1- The Right Contact – We always aim to talk to the highest ranking decision maker for your product or service. This is usually the person who owns the problem that your company can solve.
2- Develop a Winning Script – We refine a script, and stick to it. We have limited time to capture the prospect’s attention. We find that short and sweet works best.
3- Prioritize Questions – Do they have issues or concerns that you can address? How much of your product could they use? Does your solution fit their environment? What are their initiatives? When do they plan to take action?
4- We Aim to Set Appointments – We don’t close the deal, we open the door. We set a time for a longer conversation – on the phone or in-person, a time that works for both the prospect and your sales people.
5- We Qualify the Opportunity – We only set a meeting or generate a lead if the contact’s situation meets your minimum qualifying criteria. Clear enough? We think so.
6- Maintain a Positive Attitude – We don’t push for an outcome and risk alienating your contact. A positive cold call can plant seeds for the future. We often secure agreement for a future call, or fulfill a request for information. We are always polite and professional. This is a number one priority for us.
7- Collecting Useful Data – Even when the answer is no, we collect useful market intelligence such as names and titles of key decision makers, existing suppliers, time lines for future initiatives, and we share this information with you.
In the landscape of companies offering appointment setting services, York Consulting is one that has a solid track record- we’ve been doing this for over fifteen years. Our people are mature, experienced, and able to have a productive conversation with any level of management or executive.
