Today’s buyers are harder to reach and convince because of the rise in scams and competition. Getting them to set an appointment with you seems like a complicated and challenging task. But, the good news is that you don’t need a lot of dynamic strategies for scheduling different appointments. Why?
Because appointment setting generally requires you to follow a template, while interacting with your leads. You must follow specific steps and stick to the template while talking to most B2B clients. However, the process you follow should be optimized to drive better results. So, How to set appointments?
This blog guide will comprehensively discuss proven steps to help you set appointments when cold-calling your leads. Before we get to that, let us look at what appointment setting is!
Table of Contents
- Appointment Setting – Is Not Just Any Other Meeting
- Why Appointment Setting?
- How To Set Appointments
- 5 Techniques To Set Appointments
- Frequently Asked Questions
- Wrapping Up
- Related Posts
Appointment Setting – Is Not Just Any Other Meeting
Setting an appointment is not just about scheduling a meeting. It requires a strategic plan behind it. The appointment you schedule for your clients with their prospective clients is the final stage of the sales funnel. On completion of the appointment meeting, the prospective clients you attracted should agree to make a purchase of your clients product or service.
In other words, through the appointment setting service, you can help your customers to reduce the time they spend on lead generation. On their behalf, you can analyze their buyer persona, gather leads, reach those leads, and convince them to become their customers.
All your client has to do is to meet the nurtured client who is already informed and interested in their service, and close deals with them.
Why Appointment Setting?
Appointment setting is a crucial sales process with the end goal of setting an appointment with a lead. The appointment setter reaches out to potential clients via a call, an email, or through social media to qualify, nurture, and get them to the next stage in the sales pipeline. In the next step, the sales executives convince their leads to buy and close deals.
This is essential because only qualified leads go into the sales funnel, and the salesperson will focus on clients more likely to convert. That’s why many businesses have started incorporating the appointment-setting process to save time and prioritize interested leads. A survey from exploding topics says that 44% of the salespeople hardly find time to follow their leads. After knowing the importance of Appointment Setting in the business, do you think the it is good to skip the process? Let’s now move on to our ultimate guide to help sales people win clients through appointment settings.
How To Set Appointments
Appointments are a crucial meeting that can decide the conversion rate of a business. So the way it is set must be compelling enough to achieve conversions.
Say you are Business A who has got a client, Business B.
B’s requirement is to simplify their process of bringing in clients to their business. In this case, being an appointment setter, Business A understands Business B (your client), the audience, and the plot strategies to reach them. As a result, your sales team can nurture them to become Business B’s customers, and schedule a final meeting between Business B and those prospective clients. Associating with a team of experienced appointment setters would help you with increased sales leads in your funnel.
5 Simple Steps To Set Appointments
To land a sales appointment successfully, you should focus on the steps below. These can help you qualify your leads as prospective clients, and get them to set appointments with your sales team. Here are 5 simple yet effective steps to increase the conversion rate of your customers. By following these steps, you could schedule highly-converting appointments.
#1 – Understand Your Ideal Customer
First, you need to be 100% clear about who you are interacting with. When you know your ideal audience, you will have common pain points and solutions in mind. That is why creating the Ideal Customer Profile (ICP) is important. There are two ways to create the ICP. You can either put up the points that the business thinks about the ideal customer, or look at your existing customers and prospects to pull up relevant data.
When you have the ICP in mind, you can easily assess the leads over the call to understand whether they will buy. Your outreach will be more efficient if you have your ideal customer in mind. Try to completely understand the ICP, and you may be able to screen the leads to decide the clients you want to connect with.
#2 – Do Your Client Research
You might have one or two ideal customer profiles, but that doesn’t mean that prospective clients will be the same as defined in your ICP. This is why you need to know them before getting on the phone. While not delivering the sales pitch or message, you should focus on personalizing the client interaction to make successful sales appointments.
This can be done by collecting basic information, like age, professional background, or role within the organization. You can then effectively curate your offer with the right context and touch of personalization. Also, in the B2B industry, client research helps identify potential business problems. 83% of B2B professionals agree that personalized sales outreach related to their business problems is important. This says how important it is to research your clients and develop the right message to set appointments.
#3 – Have Appointment Setting Scripts Ready
Like salespeople, appointment setters must also be ready with pre-made scripts for different ICPs. These scripts do not define the complete conversation but typically cover the beginning and direction of the cold-call interactions. With the help of a well-defined script, you have a roadmap for the conversation. You will take the conversation in a structured way to understand the pain points and then eventually talk about the solutions. Also, a script helps you determine which approach works best for your leads.
While preparing the script, ensure you do not sound robotic, as the prospect wants to talk to an actual human. Please only start talking directly about your brand or the topic with their permission (regarding whether it is a suitable time to talk). Next, ensure that you create interest in your product/service without using too much sales pitch. Finally, optimize your script as you make more calls to refine your appointment-setting approach.
#4 – Have an Engaging Conversation with Your Lead
The thing about today’s busy and competitive world is that you don’t have much time to catch the lead’s interest. When the prospect detects a compelling sales tone, they get into rejection mode, and eventually cut the call. This is why your conversation needs to be engaging while keeping the spotlight on your product’s value proposition.
Without being pushy, you should first listen to their problems and needs. Based on that, try to provide the relevant information without taking much of their time. Once they are curious, engage them in a conversation that moves towards setting an appointment. Remember, you are not selling the product over an appointment-setting call; you are just intriguing them with your pitch to getting them to a sales appointment with your salesperson.
#5 – Follow-up to Avoid No Shows
Again, your leads are probably getting calls from different competitors, and setting an appointment with you doesn’t mean the job is done. Not showing up is common, and you must avoid such a scenario after setting appointments. You can strategically send follow-up texts/emails to your leads. First, send an email about the appointment confirmation and other necessary details, like timing, meeting link or venue, and your contact info to get in touch in case they want to reschedule the appointment.
Next, remind them a few hours or a day before the appointment. If you are persistent in your efforts, it reflects a good brand image. If they still miss the appointment, you can send a missed appointment follow-up email to politely ask them for another suitable date and time to reschedule. With your email, you can attach some resources, as well related to your brand to pique their interest.
1. Why is appointment setting important?
Appointment setting service is a marketing tool that improves your prospecting and portrays trust to your potential clients. An appointment setting facilitates handling customers professionally and guides them towards a purchase, so many businesses that need more resources opt for an appointment setting agency.
2. Can appointment setting increase sales?
Appointment setting services have the expertise of growing the interest for your product or service by explicitly targeting potential clients of your targeted demographic. They also optimize your sales strategy, thereby increasing lead conversions.
3. How can appointment setting be improved?
Some ways appointment setting can be improved are as follows:
– Plan your day and set agendas ahead of time.
– Avoid using fancy software applications.
– Schedule a time to prepare for the meeting.
– Check if you really need a meeting.
– Confirm when and where the meeting will take place.
Well, that’s all from us on how to set appointments!
It is clear that appointment setting is not just a process to get your leads to the next stage, but also a step to filter the qualified leads from the lot. When you follow the steps discussed above, you can make more appointments to keep the sales funnel flowing with quality prospects.
By testing, tracking, and analyzing the appointment-setting process, you can finetune your flow of things to optimize your process per your ideal audience. However, it is more challenging than it sounds, which is why many businesses prefer outsourcing the appointment-setting process so that their salesperson can focus on closing the deals.
If you are looking to outsource your B2B appointment-setting ventures, feel free to get in touch with our experts to skyrocket your sales funnel with qualified leads!
- 5 Skills You Need to Have As a Successful Appointment Setter
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Illustrations by Storyset