Top 3 Proven Appointment Setting Techniques
Setting appointments with key decision-makers is by far the most challenging part of telemarketing appointment setting. Cold calling on the phone, interrupting someone, and building rapport with them requires courage and the right amount of confidence, persistence and tenacity to be successful.
Another thing that makes telemarketing appointment setting a challenging task is the possibility of rejection. Appointment setters have to face the fact that there will be many rejections or no’s to get to a yes. There's a chance that 70% of prospects will refuse or reject them; some won’t even respond to follow-ups or emails – it's all part of the job.
Rejection and failure might not be what you want to face for yourself or your business, but dealing with these is required as part of the process, and are ways to overcome failure and minimize rejection.
Here are the top three simple and yet essential appointment setting techniques that b2b appointment setting companies to use to minimise rejection rates and increase appointments booked:
Avoid talking like a salesperson.
Key decision-makers receive a lot of phone calls every day from different salespeople with various offers. They find it annoying when a salesperson calls when they are in the middle of something and is trying to focus on a first-call basis to sell them over the phone and try to close a sale. It is always best to focus on what should be your primary goal - to secure an appointment, and then get off the phone. Later during the appointment you’ll have time to do a proper presentation and be able to focus on selling your product or solution professionally, without rushing, knowing the decision-maker has allocated this time for you, is in the right frame of mind and is open and receptive to what you are saying.
When focusing on appointment setting, be straightforward with your prospects and let them know, who you are, where you’re calling from, what you’re offering, what it’s benefits would be to them, ask would this be useful to you and if they agree that it could be, then ask a time and date to meet with them to tell them more, meaning close for the appointment. It's okay to provide a brief introduction of your company and introduce your products and services but don't be tempted to go into sales mode or try to sell and close the deal right away. Once again, focus on securing an appointment, as well as on establishing good rapport and trust between your prospects.
Prepare for objections.
Objections are part of a sales conversation, so you might as well anticipate them.
Before calling your prospects, prepare by researching your prospect's company, industry trends, common concerns, and goals. Outline possible questions that they might ask and prepare responses; doing this will likely give you an idea of how to respond to possible objections that can be brought up during your conversation.
Note that research and preparation are vital in overcoming objections because prospects hate to entertain unprepared cold calls.
Share an elevator pitch.
As mentioned above, it's best to avoid selling your products or services directly when you're trying to secure an appointment. Instead, try sharing an elevator pitch that exudes a value statement or value proposition. In other words, keep it short, and also remember the KISS principle, don’t overcomplicate it, use simple easy to understand sentences and terms.
A powerful elevator pitch can contain details about your company, who you are, and what you do. You can also share the success stories of some of your existing clients and what makes working with you unique. Sharing an elevator pitch can catch your prospects' attention and pique their curiosity and interest.
Launch your telemarketing appointment setting campaign now with experts from Telemarketing Professionals https://telemarketingprofessionals.com.au/. Telemarketing Professionals focuses on outbound telemarketing services such as lead generation appointment setting, telemarketing, and many more.
Comments
Post a Comment