http://www.driveyoursuccess.com

This video explains the essentials behind setting up those all-important B2B sales visits with customers.

A company's cost of sales includes its costs to send salespeople on the road. Confirming appointments, and making sure the customer is available to meet, is a critical part of any trip.

The customer must come to understand that you are traveling a great distance to see them. It could involve traveling to another state, in a different country and or timezone.

As such, it's critical that you do everything to ensure that the visit is a success.

Now, truth be told, the real purpose of this exercise is to make sure you've done everything possible to guarantee that your customer meets you. In this case, they may still cancel at the last minute, but you've done everything you can to make sure they were available to meet.

First, get a confirmation by reply email or outlook scheduling

Second, have a back up plan by name dropping other contacts at the customer's facility. This ensures that your customer knows you plan on visiting multiple key decision makers.

Third, send one all-encompassing confirming email to all contacts, stating the time, date and purpose of the visit.

Fourth, ask if there is anything they would like you to look into before coming down.

Follow these four aforementioned steps and your B2B customer visits should be true successes.