Setting up an appointment call with eligible prospects can be a hard nut to crack. In this busy world, people hardly pick up random calls, even if done, it is still not easy to get them to listen to you for more than a minute or two. A survey from Gartner says, on average, it takes 18 calls from your end to reach a prospect, out of which only 1% of the people call you back on the missed calls.
Appointment calls are one such challenging task to schedule, sales professionals must tweak their marketing strategies to get the best out of their efforts. In this article, you will learn what an appointment call is, the perks of scheduling appointments, and some effective tips to help you set the most productive calls, so you can close the deal.
Table of Contents
- The Role of an Appointment Call in Sales Conversions
- Cold Calls vs. Appointment Calls
- 7 Effective Tips for Setting Up an Appointment Call
- Frequently Asked Questions
- Final Thoughts
- Related Reads
The Role of an Appointment Call in Sales Conversions
An appointment call is an agreement with the potential client to meet and discuss a service or product. Generally, setting up an appointment takes place during a cold call, which is also the first form of contact with the client.
An appointment setter is able to determine the client’s level of interest during the call. The main focus of an appointment call is to offer a sales pitch that best persuades the client. The appointment call is also focused on scheduling the appointment with the client. An appointment setter shares information about the benefits of getting their service or product to the client during the appointment call.
Cold Calls vs. Appointment Calls
The ultimate goal of any marketing campaign is to set up appointment calls with potential clients. Not all initial calls you make to reach your clients are appointment calls. Those are the initial attempts that fall within the scope of their visibility. Some still mistake cold calls and appointment calls for one another.
Cold Calls are done in the initial stages of the sales process, where you reach out to prospects intending to create an awareness of your service. On the other hand, appointment calls are closer to the end of the sales funnel. This call occurs after many strategic measures are taken by a sales team. Scheduling an appointment call directly means, the prospects are just a few steps away from becoming your clients.
Many services, like appointments.co, do this as a service. They reach out to the right audience, nurture them, and schedule them for your appointments. All you have to do is attend the deciding call and onboard them as your clients.
7 Effective Tips for Setting Up an Appointment Call
It is essential for a company to set up an appointment call with potential clients that will encourage them to sign up, thereby increasing the company’s revenue. When the sales appointment is scheduled with the potential customer, the sales professional has the opportunity to persuade the customer to consider purchasing their product or service.
Learning how to successfully schedule an appointment and close a deal can benefit the individual and the company in many ways. Here are some of the most effective tips you can use to set up a sales appointment call that can help appointment setters successfully set an appointment date with the client:
- Study the Market and Analyze Your Scope
- Analyze the Pain Points
- Map Your Service with the Pain Points
- Curate a Compelling Pitch
- Schedule Calls at the Right Times
- Establish a Sense of Trust
- Urge Them to Schedule Appointments
Let’s now discuss these tips in detail.
#1 – Study the Market and Analyze Your Scope
Before the appointment call is scheduled with the client, it is essential to learn about the client or the company. Make sure to look for information about the client, the company, and ways that your service or product can benefit the client.
This helps the appointment setter and the client communicate in a much more effective way. It is also important to share information about the positive impact the client or the company will experience if they purchase your service or product.
To communicate the benefits of your service or product for the client’s business, you must do in-depth research about the company, or the client and their pain points.
#2 – Analyze the Pain Points
A good opportunity to close a deal with a client is by assuring them that your product or service can be a solution to their pain points. If you understand the client’s pain points, you can ask them questions about the challenges and difficulties they are facing, or the problems they experience while performing a task.
Once you are aware of the client’s need, you can explain to the client how purchasing your product or service can help them solve their issues or pain points. Make sure to offer multiple solutions to help the client understand that you are qualified to solve the issues their business is facing.
#3 – Map Your Service with the Pain Points
As a part of the conversation, it is essential to tell the client about your product or service. Instead of explaining the product or service you offer to them, you can share the benefits that choosing your service or product can have for the client’s company or business. You can share information on how your product or service can improve their daily life and can help in completing certain tasks efficiently.
#4 – Curate a Compelling Pitch
During the appointment call, it is very important to make the first impression a positive and good impression. You can create a catchy opening pitch to make the client have a good impression. Catchy pitches also help the client to stay on the phone, and listen to what you have to say about the product or service you offer.
During the appointment call, take some time to let the client know who you are, what company you work for, the type of product or service your company offers, why you have called the client, and how purchasing your product or service can benefit the client.
#5 – Schedule Calls at the Right Times
It is essential to set appointment calls during off-hours. If you are reaching out to a client who has a busy schedule, it is important to check the time they are available to take your calls.
Calling the client at the right time helps to ensure that the client is free of distractions and can also communicate with you more willingly. Calling them at the right time gives the client the opportunity to listen to what you have to say about your product or service, and its benefits to the client’s company or business.
You must also be aware of the client’s time zone. If they are in a different time zone, make sure to check the most convenient time to call them.
#6 – Establish a Sense of Trust
It is essential to gain the trust of the client during an appointment call. You can build trust with the client by developing personal dialogues and expressing your empathy about the client’s busy schedule.
Establishing trust encourages the client to listen to what you have to say about the company and the product or service that you offer. During the conversation, it is essential for the appointment setter to be genuinely interested, and to understand the client’s pain points, needs, and requirements.
#7 – Urge Them to Schedule Appointments
Last, but not least, at the end of the appointment call, make sure to arrange a time for your sales appointment with the client. It is important to verify a specific time and date with the client when you schedule the appointment.
It is also a good idea to let the client inform you of the most convenient time they will be available for the appointment call. Try providing the client two different times as that increases the chances of the client picking the most convenient time for them.
Frequently Asked Questions (FAQs)
1. How do you approach appointment setting calls?
Some of the things to consider when you approach appointment calls are as follows:
– Be mindful of the customer’s time zone.
– Check if the prospect is available for the call.
– Research the company, or the prospect you’re servicing.
– Deliver an elevator pitch.
– Share information on how your service or product can benefit the client.
2. What 3 qualities do you have as an appointment setter?
The 3 qualities an appointment setter must have are:
– Persuasive and results-oriented.
– Good customer service.
– Excellent phone etiquette.
3. What makes a good appointment setter?
An appointment setter must be good at planning, organizing, and prioritizing their task. They must also be confident when they communicate with the client. Generally, a person who is comfortable communicating with a wide variety of people makes a good appointment setter.
4. How many calls does it take to set an appointment?
The number of calls required to set up an appointment depends on various factors such as how good the appointment setter can persuade the client, availability of the client, the client’s pain points, and the type of product or service your company offers.
Closing Thoughts
If you have been confused about how to set up appointment calls, this article should have helped you gain some clarity. In this article, we have discussed some of the most effective tips you can follow when you set up an appointment call that can help you close a sales deal for your company.
If you have been looking for services that can help you boost your sales to another level, make sure to reach out to us for effective appointment-setting services that can help you close a sales deal.
Related Posts
- 10 Tips for an Effective Appointment Setting Service
- 5 Skills You Need to Have As a Successful Appointment Setter
- Appointment Setting – The Ultimate Guide (Including 6 Tips)
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Samuel Darwin
Samuel Darwin is the President at Demand.me, where he helps businesses do more through SEO and Link Building. As a digital marketing professional, Sam has worked with several Fortune 500 brands across the US, UK, and Australia to improve their online presence.