Brewing Sales Success: Why Calendly Isn't Always the Right Blend

Also available for tea addict…

In today's fast-paced business world, efficiency tools and technologies abound, offering seemingly endless ways to streamline our daily tasks. One such tool that has gained popularity is Calendly, a scheduling application designed to simplify appointment booking and time management. While Calendly can be a valuable asset for many professionals, especially those in roles where predictability is key, it may not always be the best fit for salespeople, particularly those who consider themselves "hunters" rather than "order takers." Let’s explore why some sales professionals should think twice before adopting Calendly as a scheduling solution. And if you do use it, think twice before calling yourself a “sales professionals”.

1. The Hunter vs. Order Taker Dynamic

Sales can often be categorized into two primary roles: hunters and order takers. Hunters are the proactive salespeople who actively seek out new opportunities, cultivate leads, and chase down prospects. Good farmers should be a subcategory of Hunters but within their portfolio customers. On the other hand, order takers handle incoming inquiries and guide prospects through the final stages of the sales process. While both roles are critical, hunters thrive on the element of unpredictability and adaptability. They need to be ready to pounce on opportunities whenever and wherever they arise. Calendly's fixed scheduling structure may not align with their dynamic needs.

2. Customer-Centric Approach

One of the fundamental tenets of successful sales is putting the customer at the center of everything you do. This means being flexible and accommodating when it comes to scheduling meetings and calls. Calendly, with its automated scheduling system, can inadvertently shift the balance of power toward the salesperson's convenience rather than the customer's. For sales professionals, particularly those in the role of hunters, it's vital to place the external customer—the prospect or client—ahead of internal conveniences or organizational procedures. If you find yourself affording equal importance and significance to internal calls as you do to your customer interactions, it's high time to reevaluate your priorities. Always remember, your external customers should take precedence over your internal ones.

3. The Value of Flexibility

Sales hunters often operate in an ever-changing landscape where opportunities can arise at unexpected times. Being chained to a rigid scheduling tool like Calendly might limit their ability to seize these moments. Flexibility is a valuable asset in sales, allowing you to adapt to your customer's schedule, whether that means early morning calls, late-night meetings, or weekend discussions. The more adaptable you are, the more likely you are to capture those crucial opportunities. The promise I make to my customers is “you can call me anytime”. At the end they buy me as much as they buy the company I represent. And yes, even on holydays (not sure to understand what it means anymore), my laptop comes with me. I am not saying you should do the same, am just stating that flexibility has a value (and a cost).

4. Personalized Engagement

Effective salespeople understand the importance of personalized engagement. They know that every prospect is unique, and tailoring their approach to each individual's preferences and availability can make all the difference. Calendly's standardized scheduling process might inadvertently convey a sense of impersonality, potentially leaving prospects feeling like just another item on a busy calendar. This is especially true if you work on a very large time zone. During the winter season, because of time difference, my days spread over 12 hours.

5. Leveraging Technology Wisely

Don't get us wrong; technology has a vital role to play in modern sales. Tools like CRM systems, email automation (not so sure about this one actually), and data analytics are invaluable for managing and nurturing leads. However, it's essential to choose technology that complements your sales style and strategy, rather than dictating it. For some sales hunters, a more traditional approach to scheduling, one that allows for personalization and flexibility, might yield better results.

6. The Starbucks Analogy

Imagine stepping into a bustling café, much like Starbucks, where a line of customers eagerly awaits their turn to place orders. You join the queue, standing patiently, knowing that during peak hours, the wait can be quite substantial. After finally getting to the front, you place your order and then embark on yet another wait, this time by the counter, for your coffee to be prepared. Scanning the café, you quickly realize that finding an available seat is akin to a treasure hunt, and you might end up standing or, in frustration, leaving if all the tables are occupied.

In this café scenario, you, the customer, find yourself navigating a process that demands considerable effort on your part. Now, let's contrast this experience with another café, where as you enter, you're immediately seated by a welcoming host. A waiter promptly arrives to take your order and ensures that your coffee is delivered directly to your table. If all tables are occupied, and the waiter notices a group of colleagues sitting at a larger table, they kindly request them to vacate a few seats for your group. You can now comfortably settle in, enjoying your coffee without the stress of searching for a seat. And in the end, your bill won't necessarily exceed what you'd pay at Starbucks.

Drawing parallels with this café analogy, it becomes evident that just as in the Starbucks-like scenario, sales hunters should strive to offer prospects a tailored and accommodating experience rather than imposing a rigid system. Each prospect believes in their uniqueness, and to truly connect, sales professionals should move away from the "one size fits all approach" and discover the benefits of personalized engagement.

In conclusion, while Calendly serves as a potent tool for various professionals, it may not always align with the dynamic needs and priorities of sales hunters. It remains imperative for salespeople to maintain a customer-centric, adaptable, and agile approach. Decisions regarding the use of scheduling tools should be carefully weighed against their impact on the ability to foster meaningful connections and effectively serve customers. It's worth noting that the endorsement of such tools often arises from individuals who may not have direct interactions with external customers. In the realm of sales, the core essence lies in building relationships and delivering value, where sometimes, a more personalized touch in scheduling can make all the difference.