Technology has played a larger role in decision makers’ lives over the past year. Many buying influencers of all levels are spending more time in front of their computer, away from team meetings or water cooler conversations. Many of these professionals may be working from home, navigating technical challenges. Fortunately, many buyers use calendar requests, Zoom calls or other technical tools of the working world that escaped them before. We can utilize their recent adoption of technology to help set appointments. Sales professionals are setting appointments simply by sending their customer or prospect a calendar invite or Zoom call request. Since buyers are more familiar with communicating this way, they may be more comfortable clicking “accept” to your ask. I’ve heard one story where a sales professional created 10 calendar invites, typed in his interest-creating message with an attachment and sent it off to 10 customers. Within five minutes he secured five accepted appointments, all for very little time investment.
Submitted by Kevin Femal
Marketing + Industry Awareness Committee Member
EMS Industrial, Inc.