Friday, April 15, 2011

Take a day and keep your sales staff in the office.  Sometime in the next couple weeks, I would suggest mid-week, to do an Appointment Setting Blitz Day.

While we hesitate to keep our AEs off the street, I think this is worth it.

What’s the goal?  Set 150 new appointments!

* Split it up among your AEs.
* Consider purchasing a database of local businesses (won’t cost much).
* Hold five-minute meetings at the top of every hour.
* Set incentives for each hour.
* Set 7 appointments that hour, get $10.
* Play cards.  The number of appointments you set is the number of cards you get.  Best poker hand wins $20.
* Most appointments in any given hour gets to pick where we get lunch.
* Track your goal for the day ... If we get it, everyone gets a half-day off when they want.
* Provide additional incentives for closing deals that originated from this day.
* Trust me.  Not only will you talk to many new people you might not have approached, but I think you’ll be surprised at the new business you write.