If you rely on an agency for lead generation to book appointments with customers for you, make sure that you are getting the most value for your money. In the end, you require meetings with decision-makers. Agents who are calling must understand and employ methods and strategies for setting appointments that allow you to reach the key decision-makers. What plans are we discussing? Here are a few items you should think about.
Confidence and not pushing.
It’s essential that your appointment-setting team is knowledgeable and inform potential clients that they are familiar with without being pushy or arrogant. There is a fine line to walk. One aspect of being looking for is the capacity to be competent in assessing candidates without being interpreted as a survey. If an agent is able to hold conversations with a potential client, they’re more likely to appear professional and confident and not pushing.
A direct approach
to appointment-makers must be clear to the prospective client and inform them of the reason they’re calling. The best way to begin the conversation is to introduce yourself and then to consider if it’s a good idea to arrange an appointment.
Reach out to the decision-maker.
Once your tile-rep says it is sensible to schedule an appointment, ensure that they’ve booked the work with the decision-maker. It doesn’t make sense whatsoever to have a meeting with the computer expert who isn’t taking or influencing the final decision. The sales rep won’t be able to conclude the deal with that person and must attempt to reschedule the meeting with the actual decision-maker. That’s not a good thing for anyone!
Evaluation and positioning
Make sure that the appointment setting reps will tailor your message to the individual by highlighting your expertise and how you’ve assisted similar companies to theirs (name dropping could help) and highlight your company’s expertise in the field. Offering testimonials from your clients can build credibility with prospective clients and present your business as a partner. It will position your business as a leader and help set your business apart from other companies.
Ask them to say YES!
Telemarketers who are skilled can set the appointment because they don’t appear as telemarketers who are generic. Making them say yes to meetings is a gradual part of the dialogue. The first step is to get them to agree to the need for the product/service you offer. This is in line with bullet point 1 of being confident but not being overly pushy and to the previous bullet point about placing and testimonials if your tele-team is able to pull everything that is discussed here and then get potential clients to agree to “Yes” to an appointment.
Timing is everything
Think about the times that reps will call to make appointments. Mornings on Mondays are probably not the most productive time for people, they are busy with emails and calls to attend to, and they’re working on their schedules for the week. Avoid lunchtime and the end of the day, as people are likely to be caught in a rush. In addition, Friday afternoons might just be the ideal moment in order to get customers’ attention since they’re likely to be at work. They could be happy, TGIF!
It is essential to review the strategies and methods your service representatives at call centers employ to make appointment times. Your business will only grow better if it has good appointments from the beginning.
LeadMaster provides tangible benefits for marketing, sales, and call center personnel via internet-based LeadMaster solutions. Its online application helps close the gap between sales and marketing by monitoring leads in real-time throughout the sales cycle from lead generation to closing. It combines sales force automation with marketing automation and virtual capabilities for call centers. This powerful CRM on the web application assists companies in determining the areas where leads are rapidly converting into revenue to improve close ratios and increase the return on investment for marketing campaigns.
