Appointment setting tips that can make a difference
Anyone in the field of sales appointment setting knows that a lot of commitment and will power is needed to reach out to a desired prospect and get through to him. The make or break happens in a matter of seconds and things are on a knives edge at the beginning of the conversation. The whole exercise would be made or broken if a connection is not formed with the prospect in those initial seconds. Once a prospect hangs up, the golden rule says do not call him back instantly as that would surely ensure that you would be blocked out for good.
Having established the importance of the first few seconds, it is also important to understand how to excel at b2b appointment setting services.
The whole focus initially needs to be on how to create an environment where the prospect feels relaxed enough to continue the conversation with you. The pitch that you have is the make or break here. The tone and matter needs to be worked out very methodically depending on the type of industry you are catering to. It would also help you to profile the kind of prospects you shall be faced with. When you speak to an unknown person on the phone then the voice is the only thing that makes you want to continue the conversation or not. Therefore when offering sales appointment setting services your tonality and how you can modulate it, can be the key to success. Many telemarketing companies invest heavily in training their staff on voice modulation and tone control. They understand the importance of the telemarketing team having the ability to speak in a clear and legible manner. If the prospect cannot understand the agent then the call is a wasted one and he is more than likely to hang up.
How you introduce yourself and greet the prospect also plays as very important role in ensuring the length of the conversation. It is important to impart your name upfront so that the caller can relate to a human on the other line instead of speaking to a nameless and faceless person. You also need to greet the prospect appropriately.
It is also important to modulate the pitch and ensure that it does not sound over the top or something that promises a too good to be true offer. This has the potential to get the prospect to raise his guard and be wary of anything you have to offer from that point in. The pitch needs to be concise and focused towards explaining the benefits of the service on offer and how it would be worth the while of the prospect. This is a sure shot way to generate interest and helps your prospect decide that it is worth his time to stay on the call.
When offering b2b appointment setting services, one needs to be prepared for outright rejection. If this is handled effectively then it still leaves a small window of opportunity to engage with the prospect over the same call or at a later stage. Trying to maintain your line of view in an aggressive manner or getting into a verbal duel with the prospect is not going to help matters at all. This may actually end up with the prospect bad mouthing the client to his business associates and colleagues.
You will find that you have a low rate of rejection if you handle your tasks with confidence. The prospect is most likely to engage if he feels that you have the knowledge and understanding of his business and are fully convinced of the benefits of the offer you are pitching.
This is the reason why the good sales appointment setting companies have an elaborate training program for their staff and ensure that they are prepared to face all sorts of questions comfortably and without hesitation. This would not be possible if you are rattling off from a prepared pitch. The art of understating the direction of the call and how to guide it in the desired direction without being aggressive is also a very important virtue.
The golden rule of sales appointment setting is that once you catch the prospects attention then the entire focus should be on closing the deal. Attempting to continue with ideal banter or extending the conversation after an interest is shown would leave them with the opportunity to change their mind.
These appointment setting tips can make a world of difference and help anyone in the field of sales appointment setting to stand out from their peers and climb the ladder to success.