To succeed in marketing and sales, one must take every means just to build out one’s pipeline.
This means setting appointments over the phone or cold calling for appointments.
Appointment setting is one of the most difficult tasks sellers face, however, meeting your prospect opens a marvelous potential of relationship building, fact-finding, and identifying additional opportunities. To be effective at it requires determination, perseverance and the skill to converse intelligently. And with a little help from this article, you can increase your odds of landing initial meetings.
Check out and apply the best practices below and maybe even develop your own.
Maximize your leads
Your leads can come from many platforms and it is important that you maximize every information they give you. Prioritize those that have already made interactions with you or the company. Get the list of attendance of any of your company events. Also, do not take for granted the contacts you get from the people who visit, subscribe, or download from your website. You can also ask for referrals from your current or old clients.
Your introduction matters
First impressions are essential in appointment setting, so you better set the right tone for the conversation. Get proper introductions before you start pitching and make sure that you follow the system of saying who we are, what we do and why we’re calling. Also, pick a good time to call your prospects. Calling the office during non-peak hours like early morning or after punch out hours in the afternoon will earn the respect of those you’re trying to reach.
Ask for their time
Asking for your prospect’s time gives them the opportunity to say no. This means you don’t have to waste your time with them! Also, when the prospect is busy, you can this as an ideal and straightforward opportunity to schedule a brief call next week. For a better response when you ask for their time, use positive words like “Did I reach you at an okay time?” or the like.
Talk to the decision maker
Do not pitch to the receptionists (gatekeeper) but remember to be polite and to build rapport with them. Everything would be pointless if you do not get to talk to the decision maker.
Stick to your purpose
Your call is to sell but to set an appointment with your prospect. So, it is better to be straightforward about it to show respect for your prospect’s time. And when you do land on an appointment, set a specific date and time to show credibility.
Have a script
You do not have to follow the script word for word but it should act as a guide. A script will help you present the product/service in the best way and it equips the seller with all the information necessary to sell the appointment. It will also help you deal with the gatekeeper and handle the initial objections.
Make a confirmation
To eliminate the chance of a canceled appointment, make sure to do a follow-up to confirm. Arrange a courtesy call or send a further email to confirm that the prospect is still able to attend. Initiate this contact a day or two before the appointment date to refresh yourself in the prospect’s mind.
Do not just rely on cold calling
Never put all your money in cold calling to set appointments with prospects. Utilize different media like direct mail, handwritten notes, voicemail, email, social media, etc.
To improve, enroll in trainings that will help you gain the skills and knowledge you need to persuade and influence effectively.
Appointment setting is an art and getting good at it does not happen overnight. You should not stop learning especially from your mistakes. You can experiment and develop better practices that work for you.
And as they say, effective appointment setting is one of the key aspects of getting better sales. To hire a professional Appointment Setting Specialist, please leave us a message or
call (888) 878-9711.
ConnieKnows offer virtual executive assistant services and call center services that will deliver results that you deserve.