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Understanding The Aspects Of Appointment Setting

Successful business relationships begin with one important factor setting appointments. In order for a company to build a strong business affinity with a customer, one must first establish a connection with a potential client or prospect by going through the very first stage of contact which is arranging meetings.

While many telemarketers are exceedingly skillful at appointment setting, some sales people forget how critical this task is for the success of a business. Individuals who have been in the telemarketing industry for a long time tend to act like robots and set halfhearted meetings which could do more harm than good for the company's sales goals.

Appointment setting requires a sizable amount of patience and self-control if one is to be successful in it. Many times, fear of rejection causes a salesperson to get so frustrated and overlook the value of setting good appointments. Failing to look at the big picture and understand the real effects of arranging meaningful meetings can be a huge deterrent to an organization's growth.

All size businesses acknowledge appointment setting as one of the most lucrative and important telemarketing processes in existence today and for this reason, contact centers have set strict rules and standards so that sales representatives and agents can perform this task effectively and achieve great results.

To perform this task with efficiency, keep in mind that setting an appointment is like preparing for battle (a meaningful battle that is!). A soldier never goes to war without making sure he wears armor and he has the right kind of weapons. Same is true with setting appointments. Emotional preparedness (or having a significant level of forbearance) serves as the armor to overcome rejection and unanswered calls, and identifying the right decision makers and recognizing buying signals/needs for a particular service/product are the weapons to help set a good appointment.

Of course, the success of any marketing or sales effort does not entirely depend on one single aspect of this job. One should also take into consideration having a sufficient and high-quality list of prospects to call. Data is crucial in this game and it makes sense to start off appointment setting plans with well-selected and evaluated information. Using a list of inappropriate prospects to begin with is a waste of time and resources.

Another aspect of appointment setting possesses a certain level of confidence and good communication skills. Communicating well along with utilizing a well-structured call guide plays a vital role in this process. It is important that the appointment setter understands fully well the nitty-gritty of the product /service being introduced and that he/she follows a logical method of informing the prospect what the call is all about. What a salesperson say or do once the prospect is on the other line can create opportunities or completely ruin the call. In many instances, agents tend to get so caught up with production metrics that they go on calling without first equipping themselves with the essential information on what they are offering. Representatives lose credibility and prospects end up saying no or hanging up the phone.

Understanding the nature of appointment setting does not end with successfully arranging meetings. It is imperative not to neglect the fact that telemarketing is quite a challenging job, and setting appointments requires constant learning. Being able to set a few opportunities to pitch does not mean that one has mastered the job, and like any other marketing approach, it is best to keep an open mind for new ideas and have room for improvement.

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