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Appointment setting is one most important and challenging steps in the sales cycle. An appointment setteru2019s role is not just limited to cold calling but it is way more complicated than that.
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Appointment setting is one most important and challenging steps in the sales cycle. An appointment setter’s role is not just limited to cold calling but it is way more complicated than that. • Let us dig deeper and understand what are the major challenges involved in appointment setting and what are the possible solutions to deal with these challenges.
Finding the Right Contact • An appointment setter is given a list to make calls. However, the list may not always have correct data. Data becomes stale relatively sooner these days considering people tend to change jobs more frequently now.
Solution: High Quality Lists & Regular Data Cleansing • Building a list of right contacts is a crucial step that precedes appointment setting calls. The more accurate is the list, the lesser time will be required by the appointment setting team to reach the right contact. Once the list is built, reviewing the data for calling in regular intervals of time is essential. Data needs to cleansed at least once in three months. This will ensure the quality of the calling lists.
The Sales Script • Most of the times, the prospects are busy and do not have the time to pick up calls and listen long sales scripts. So, they simply say that they are disinterested. • Solution: Short & Precise Pitch • It’s very important to keep the pitch precise and short. It should encompass all the services offered in short and the USP of the organization.
Inability to answer questions during a call • Sometimes, it is seen that the prospect starts asking questions to find out more details. But, unfortunately, the appointment setter cannot answer most of the questions. In such cases, the prospect just loses his interest and what could be a lead turns into a disappointing call.
Solution: Thorough knowledge of the product or Service • The appointment setter must have through knowledge of the product or the service that is being offered. He should be aware of the benefits of the products and what pain points it can address. These points cannot always be included in the sales script but if the prospect asks any question even before giving an appointment, the caller should be able to answer the questions. If heavy duty alterations are to be made to a product, then it is understandable that the appointment setter may not be ale to answer those questions. In such cases, he needs to set up an appointment wherein a business analyst can join in along with the sales team.
How KIA Biz can add value • At KIA Biz, our core competence lies in offering our sales enablement services. We help our client with b2b list building wherein we find the right contacts to call. We also help in data cleansing that is carried out in regular intervals of time. We also cater to B2B appointment setting needs of our clients. Our team of highly efficient callers sets up appointments with companies across the globe and across various different sectors. For B2B list building services, data cleansing and appointment setting services, do write to us at info@kiabiz.com
