Appointment setting is one of the most important aspects of telemarketing. Often the key to achieving your campaign goals, appointment setting brings your sales force and your potential new clients together. As well as being one of the most essential parts of telemarketing, appointment setting is one of the most difficult. However, since few relationships in business can begin without first speaking directly to a prospect, appointment setting is something all telemarketers need to master.
Make it about the client
When working towards making an appointment, it’s important that telemarketers ensure the prospect remains at the centre of the call. If telemarketers can make it clear that they’re there to make prospects’ lives easier, potential clients will be a lot more likely to take an appointment with the sales force, and the subsequent meeting will be fruitful for both parties. Telemarketers should make it clear that it is the sales force that’s there to help the prospect find the product or service that suits them and to provide any additional information they need before making a purchase.
Giving the prospect space
Telemarketers should make it clear that the product or service they’re offering will benefit the potential client. They should try to avoid giving the impression that failing to set an appointment or make a sale will negatively impact on them or their business. And remember, this isn’t a sales call. It isn’t up to the telemarketer to try and clinch a sale. Businesses are much more receptive to a call that can be followed up in their own time, to their own schedule.
Confirm the contact
It’s essential that telemarketers confirm they’re setting appointments with the right person. The sales force needs to know they’re speaking directly to the decision maker, otherwise they’ll be wasting their time as well as the potential client’s time. Taking a moment to confirm the appointment is with the right person will give the meeting a better chance of success and get the sales force off on the right foot.
Focus on the task in hand
The main goal of a call is not to set an appointment, it’s to communicate the benefits of a product with a view to setting an appointment. It’s a crucial difference that telemarketers sometimes fail to appreciate.
They should avoid trying to sell products or services to the prospect and instead keep the focus of the call on the benefits of the product. By communicating these benefits with a view to setting the appointment, telemarketers can avoid wasting everybody’s time – including the sales force.
It also gives them the opportunity to tailor their call to suit the requirements of the prospect and give themselves space to answer questions and offer solutions. It’s then up to the sales force to move things forward and take full advantage of the hard work the initial telemarketer has done.
As appointment setting is such a fine art, many companies outsource the task to third parties. This helps to ensure the job is done well and often gives telemarketing campaigns a greater chance of success. To find out more, or to learn about the services we provide, explore our site today.