Being Good at Outbound Appointment Setting

1. Being Good at Outbound Appointment Setting Appointment setting is one of the most effective yet challenging stages as far as business development is concerned. If handled in the right manner, this service can speed up the success of any company because it will help bring in more sales. It is very important to have a strong list of leads or appointments because no matter how experienced a company’s sales team is, with a good list of leads, producing tangible results will be difficult. This is the reason why companies need to increase their efforts in producing a good list of prospects right from the lead generation process. Only when they have good leads, appointment setting will be easier. Getting better at outbound appointment setting • •Appointment setters are responsible for contacting quality leads on the phone for generating appointments with them. Leads are people who have shown genuine interest in the company’s products and services and are authorised for making purchase decisions. • •It is not an easy task being an appointment setter. If they are not delivering results, productivity of the company will suffer to a great extent. So in order to get better at this service, appointment setters need to prepare themselves in advance. • •Here are some of the useful tips that they can consider to get better at outbound appointment setting: • •Perfecting the appointment setting script is very important because without a good script, pitching the products and

2. services to the prospect will become difficult. It is necessary to get the prospect’s attention during the call and this is possible only when the script is good. It needs to have a good introduction and the appointment setter needs to identify who they are and which company do they represent. • •Appointment setters should always sound excited about the products or services that they are offering. This excitement will reflect on the leads and they would want to know more. It is better to focus on speaking a bit slow and clearly because if the appointment setter is speaking fast, it will get difficult for the prospect to understand. • •Even though the script is necessary, it is very important to listen to the leads. Appointment setters should never be in a hurry to complete their script. If they listen carefully, they will be able to pick up on cues that the leads are sending out, indicating whether or not they need the products or services. If the lead has thrown a cue, it is not a good idea to continue with the scripted pitch. Instead, appointment setters should make necessary changes in the script and satisfy the lead’s queries. • •In order to be successful at appointment setting, the staff needs to learn how to handle objections. The best method of handling an objection or rejection is to be prepared for it. They should always rehearse rebuttals for every possible objection that the lead can present. They should know the rebuttal they need to pull out if a lead objects to their pitch or appointment.