Every business requires having a direct communication on a one-on-one basis with prospects to increase sales. That is why in almost every business sales manager totally rely on appointment setting to crack the deal. It requires a lot of time to first make calls, then try to set up an appointment with the potential clients. In today’s world, time is money for all. In such case setting an appointment with the potential client, acquiring their time and that too on the phone or managing appointment setting tasks on the computer is troublesome. If you are struggling to set up appointments and would like to become a professional appointment setter, you should try adopting the below-mentioned techniques rather than making fruitless calls.
In today’s era of socialization, there are various mediums available which can be utilized for appointment setting. Multiple mediums such as emails, letters, and voice mails, attached notes in packages, messages through social media connections, websites and personalized notes can hold the prospect’s attention to get in touch with the prospects as many times as possible.
A positive and confident opening statement is likely to set the tone for the rest of the conversation. It is advisable to do a little research rather than making random calls. A well-drafted call worksheet with all relevant details about the client should be handy before you start making the call. Clarity regarding the purpose for which the call is made or an idea about the outcome of the call and while conveying a message will help for appointment setting.
The way of approach
Within few seconds of making a call, if the client feels you are making calls for your profit the client may resist setting up an appointment. It is essential to break the talk by exuding service and not own benefits. While talking use positive words, be clear, precise and assertive, which will create a base for developing a genuine relationship which will last for years to come.
Avoid visiting client’s office when the client is away making sure that you acquire their email, time and date of appointment. Make a pre-call before your visit. Always remember to slow down while leaving a message and repeat the information twice to confirm it. Above all be ready to listen to more No’s than Yes’s while doing appointment setting.
Reaching out to clients during off hours
The biggest mistake made by most business development associates is to contact the client during the business office hours. The secret, on the other hand, is to catch them early in the morning before the office hours or late in the evening after office hours, usually when the decision maker is free and in a mood to respond to you better.
With the help of the above guidelines for appointment setting, it will be a matter of time before you would have mastered the techniques and secured a meeting. However, if you still think that you are wasting your valuable time on appointment setting, then outsource it to iSN Global Solutions while you concentrate on cracking the deal. Visit iSN Global Solutions for more details.
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