Strategy & delivery
Not every interested prospect is ready for an appointment
“That sounds interesting” is an encouraging start. Is it immediately a reason to put a meeting in an account manager’s diary?
A useful appointment needs more than politeness
Understand what is happening in the business, who should join a follow-up conversation and what both parties expect. Three questions help make that specific.
1 · Which question deserves attention?
Do not ask only whether someone is interested in your service. Explore where that interest comes from. Is there a concrete question, change or ambition? “Not yet” is also a useful outcome. You do not need to invent urgency.
2 · Who should be involved next?
A contact can be positive without being the person who can take the matter forward. Discuss which colleagues should be involved and what information they need. This makes the next conversation more focused.
3 · What makes the next conversation worthwhile?
Record what you want to discuss and the preparation involved. A demonstration, exploration and introduction are different next steps. Choose what suits the situation.
From contact to a useful handover
Leadhunter combines personal customer contact with systems for coordination and follow-up. The background to an appointment helps the commercial team: the reason, the person and the agreed next action.
A method to discuss, not a guarantee
Not every contact becomes an appointment and not every appointment becomes an assignment. Contact Leadhunter to discuss what your account managers need before meeting a prospect and how a relevant handover could work.
