Appointment setting is a dreaded sales practice in which an appointment setter smartly plays with words to turn cold leads into warm prospects. Breaking into new accounts and arranging meetings are probably the biggest challenges that sellers face. In order to gain success in this field, you need to build a solid sales pipeline. In this article, we will discuss about some amazing appointment setting tips that if learnt properly has the potential to lift up your sales to a great extent.
1. Have a direct conversation with the decision maker
This is the first step towards becoming a successful appointment setter. Unless you get in touch with the decision maker directly all the effort that you have put in will go in vain. This is because if you talk to his secretary or assistant, he or she would probably summarize the conversation in a line and deliver it to the concerned person. It will be better if you spend your precious time on finding methods of getting through the gate keeper rather than pitching to the wrong person.
Also Read: Advantages of Using Appointment Setters
2. Do not follow your script blindly
There are endless numbers of ways to handle a conversation with a potential customer and the control is in your hand. No matter how eloquent your script is you can never utilize each and every possibility. To play safe, you can always stick to your goal and be a straight forward speaker.
Try not to waste a prospect’s time and put all your energy to ensure that you are sold before switching to another one. Once you acquire a detailed knowledge on your products, you won’t lack confidence in dealing with difficult prospects.
3. What do you have for the prospect
When you make a call to your prospect your first duty is to convince him that your company has something valuable for him to offer. If needed go through your marketing material once before making the call.
4. Be a good listener
Many appointment setters have the tendency to assume that their prospect’s answers will be exactly the same as mentioned in the script which is a major misconception. That is why besides being a good speaker you need to be a good listener as well, so that you can understand their requirements and their priorities. Based on this you can offer them something that they cannot say no to. While listening to them make sure that you give them proper answer to their queries. Whether it’s a call or an email, try to answer as soon as possible because delays give them the opportunity to reconsider working with you.
5. Ensure a free flow of conversation
Before initiating a call to your prospect you are suggested to be prepared with a strategy. Many appointment setters often lose the track of the conversation which ultimately fails to get result. Though some of them start in a good note but mess it up in the end, losing the impact of the message. You can avoid such mishaps by having a powerful strategy to keep the conversation in the right direction.
If you are in the field of appointment setting utilize these tips to take the first step towards success. There are many ways to achieve success in the field of telemarketing but you need to have a keen eye for everything. Keep learning from your experiences. Do not try to grasp everything at once. Take one tip and try to use it for a week and check results. This will not increase your experience but also increase your confidence level.
