- Cold calling: This was a bad strategy right from the beginning but in our hectic world, it just doesn't make sense. Today it takes 8 attempts to actually talk to a prospect (Source: TeleNet and Ovation Sales Group] and only 2% of calls actually turn into appointment. (Source: Leap Job). Let's work this out: If you make 800 calls (100 people, 8 calls to each), you should secure 2 appointments. I don't know about you, but this doesn't sound effective (or fun) at all!
- Networking: This method is a great way to be seen and start building an initial relationship. It's where visibility can turn into trust and credibility. Hopefully, profitability follows. Although it works, it's a slow and time-consuming process. Do you go to networking events to buy? Of course not! And neither does anyone else! Networking has it's place but it is definitely not a method that will fill your calendar FAST.
- Referrals: 91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals. [Source: Dale Carnegie] Although this is a proven method to find ideal prospects and experience a much easier sale, most sales people don't have an automated or systematic process in place to make this happen. They either feel uncomfortable asking or they believe that the person will send referrals to them without prompting. This is NOT a predictable, successful calendar-filling strategy.
- Speaking: Speaking to groups filled with your target market is the fastest and most effective way to share your message and fill your appointment book. You have instant credibility because you are the speaker... obviously as the speaker, you have visibility. And, you have permission from the audience to share information about what you do, who you do it for, and the results they get or they wouldn't be there! When done in the right way, you can easily fill your calendar for a month with one 30-minute talk.
Think about your business and prospecting methods... if you could fill your calendar with appointments of people who want to meet with you and are interested in what you provide in less time and with less effort, how could that impact your business? Your career? Your life?
There are over 7,000 speaking opportunities every day. Are you getting your share?