Sales Development Solutions For More Qualified Appointments
Your Sales Development Qualified Appointments are the result of converting your Lead Generation MQLs and applying a Sales Opportunity criteria filter to achieve a pipeline of Sales Qualified Leads. This ensures only qualified Sales Leads build your sales forecast and assist in high conversion, maximising your sales efforts.
All Sales Development Qualified Appointment outcomes must transition from a robust lead generation process of qualifying the initial interest with the combined criteria of your ideal client demographic data. Only then are you able to confidently approach each MQL with the Sales Development Qualified Appointment solution framework, with the criteria I use, is BANT.
Using the criteria framework of BANT to qualify appointment opportunities into Sales Qualified Leads from your Market Qualified Leads will lead to more consistent conversion results. This brings a level of high certainty into building genuine Sales Opportunities open to taking action on your service within the next 60 days.
One of the critical factors in qualifying MQLs into SQLs is accurately establishing an urgency time frame within the perceived 'felt need' of taking action to solve their current challenge. This is why the sales qualification approach must include a 'coaching style' focus to invite the ideal client to consider the opportunity cost of not taking action to meet the need. One of the better ways to accomplish this is by asking what the opportunity could be by addressing the need. This will initially raise how urgent the potential solution could to the ideal client.
Establishing the 'felt need' of their challenge will assist you and the prospective client to clearly understand what they stand to gain by making a change to their existing challenge. Only when they have clarity on what the actual 'root cause' need is that requires attention, will you be able to invite them to think how urgent it is to create a solution to their challenge.
Creating urgency and using this to highlight opportunity will then become a natural part of a 'consultative' style of discussion, assisting you to present details of how your service can then benefit the ideal client's challenge. This clarity of how your service proposes to solve the challenge then becomes motivation as to why you're seeking to assist them in specific terms.
Now that the sales opportunity is clear and offers the ideal client why your service can tangibly benefit them in a specific way, your qualification criteria around urgency is that much more simple to clarify and offers your ideal client a response of whether its something they consider is urgent or not. Achieving this as the ideal outcome in qualifying your MQL into an SQL will both focus you on those opportunities that present urgency, and avoid your time being wasted with those MQLs that are non-committal for whatever reason offered.
Qualified Appointment Sales Opportunities Are Achieved From The Last 2 Stages Of The C3X Sales Development Solution System
Your ability to achieve a high conversion rate of sales development qualified appointments (MQLs) from your nurtured sales development lead generation.
Stage #1: Future Funding
The importance of creating clarity on the expected gain from making any changes to solve the challenge for your Ideal Client must come in the form of multiplied increase over a time period. This 'multiplied increase' can be either cost efficiency, revenue increase, or a combination of both. The important focus is ensuring there is an improvement in measurable terms to justify financial spend over a time period.
Stage #2: ROI Measures
Whilst it can be difficult to quote accurate, or even exact ROI figures, it is necessary to have an approach you can use to educate your Ideal Client on the structure of how you would arrive at your ROI. In other words, which indicators or activities would you use to create an equation to offer visible feedback you can share with confidence? Knowing standard comparisons between activities, conversion ratios, and cost savings or more clients can be helpful to build your business case to gain that Sales Opportunity meeting.
Stage #3: Impact on Process
Making a change in one area doesn't necessarily mean a positive change or impact in another. Talk to the leader who has experienced rapid sales development qualified appointment growth to only discover a lack of support to deliver the service promised because cash flow was insufficient to scale with the growth. Growth as a 'generic benefit' may not sit well with some of your Ideal Clients. Better to talk about exactly what impact they could expect on other parts of the business related to solving the challenge. This will show your expertise in looking at the business as a whole and earn you respect for acting as a consultant, not a 'quota professional'.
Stage #4: Priority
Now you have established the first 3 stages, you can clearly communicate why your service benefits to solve your Ideal Client's challenge should now be considered a priority for their benefit. You've outlined the outcomes to be gained in clear, measurable, and 'whole of business' factors. Now when you discuss priority, it becomes straight forward to find objectives to satisfy leading to a tightly qualified Sales Opportunity worthy of yours, and your Ideal Client's, time investment and commitment.
The Ideal Sales Development Qualified Appointment Outcome
These 4 stages of achieving a Qualified Appointment will take place through a combination of a telephone "initial consultation / discovery", specific information relating to the Ideal Client's challenge being solved ( such as a case study ), and a clear description of the process you would cover to ensure your service is likely to be an ideal and preferred 'fit' for the Ideal Client's challenge.
The 3 objectives that must be met at each of the 4 stages relating to satisfying clarity to understand what the 'felt need' is and how your service intends to meet this need, the opportunity it will create beyond the immediate challenge being solved, and the 'opportunity cost' of not acting with intent, or urgency, to take action with your service as soon as is practically possible.
These 3 objectives could be summarized in the following way:
Objective #1: 'Felt' Need
A need becomes tangible and real in the terms your Ideal Client will understand and appreciate when you assist them to take the symptomatic experiences associated with their challenge, and identify the 'root cause' creating the challenge.
Objective #2: Opportunity
When the 'felt' need has been established and identified in its 'root cause', then you can relate your service's solution in addressing and solving the root cause and identify other potential areas of your Ideal Client's situation that will also improve as an indirect improvement by solving their primary challenge. I call it the 'opportunity beyond the opportunity' and find this is the real reason my clients invest in LeadingPOINT.
Objective #3: Urgency
Now you have a legitimate and compelling rationale to discuss the 4 stages of achieving a Qualified Appointment with your Ideal Client. What you will discover in using the C3X Sales Development Solutions system is how using the 4 stages will naturally lead your Ideal Client to satisfy their own 'convincing strategy' on terms they lead.
The remaining 2 stages of the Sales Development Solutions system are 'convince' and 'review'. Engaging the 4 stages outlined above will enable you to complete the 'Convince' stage with compelling rationale for your Ideal Client to consider your service as the most suitable to their challenge they want solved.
Satisfying the 'Convince' stage on your Ideal Client's terms will also make a natural invitation to then sit with them and engage a consultative 'discovery' review of their challenge to determine exactly what is required to provide the best solution your service can for them. This is where the high conversion success rate comes from - the process of completing these 4 stages, prior to suggesting and expecting them to commit to reviewing their challenge against your service.