Attract High End Clients in Malaysia with Appointment Setting

Attract High End Clients in Malaysia with Appointment Setting

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.

Related: A Need For Customer Profiling In Reaching Much Targeted Audience in Malaysia

#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.

Related: Good Luck Charms in Starting your Business in Malaysia 2016

#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?

 

Set up more appointments, Get more tips on our Sales and Marketing Blog.

or get Qualified Appointment Setters to do the job! Dial +60 3.2772.7370.

 

 

 

Appointment Setting Best Practices for Malaysian Training Providers

Appointment Setting Best Practices for Malaysian Training Providers

Lately, Malaysia’s training industry has been regarded as a high opportunity area. In light of an upcoming economic integration in the Southeast Asian region, there is a strong demand for training and skills development as the country prepares to enhance the quality of its labor force.

For this reason, training providers need to address the increasing need for skills in areas such as education and healthcare. It is also vital for them to set appointments for leads indicating a desire to enroll.

But it is not always easy. As you may very well know, appointment setting as well as lead generation for training providers such as yourself are difficult to undertake. Aside from the intricate processes involved in promoting a training service, strong competition in the market for specialized skills harbors risks of poor ROI and low penetrability.

Training providers need wiser and more cost efficient approaches in improving their call campaigns and delivering high quality appointments. Because when done right, appointment setting grants these institutions an advantage over their competitors and an opportunity to meet educational requirements consistent with changing trends.

Here are some ways you can do to drive quality appointments and push your enrollment rate upwards.

Know your target audience. To what specific industry or area of specialization do you want to focus on? This question is essential as it lets you understand the specific educational requirements and standards of your audience, allowing you to construct messages that outline the value of your service to the segment you are targeting. B2B CM says, “The better defined your target audience the better results your appointment setting telemarketing will generate.”

Give prospects flexible options. When setting an appointment, consider exploring numerous scheduling options a prospect can choose from for his or her convenience. This would also allow sales reps to be flexible in terms of availability.

Deal with declines. While you cannot stop a potential enrollee to decline your offer, it does not necessarily mean that he or she is uninterested with your service. A decline could also mean a delay in making a decision, so callers need to consider a future possibility of engaging the prospect again. They should ask the prospect if he or she is seeking a particular training service at the moment.

There are more ways for Malaysian training providers to apply in vitally winning enrollees during this time of great demand for manpower training. But often, improved efficiency and productivitiy can only accessed through a lead generation service with a considerable track record for generating and setting up appointments with education leads.

3 Ways To Create Better Appointment Setting Conversations

Better Appointment Setting Conversation

In every appointment setting task that you have to involve yourself in, you also need to remember how to best keep a conversation going. As long as your business prospects talks, there is a chance for you to generate more sales leads or a closed deal. The only challenge here is how you actually pull that off. For the veterans, having a conversation would be a natural act. But for those new in the game, it helps to know a few pointers to do it right. For example:

  1. Create an advocacy – remember Guy Kawasaki’s principle of brand ambassadorship? You may not need to have your clients speak in your behalf, but if you can copy that energy they have in your telemarketing calls, then it would make your lead generation campaign much easier.
  2. Paraphrase what they say – after the prospect has said their piece, repeat (in your own words) what they meant. In this way, ambiguity is avoided, and you can see if you have truly understood what the problem is. You can come up with a better solution for them, for that matter.
  3. Talk about the gap – the reason why your prospect might not be willing to work with you is probably because of the gap between your solution and the severity of their perceived problem. Your job now is to explain to them why they should be working with you.

For the sake of generating good B2B leads, you should do your best to have a conversation with your prospects. Your lead generation campaign is dependent on it.

How To Build Rapport Fast In Appointment Setting

Building Rapport

Nothing beats building rapport with business prospects. This is the secret to a successful generation of B2B leads. Rapport is the foundation that supports your interaction with prospects. If you want to be more effective in appointment setting, you have to know how to build rapport. It is not an inborn skill that only a few can do. Rather, it is a set of communication skills that you can learn, perfected every time it is used. In today’s highly competitive business environment, it can make a big difference in your inside sales campaign. How you build rapport with your prospects will determine whether they will stay with you or look to your competitors. How quickly you can do that will depend on how well you follow these simple tips:

First, you to show genuine interest in your prospects. This is one part that you should never do half- heartedly. People these days can be particularly sharp when it comes to identifying insincerity. If they detect that from you, then your job turning them into qualified sales leads becomes even harder. So be real when you come to them.

Second, listen carefully, picking up phrases and key words that your prospects likes to use. Incorporate them subtly in your conversations. It would also help if you could quietly follow their manner of speaking as well, since this shows your readiness to go to their level.

Third, observe how they prefer handling information. Do they like a detailed brochure or white paper about your business, or do they just need a summary of your offer. Some decision-makers have a thing for the smallest details, while others see the picture as a sufficient source of information.

Breathe at the same time with your prospects. You will find it easier to follow the conversation, as well as engaging them to talk more with you.

Next, keep a an eye on the prospect’s underlying intentions – their real aim. Often times, what they really want is not exactly what they say or do. In fact, they might have no idea what they actually need. You have to be very sharp in this in lead generation.

Another tip you need to remember your mannerism. This is so true, especially when you are in a face-to-face conversation with prospects. It would be great if you could subtly adopt their body language, their gestures, tone of voice, and speed of talking. Doing these will help you connect better with prospects.

Lastly, show respect for their time, energy, and money. Do not dilly-dally, show value in your offer, and be real. These will help you build rapport fast.

While these can be really effective marketing tips, you should remember that not all of them can fit your needs. You will need to try each one, sticking to those that will work for your appointment setting campaign. If you find new tactics to use, and if they work, use it. Business needs and demands constantly evolves, and you need to keep a sharp eye out for strategies and approaches that will help.

Using Appointment Setting to Enhance Business Leads

Appointment setting is one of the important activities to generate quality results to serve the business aspirations conveniently. It is the main activity that boosts your business to a great extent. The concept of appointment setting service is to provide you potential candidates and set up face-to-face meetings with your sales representatives.

Meeting face to face with clients is actually a more productive method to get the real clients that will stay for a long period of time. It is more effective than talking over the phone. However, this is a time-consuming method and requires skills to convert potential into real ones. Here comes the role of appointment setting companies who conserve the valuable time of companies into activities like cold calling and others to choose the prospects to see if they’re good candidates or not. After they set up the meetings, your reps can focus on presenting the value proposition of the business.

Benefits of outsourcing appointment setting

Generally, it is a costly process of hiring, training, and managing a team of telemarketers to perform the desired results. Above all, it needs the amount of hardware, office space, and furniture to accommodate this new army of people. Appointment setting companies free you from those responsibilities. You get the full benefits of the service without the added expense of full-time employees.

To have the most economical deal of appointment setting services, you can easily outsource appointment setting service from a quality company and reap the benefits. You might be able to find new prospects through this additional help and increase your sales and profit.

Then look for these qualities to find the best fit:

  • Excellent communication skills
  • Experience of handling people from age groups and understanding their needs
  • Appointment setting focus: Select the firm that specializes in appointment setting so you know you’re getting the best.
  • Detailed reporting: Select the agency that provides you the detailed reporting on their calling activities.
  • Strong return on investment: Choose the company that provides you best return on investment.

The Truth about Appointment Setting

by: Vaibhav Aggarwal

Appointment setting is important…you may agree or you may not, but the truth is that you cannot survive without appointment setting. What is appointment setting? It is about identifying prospects and then setting an appointment with him where your sales or marketing professionals can meet him personally.

You can find plenty of organizations offering b2b appointment setting services. You would need to give them a list of prospects and they will set an appointment with them for your sales and marketing people to meet personally. However, the truth of the process is far from what is generally believed and before contracting a consultant offering appointment setting services, you probably need to evaluate, “does this process actually lead to better sales performance?”

A lot of times appointment setting has turned out to be a misnomer, because a lot of b2b appointment setting service providers would simply start calling up your prospects without even having a true knowledge of what your company is offering and why the prospect would be interested in setting up an appointment. It happens in plenty of occasions that prospects agree for your sales professionals to meet, but many of the meetings do not end up bearing any fruit…interestingly, and some prospects even may not recall setting the appointment in the first place. Such unqualified appointments definitely add cost.

To make the most out of, say, IT and Software services appointment setting, you should ideally contract a company to whom you do not simply outsource your appointment setting services but one who provides sales solutions. Such a company would fill client forecasts and set important appointments, not halfhearted meetings. You should also make sure that their expert sales and marketing professionals can deliver the opportunities you would need to increase sales leads, correctly cover client markets, and add predictability and surety to prospecting.

Sales Appointment Setting: In-house or Outsource?

by:  Brian Grinonneau

If you are running b2b appointment setting and lead generation services in-house, you may not be getting the full value from the money you spend on the effort.  That’s why some of the biggest companies in the world outsource some, or all of their call center functions to professional appointment setting firms. They help you make more money. Call center outsourcing vs. in-house call center activities:Great appointment setters usually want to work a full 40 hour week, and that is usually not affordable for most call centers. Performance suffers because of that either fewer appointments, or poor quality appointments. Appointment setting service companies pay full time professionals well enough to have great ones.

Appointment setters function much better when working on your project 2-4 hours a day, not 8. It becomes a case of diminishing returns.

Appointment setters talk to the right people at the right time. It isn’t about more calls its about meaningful conversations with qualified prospects, that turn into sales.

You need qualified sales appointments set for your staff not an unlimited number, but one that allows your sales professionals to present your offer, negotiate and close.

Provides a significant return on investment that is trackable.

Focuses on disqualifying poor prospects to maximize your closing ratio.

Allows you to do what you do best: close deals.

Drives new revenue without having to expand or provide additional office space, computers, telephones or employees.

Gives you the ability to have trained, skilled and experienced personnel to fulfill your call center needs with the ability to utilize appointment setting; phone sales; lead generation and lead qualifying; list and database scrubbing; database building; surveys; market research; seminar registration and fundraising.

If you have an in-house telemarketing department, you should run a test campaign with a sales appointment setting service. You will be pleasantly surprised with the outcome you’ll make more money in less time.

 

 

How To Choose An Appointment Setter For Your Business

When choosing an appointment setter for your business, it is important to that their services are compatible with your company goals to develop to provide excellent customer service.

We all know that lead generation is important for a business to grow. It is also important to have a good system for contacting the leads to establish good relationship with them. Appointment setting services can help you manage your contacts, call them, deal with them and to set up a meeting.

To find new clients from those leads is not an easy task. It is absolutely impossible for a business owner to manage time and manpower to contact all those leads and make deals with them to do business. With B2b appointment setting, you can do all the tasks up to rescheduling and dealing with clients confusions about the set meeting.

Cost-Reduction

Outsourcing appointment setting services will not only help your business increase sales but it is also for cost-reduction and increase revenue. It will be much expensive if you plan to have your own appointment setting company. Training people and building the infrastructure will cost you a lot.

Double the Sales

B2B appointment setting services works like they are within your own company. They know how every product and services that you offer. They know how everything works. These will double the force of your selling system and increase sales output. They are expert in this field and able to make strategies that will work for your business.

To be noticed

Working with an appointment setter will not only increase your sales but will make you to be noticed by your prospects. There are different mediums that can be use nowadays like radio, TV, and online ads but business owners cannot be contented with them. They know that using the phone and talking to the potential customers is still the best.

What Appointment setting company to look for.

When working with an appointment setting services it is important that you work with a company that is already experienced and have good reputation. Check the companies that they have worked before. Look if they are effective like they said they are. Do not hesitate to ask questions. You must know how their calls are made, time they call, how many shifts and more. You might also want to know what other services they offer that can help your business grow.