Appointment setting: It is the most common thing that gets in the way of growing your business through more profitable sales because it is always hard to do. The good news is that there are workarounds. This article discusses 3 steps that appointment makers can follow to quickly and effectively increase their phone conversion rates.
Most companies can’t close a deal unless they personally engage with a potential customer. If you can talk to a prospect in person, on the phone, or online, you can make a sale, right? Most of the time, it’s not the presentation itself that’s hard, but getting it set up. Becoming an expert appointment setter is crucial to your success as a business owner or salesperson.
Rather than just making a ton of unnecessary calls, you could put these three suggestions to use to increase the number of appointments you set up:
1. You don’t NEED this deal. This is a point that Jim Camp makes crystal clear in his book, Start with No: The Negotiating Tools That the Pros Don’t Want You to Know. Remember, he reminds us, you only want this deal, you do not need this deal.” When prospects hear fear in your voice (fear that you’ll lose the deal), they immediately back away. Engage them by telling them that if they don’t buy from you, it’s not the end of the world.
2.Your top priority should always be the customer. Prospects won’t want to meet with you at all if they think you’re only in it for yourself. Right away, in the first few seconds of the first contact, you must show that you are there to help, not to get what you want. This is very important because your prospect is already in a defensive state of mind before you even say a word.
3. Our clients value what we do for them, and you will as well. One of the best ways to break the ice quickly and get a prospect interested is to talk about how you helped another customer with a problem that is common in the industry.
For instance, you could say, “XYZ company was losing a lot of money because their attrition was worse than ever before. We ran some assessments, gave them our system, and they started saving $30,000 to $45,000 in recruiting and training expenses. It would take them 12 months to pay for itself. Have you ever had trouble with attrition like this? When do you want to talk about it?” It was short, sweet, and got to the point.
Appointment setting services
If you want to hire one of the many appointment-setting services out there to do this job for you, you should be very careful about who you choose. Every time a representative calls, the reputation of your company is on the line.
I am a professional that operates at the high end of this market. If you sell a big-ticket product or service and need to connect with executives in order to make sales, I am the man for you.
I also offer appointment-setting services via a lower-risk business model. You can try me out for a lower commitment fee, and quit early in the process if I am not the right-fit partner for your outbound campaigns.
You can do it yourself, or work with outside help—either way, I wish you all the best as you grow your business by setting more (and higher-quality) appointments.
See if I am the right-fit partner for your outbound campaigns CHECK FOR FIT