Appointment Setting is one way of marketing goods or services to increase your sales by cold calling, setting qualified appointments for their clients based on their target market. It can be done by having an in house sales team to make calls and look for prospects. On the other hand, outsourcing to a company who has highly trained and experienced professional appointment setters to do an appointment setting campaign for them is considered as a best investment.
One of the industries that are most popular in doing appointment setting campaigns is the software industry. Software companies prefer to do outsourcing because they don’t have enough manpower with the right training and the right facilities to get the job done. Of course, you let the experts handle the campaign for you. However, you need to be knowledgeable of the process in order to be in the loop most of the time. At the same time, making sure that your money will not be put to waste. Instead, it will have end result.
Here are some of the best practices of B2B telemarketing firms that you and your team can use for your next appointment setting campaign.
#1: Identify your ideal customer.
Every company has an ideal customer before launching their product. Inform the team who will be doing an appointment setting campaign for you or work with them to create a targeted list based on your target area, company and people. Find out the right company who can benefit your product. Make sure your marketing list is not off targeted.
#2: Make sure you have a complete data.
Skip prospecting part by having enough information on your list.
#3: Try different approach.
Don’t just focus on calling. There are other means to get in touch with your prospects. It’s best to send out an introductory email before the start of the campaign. By doing this, prospects will have a clear idea as to what you are about to discuss by the time that you called.
#4: Know when to call.
Find out the availability of your prospects. Tuesdays and Thursdays are the best days to call. While 8AM to 9AM and 4PM-6PM are the best times to contact a quality lead.
#5: Get the prospect’s interest.
The first 60 seconds is very crucial. Every sales agent has their own approach when dealing with prospects. When all else fail, evaluate the way you deliver your call and try a different strategy.
#6: Don’t hang up the phone even if they say, “I’m not interested”.
Don’t give up easily. Probe some more by asking questions. Think of it as an opportunity for you to start another conversation.
#7: Offer choices of the date and time when setting the appointment.
Prevent cancellation of appointments or possible no-show.
#8: Confirm the details and offer reminders.
Arrange a courtesy reminder call or offer a reminder email a day before the appointment to confirm that your prospect’s availability. This will help avoid disappointment in case something comes up.
#9: Make sure your Sales Rep is available.
To help reduce the possibility of multiple meetings, make sure that there’s a Sales Rep who will follow up on the date and time of the appointment.
Setting appointments requires hard work, persistence and patience. Enjoy getting more qualified and secure meetings with these tips.
What have you missed: What is Telemarketing and How to Start Calling?
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