relevant content that's easy to digest.

I know that many prospects will take several months to take action, and I am fine with that. I take the long-term approach because I know that's what it takes to create a pool of interested, qualified leads.

I don't want a bunch of meetings with prospects who know nothing about me and who are barely interested. Instead, I focus my attention of showing my value, so that once a prospect books a call, they are already very interested and nearly closed.

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Видео Stop Booking Meetings - Here's How to Make More B2B Sales канала Charlie Light