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How to Book More Meetings as an SDR

25 min read
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If you are a Sales Development Representative (SDR) struggling to book meetings, take a moment to breathe – you’re definitely not alone in this challenge. 

Booking meetings can be one of the trickiest aspects of your role. 

Prospects may be busy or unresponsive. Sometimes, your emails may even end up in the spam folder. 

We get it — It can be frustrating.

However, with the right approach, you have the power to change the game and get prospects eager to have a conversation with you.

You need to use effective outreach strategies, overcome objections, and build trust. All of them require skill, persistence, and good strategy. 

In this post, we’ll discuss the secret to getting more sales meetings and winning more closed deals.

How to Book More Meetings as an SDR – Table of Contents

6 Different Ways to Book More Meetings as an SDR

As an SDR, you have a variety of tools at your disposal to increase your meeting booking rates.

Here are some of the different mediums you can use:

Different Ways to Book Meetings as an SDR

1. Cold Email Outreach

Cold email outreach gives you the power to reach a lot of potential leads in one shot. All it takes is a few clicks, and your message is on its way to a big list of prospects. 

And more activity can mean more meetings. 

When you compound the number of cold emails you send to prospects, you increase the chances of getting more replies. 

In addition to this, here are the benefits of cold emailing for SDRs:

  • Wide Reach: Emails can be sent to a large number of potential leads, increasing your chances of getting responses.
  • Personalization: You can personalize their messages by addressing recipients by name and tailoring the content to their specific needs. This can create a stronger connection and increase the chances of a positive response or action from the recipients.
  • Efficiency: With just a few clicks, you can send out personalized messages to a wide audience. This efficiency is crucial, as you may have quotas to meet and limited time to achieve them.
  • Low Cost: Compared to other outreach methods, sending emails is cost-effective, making it suitable for businesses with limited budgets.
  • Trackable Metrics: You can see who opened your emails, who clicked on links, and who responded. This data provides valuable insights for refining and improving outreach strategies.
  • Convenient Follow-ups: Following up on initial emails is straightforward, giving you multiple opportunities to engage with leads.

Cold emailing combines efficiency, cost-effectiveness, personalization, analytics, convenience, and scalability. This makes it one of the most effective ways to book sales meetings.

If you want to launch an effective cold email campaign that gets you more meetings booked, you can use a specialized platform like Saleshandy

It has features for personalization, boosting email deliverability, and team management. The best part is that it is easy to use and super affordable.

2. Cold Calling

For sales deals that need more discussion or explanation, cold calling can be a very effective strategy. That’s because it allows you to have a two-way conversation in real-time. 

When you make a cold call, you’re essentially knocking on someone’s door. The ringing phone or an unexpected voice on the line demands immediate attention. 

This immediate impact can be a game-changer, as it gives you a brief window to convey your message.

Speaking to someone over the phone allows you to establish a personal connection that is often harder to achieve through written communication.

Your tone, inflection, and conversational style can convey sincerity and authenticity. You can address the recipient by name, inquire about their well-being, and ask about their specific needs. 

Moreover, you can address their pain points, answer questions, and provide tailored insights into how your solution can benefit them. 

This level of personalization and engagement is particularly effective when dealing with more complex or high-value sales, as it allows for a deeper discussion and understanding of the prospect’s needs.

Also Read: Cold Email vs. Cold Call

3. Social Selling

Social selling, also known as virtual selling, is a strategic approach where you connect and build relationships with potential clients through social networks.

Social selling goes beyond adding names to a contact list. It’s about making meaningful social connections and showing that your brand is trustworthy. 

It’s a bit like lead generation, which means you keep talking to potential customers throughout the sales process.

By actively engaging with prospects and consistently delivering value through content and conversations, social selling positions both the salesperson and the brand as trusted sources.

And there’s enough data to back up that social selling is effective. Check out the infographic below:

Social Selling for SDRs

[Source: LinkedIn]

Building relationships with the right people is the key to successful social selling. 

It means focusing your efforts on folks who genuinely need what you’re selling, making your approach more effective and real. 

In the B2B world, LinkedIn is the perfect platform for this. 

It’s where professionals gather, making it a great place to find and connect with the right prospects. 

With LinkedIn’s tools and features, you can make sure you’re reaching out to the people who are truly interested in what you have to offer. This way, you can build important connections and succeed in sales.

Plus, you can also use specialized LinkedIn outreach tools like Saleshandy Connect for more targeted prospecting.

With this tool, you can find verified email addresses for any contact on LinkedIn.

4. Video Outreach

Another way to get noticed in your prospects’ inboxes and get more meetings booked is through video outreach. 

Video outreach is one of the tools you can use to get more meetings as an SDR. It’s about sending personalized video messages to connect with potential clients. Here’s why it’s a big deal:

  • Telling Stories Visually: Videos allow you to showcase products, explain solutions, and share your company’s story in an engaging way. It’s like storytelling with visuals, making it easier for your message to stick with viewers.
  • Building Trust and Emotion: Seeing and hearing a real person in a video helps build trust. You can show your authenticity and enthusiasm, which are crucial for building trust with potential clients.
  • Standing Out in a Crowded Inbox: In a busy email inbox, personalized video messages are hard to miss. They break the monotony of text-based emails, making people more likely to respond and schedule meetings.
  • Use It at Different Stages: You can use video outreach at various points in the sales process. Whether it’s the first contact, follow-ups, product demos, or post-meeting thank-yous, it’s versatile and effective.

The best part is that you don’t need fancy equipment to get started.

A well-recorded video with your smartphone in good lighting and audio can do the trick for you. 

5. Multi-Channel Outreach

We’ve all heard the saying, “Don’t put all your eggs in one basket,” and this applies to SDR prospecting too.

Instead of depending solely on one approach, it’s about using various communication channels like emails, calls, and social media to diversify your outreach strategy. This way, you increase your chances of connecting with prospects by reaching them through different avenues.

Being on various platforms makes you more visible. Your message reaches a broader audience, increasing your chances of connecting with potential clients.

When you use different channels, you’re more likely to get responses. Some people might not answer emails but will pick up the phone or engage on social media.

6. Referrals

Referrals are a golden ticket to booking more meetings. 

When someone suggests your services, it’s like an endorsement, making the prospect more open to talking to you. It’s a warm introduction that can lead to a smoother and more successful meeting.

Getting referrals is easy. Start by asking your existing happy clients or even your colleagues if they know someone who could benefit from your product or service. 

If they do, ask if they’d be willing to introduce you. You can also check out your professional network on platforms like LinkedIn to find potential referrals.

Remember, referrals work because they come from a place of trust. 

People trust recommendations from those they know, so don’t hesitate to ask for referrals to open doors to more meetings and potential clients. 

It’s a simple strategy with a big impact.

7 Tips to Successfully Book More Sales Meetings

Whether through email, phone calls, social media, or any medium, here are some tips that can help you book meetings more effectively:

1. Research Your ICP

Before reaching out to potential clients, it’s important to do your homework on your Ideal Customer Profiles (ICPs).

This means understanding exactly who your best-fit customers are. Why? Well, imagine trying to sell snow gear to a tropical islander – it just wouldn’t work. 

More than three-quarters (82%) of top sales performers say they “always” perform research before reaching out to prospects 

Similarly, reaching out to prospects without knowing if they’re a good fit for your product or service is like shooting in the dark.

Researching your ICPs allows you to tailor your approach. 

You can speak their language, address their pain points, and offer solutions that truly fit their needs. This not only increases your chances of booking meetings but also sets the foundation for a meaningful and productive conversation.

So, take the time to dive into your ICPs. It’s an investment that pays off in higher conversion rates and more successful interactions with potential clients.

2. Perfect Your Positioning

When you talk to potential clients, they need to see why your product or service is valuable. If you can clearly explain how it helps them, they’ll be interested. 

This clarity is essential for grabbing their attention and demonstrating how you can benefit them.

Moreover, anticipating and addressing objections demonstrates foresight and professionalism. It shows that you’ve thoroughly considered their concerns and have viable solutions at the ready. 

This builds trust and also sets you apart as a problem solver, not just another salesperson.

3. Focus on Personalization at Scale

People love a personalized approach because it makes them feel special and valued. 

When someone takes the time to understand their unique needs, preferences, and challenges, it creates a sense of genuine care and attention. 

Personalization makes people feel like their individuality matters, and that’s why it resonates so strongly with them.

While personalization is highly effective, it becomes a challenge when you need to send out hundreds of messages.  

That’s why you need to focus on personalization at scale. 

It means finding a way to make each outreach to potential clients feel tailored and special, even when you need to reach a lot of people. 

Here are some tips to help you find the right balance between personalization and scale:

  • Segment Your Prospects: Divide your prospects into groups based on common characteristics. This allows for more targeted messaging without sacrificing scale.
  • Use Templates as a Starting Point: Templates can save time, but make sure to customize each one based on the prospect’s specific situation.
  • Use Mail Merge: This handy tool lets you send personalized emails to multiple recipients at once, saving time without compromising personalization.
  • Incorporate Dynamic Fields: Make use of tools that allow you to insert prospect-specific information, like their name or company, into your outreach.

4. Follow-Up Regularly

Personalization is just one piece of the puzzle. 

Another vital element in your SDR toolkit is regular follow-ups. Regular follow-ups are your way of showing that you’re dedicated to understanding your prospect’s unique needs and finding the right solution for them. 

It’s not about being pushy but about demonstrating commitment and a genuine desire to help. And this dedication can really help you book more appointments and close deals. 

In fact, 80% of sales require five or more follow-ups before you close a deal. 

What’s more, follow-ups provide opportunities to address any objections, questions, or hesitations prospects might have. 

This enables you to overcome obstacles and move closer to a meeting or a sale.

Here’s a sample sales follow-up email template you can use to book more meetings:

Sales Follow-up Email Template

Re: Let’s Resolve [Prospect's Pain Point]

Hi [Prospect's Name], I wanted to reach out about our previous chat. I understand [Prospect's Pain Point] is a real concern for you. I'm here to help and find a solution that suits you. How about we set up a quick call? It's simple – just click this link: [Your Calendar Meeting Link]. We can chat and work together to make things easier for you. Best Regards, [Your Name]

5. Provide Value Upfront

If you want to book meetings as an SDR, imagine what it must be like to be on the receiving end of a sales message. 

Put yourself in your prospects’ shoes. 

When someone receives your message, you need to clearly communicate why they should care about your message. You’re more likely to engage when you feel like you’re getting something worthwhile right from the start. 

That’s the power of providing value upfront. It captures attention and makes people want to learn more from you.

Here are some ways you can provide value in your B2B sales emails:

  • Offer insights: Share a quick, actionable insight related to their business. It shows you’ve done your homework and can be a resource.
  • Use case studies: If you’ve helped similar clients before, share success stories or case studies. It demonstrates your expertise.
  • Send free resources: Provide links to valuable content, like articles or webinars, that can benefit them.

6. Provide Social Proof

A subtle way to influence your prospects and get more meetings booked is to include social proof. 

Social proof is essential because it addresses a fundamental aspect of human psychology: the desire to follow the crowd and make choices validated by others. 

So, how can you make the most of it to book more meetings?

In your follow-up cold emails, include short bits of positive feedback from happy customers – it shows you’re reliable. 

On social media, post about your company’s successes or your customers’ achievements – it creates interest.

When people see that others endorse your stuff, they’re more likely to meet with you. It builds trust and makes your outreach work better.

7. Offer a Free Trial or Demo

When you talk to possible clients, it’s not always easy to make them understand how your product or service works. They might be unsure about it, wonder if it suits their needs, or if it’s worth it.

That’s where demos come in. 

They let prospects try out what you’re offering without any risk. It’s like a test drive for a car. You get to see how it works and if it’s a good fit for you.

Plus, it’s not just for people who like to read or hear about things. Some folks learn best by actually trying it out themselves. Free trials and demos work for them too.

So, by offering these options, you’re not just solving problems for potential clients. You’re also showing them the real value of what you have to offer. 

This builds trust and makes it more likely that they will want to book meetings. 

When prospects can see the worth of your product, they’re more likely to talk about it and maybe even become customers.

8. Use the Best Sales Tools

When it comes to boosting your sales efforts, using the right tools can make a big difference. These tools can help streamline your efforts and make your outreach more effective. 

For Cold Outreach

When you’re reaching out to new prospects, Saleshandy is your go-to tool. 

It simplifies the process of verifying your prospects and sending them cold emails and follow-ups in bulk. 

Here are the key features of Saleshandy that make it the best cold outreach tool for SDRs:

  • Automated Follow-Ups: With Saleshandy’s automated follow-up, you can streamline your outreach and get leads to respond quickly. 

    You can add multiple trigger-based follow-ups in your email sequences and even personalize them with merge tags and custom fields. This means less manual work and better results for you.
  • Email Ramp Up: With Saleshandy’s unique system, you can safely engage with a network of trusted inboxes. This warm-up process can help you enhance your email reputation and deliverability.

    By sending small, personalized email batches, you steadily boost your sender’s reputation. This approach ensures your emails consistently land in the inbox, improving your overall deliverability.
  • Email Verification: Saleshandy checks every email for criteria like Domain Verification, Syntax, and Mailbox Verification. 

    Based on this email verification, it assigns it one of the three categories: Valid (safe for sending), Risky (potential bounce risk), and Invalid (do not send). 

    You can exclude risky and invalid contacts to boost your sender reputation and improve the success of your cold email campaigns.
  • Prospect Management: With Saleshandy Tags, you have digital labels to organize and target your prospects efficiently. 

    You can group prospects based on traits, interests, or where they are in your sales process. 

    With the Prospect Outcomes feature, you can also track how well your potential customers are doing in your sales process. 

    The available outcomes include: Interested, Not Interested, Meeting Booked, Automatic Response, Closed, Not Now, and Do Not Contact. 

    It makes managing your prospects easier and keeps you informed quickly.
  • Sender Rotation: You can smoothly alternate between different email accounts in your sequences. Saleshandy’s Sender Rotation feature enables you to include multiple email accounts in one sequence. 

    This can improve email delivery rates and reduce the risk of hitting sending limits.
  • Spintax: With Spintax, you can effortlessly create variations of sentences or words by using {spin} and {end spin}, separated by a | (pipe). 

    Spintax improves your email deliverability by outsmarting spam filters and allows for personalization. The more you use Spintax, the more unique messages you can create to connect with a wider audience.

For Sales Prospecting

As an SDR, you need sales prospecting tools to be more efficient. 

These tools provide accurate lead information, streamline your outreach, and handle tasks for you, so you can focus on building relationships and closing deals. 

They save you time, boost your productivity, and increase your chances of success in the competitive world of sales.

One of the best sales prospecting tools out there is LeadIQ. Using it, you can get access to find prospect data and track sales triggers. 

It keeps you in the loop by automatically notifying you about any updates or changes in prospect information. 

This real-time tracking is incredibly valuable as it helps you build meaningful relationships with potential clients.

Ultimately, it can speed up the deal-closing process.

For Calendar Scheduling

Coordinating meetings can be a hassle. A good scheduling tool can help you and your prospects find the best time to meet without the back-and-forth emails.

Calendly is a simple tool to help you schedule meetings and demos effortlessly. It saves time, works with your calendar, and sends handy reminders. 

You can use it on your computer, phone, or tablet, making managing appointments a breeze. Just set your available times, share the link, and let others pick a time that suits them. It’s that easy!

For Video Conferencing

In today’s world, video meetings are common. Having a reliable video conferencing tool is a must. It ensures that your virtual meetings go smoothly and without technical hiccups.

For sales video meetings, Google Meet is a fantastic choice. It’s a budget-friendly solution starting at just $6 per month per user. 

With features like screen sharing, group chat, and voice or video, it’s perfect for efficient and secure conferencing. 

Plus, it offers seamless integration with Google Calendar – a popular app used by businesses worldwide for scheduling meetings. 

By using these tools wisely, you can automate the sales process and book meetings more efficiently. It’s like having a set of power-ups in your sales toolkit that make your job easier and more productive.

Ready to Book More Sales Meetings? 

By now, you’ve explored a range of strategies, techniques, and tools to boost your meeting booking rates as a Sales Development Representative (SDR). Remember, it’s not about a single silver bullet but a combination of tactics.

With a well-planned strategy, you’re sure to see remarkable results. Your prospects are out there waiting to connect with you – seize the opportunity and book more sales meetings today!


1. How do you increase the number of sales meetings?

If you want to increase the number of sales meetings, you should diversify your outreach. Give cold calling, cold emailing, social selling, video outreach, and multi-channel approaches a shot. Also, ask people you know for introductions, as it can help you get more meetings.

2. How many meetings should an SDR book per month?

An SDR typically aims to book around 10-15 meetings per month. However, the exact number can vary based on the industry, target audience, and company goals. It’s crucial to focus on quality leads and meaningful conversations rather than just meeting a quota.

3. How many calls does an SDR usually get?

If you work as an SDR and make 100 calls, you can expect that around two of them might turn into promising leads.

Skyrocket your conversion rates with cold emailing

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