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The purpose of sales is to make money and generate revenue. Everybody knows this. You need more leads; this will allow you to set more meetings, which leads to more sales and more income. You also want to focus your efforts on high-quality sales leads—those prospects who are most likely to buy from you. The issue is that too many sales professionals lack a systematic approach for finding high-quality leads. Today, we are going to share some methods to improve the meetings you get and set.

Know the numbers.

You should always know how many appointments you need to hit your sales goals and revenue goals. Without knowing, you are working from a place of complete uncertainty. It is essential to determine how many appointments you need and work toward setting that magic number.

Establish a process.

Never haphazardly approach sales meetings. Instead of randomly emailing, calling, and reaching out on LinkedIn, develop a strategy and stick to it. People will respect this, and it allows you to better manage your reputations.

Stick with a script.

Doing this keeps you consistent. You need to script everything from your phone calls to your emails if you want to establish a high-quality clientele and potential client meetings. It is best if you map everything out in advance.

Avoid casting a wide net.

This is often called the “spray and pray” method. You send a weak method to thousands of potential clients, but without the intent of creating a relationship. This method will not get you high-quality sales meetings, and it may turn people off.

Create your client persona to build your IPP.

Your IPP is your ideal prospect profile. It is important to recognize that most sales professionals prospect for vast numbers of people. To be successful, you must know whom you are contacting and how you can solve their pain points. Be specific about whom you want to meet.

It takes multiple touchpoints with a potential client or customer before they decide.

You should aim to touch each prospect seven to twelve times, from calls to emails to special surprises in the mail. Most businesses never hit the twelve-touch marker (and often do not need to), but this is critical to landing those high-quality meetings.

Use all the tools at your disposal.

There is an abundance of technology solutions that can help you generate more sales meetings with your ideal prospects. It is important not to get overwhelmed. You do not have to use multiple tools at once, but you should be leveraging the best sales tools in areas such as email automation and maximizing platforms like LinkedIn. These tools can help you grow and scale.

Invest in mentorship and coaching.

The best professionals are committed to investing in themselves and honing their craft. With a mentor or coach on your side, you do not have to figure it out on your own. Investing in mentorship early-on helps you to improve your abilities based on your business growth and personal growth.   Aim to keep your sales funnel full of the highest-quality leads. Do not feel obligated to entertain every opportunity that comes your way, and you must not spend precious time with potential clients you know will never sign with you.   When you consider these tips, you can start generating more high-quality sales meetings and start boosting your paycheck. And this will help you thrive.

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