Clwyd Probert | The 5 Step Process to Booking a Sales Meeting

The Setup: Build a list of potential prospects and do your research on them.

• Ensure you’re clear on who your target audience is and the problem your product/service solves for them.
  • See additional resource: Chet Holmes “Dream 100 Strategy” video below.

Step 1: Reach out to prospects for the first time via email.

• Send email “Email Template 1” ​​
  • Always customise email templates based on data collected from your research.
  • Suggestion! Allow the prospect to pick their booking time by providing them with a link to your calendar with booking options.

Step 2: Follow up with your first voicemail.

• If you don’t hear back within 3 days from your first email, follow up with a voicemail.
  • Example voicemail script:Hi , we connected through . I wanted to connect in person and see if I could be of any assistance. We have experience helping <CUSTOMER POSITION> in the with , and .

    Please give me a call. , . My phone number is .

• Suggestion! Create your own voice mail script to help keep the message short while still including all the most important information.

Step 3: Email prospects for the second time.

• If you still haven’t connected with the prospect, send “Email Template 2”.
  • Provide specific ideas about how you can help the prospect. Remember, with every email, provide value to your prospect – that will differentiate you from the majority of the other salespeople.
• Suggestion! Create a landing page with information about you, your work and a brief of what the exploratory call is.
• Consider adding additional touchpoints by sending valuable information like blog posts, the research you conducted.

Step 4: Follow up with your last voicemail.

• The goal here to is to add some “take away” pressure by letting the prospect know this is the last time you will call them.
  • Example script: “The Breakup Voicemail”Hi , I tried to contact you a couple of times since we connected via and I don’t think I’ve received a reply from you.

    I will send a follow-up email with my contact details if you’d like to get in touch. If I don’t hear from you I’ll assume that you don’t need our help with anything further at this stage and hope that you found the information that I sent over to be useful.

    This is from . Call me on if you’d like to pick up on this.

Step 5: Send “Email Template 3” – the final email.

• Note: The breakup email tends to have the highest response rate.
• Remember to customise your response based on the prospect’s reply.

Step 6: Review and improve your system based on measured results.

• Build your touchpoints up to 6-8 and alternate emails with calls – always leaving voice messages. Consistency is the secret to success with this strategy.
• Use a marketing and sales platform like HubSpot to automate your emails and follow up notifications (alternatives are ActiveCampaign, Infusionsoft, Ontraport).
• Note: Every industry is different and as such it’s important to measure responses and keep tweaking your approach till you get it “just right.”