Albert Einstein defined insanity as doing the same thing over and
over again and expecting different results. If you're trying to get a meeting
and the buyer isn't responding, seek out a stronger motivation.
- Fill in the blanks and complete this
sentence. The buyer benefits from this meeting because ________________. Are
the benefits compelling? Will the buyer care about what you have to offer?
- Will meeting with you help the buyers do their
job better or meet their goals? If the answer is no, there is little motivation
- Can you solve a problem the buyer wants to
solve right now? Point that out in your meeting request.
- How much time do you need? If you ask for
twenty minutes, you're more likely to get a meeting than if you request an
hour. Bigger time commitments require stronger motivation.
- Offer a small "appointment bribe".
This could be a small premium, the buyer's favorite drink from Starbucks, or a
book related to their job.
- Psychologists David McClellan and John
Atkinson researched workplace motivation and found people had three basic
drivers: a need to achieve, a need for power, and a need for affiliation. Look
for ways to link meeting requests to these motives.
By motivating buyers, you
create a selling edge, and get more meetings. More meetings lead to more
opportunities and more income, and that's motivation for you.
Linda Bishop is a sales expert, speaker and author. Her company,
Thought Transformation (www.thoughttransforma-tion.com) provides sales training
solutions and helps motivated professionals get tools, training and tactics to
maximize selling success. She has proven solutions to help companies get more
meetings with prospects and customers, get new opportunities, close deals, and
grow accounts. To read Linda's blog, go to
order Linda's book, "The Sales Pros Guide to Using Linkedin," go to