You train your sales reps, create content, research leads & prepare outbound campaigns, track various metrics, or outsource all of the above to reach one goal—to set an appointment in order to make a great sale.
Let’s fast forward our sales movie a little bit: You are 1:1 with your perfect potential connections customer. This prospect is qualified & interested in your services, & impressed by your publicity. You totally match, & you land with a deal. The sales funnel grows, & your company prospers. Bravo!
Let’s be a great appointment setter!
Wait, rewind to the beginning. We know how the sales lead generation process works perfectly, but who got the appointment? Let’s dig deeper to find out who are B2B appointment setters & what skills they require to become (Oscar-worthy) salespeople.
Who Is an Appointment Setter?
An appointment setter is a person who works in sales usually occupies space a sales development representative (SDR) position,& sometimes has a position of the same name, & conducts a series of steps to set a sales appointment between a company & a potential buyer.
These steps include receiving & preparing leads for the outreach, finding valuable information for personalization, & finally reaching out to the leads via social media, emails, blogs, or calls.
The part when the initial contact occurs & a conversation started is the beginning of the great appointment setting.
Is Appointment Setting Hard?
Setting appointments is a job with a high-level responsibility, also for sure. That’s why so many companies make sure to outsource these services. But is it too hard to even pursue it? No.
Appointment setting is may a part of an outbound lead generation, & as we already know, that is something worth doing. Also, there are at least a few tricks you can master to create this process easier.
Great tip: Use all outbound lead generation strategies to make your sales development more useful.
Appointment Setting Skills
We want all our workers to be disciplined, hard-working, & motivated. However, what skills identify a most successful appointment setter?
An average SDR(Special Drawing Rights) has a million things to do in a day: checking CRM (Customer relationship management) tasks, sending out emails, managing statistics, & conducting calls. For different activities, the best thing to do is create a schedule with blocks of time dedicated. Make sure to consider various time zones of the leads when you set up your timetable or schedule.
If you don’t have a schedule in place then you can check our article on what our SDR(Special Drawing Rights) does in a day. Take your best opportunity from here appointment setter.
Before starting an appointment to counterattack at the leads and an SDR has to determine if they can be qualified to go further down your sales funnel. There are plenty of lead qualification methodologies to choose from, like ChAMP or ANUM or BANT, or note: At CIENCE, we prefer note: but we’ve also created an article to help you tranquilize.
An essential skill for an appointment setter is being able to carry out a conversation. An SDR (Special Drawing Rights) has to deliver the value of your services, ask appropriate questions to discover specific pain points &, importantly, listen to what a lead has to say.
Sounding friendly & optimistic creates rapport & sometimes eliminates sales objections even before they arise.
Objections will grow during prospecting. Sometimes leads don’t have enough time or think your services aren’t necessary for their business. That’s when a skilled appointment setter sees a chance to overturn an objection to a good opportunity. Check out the most common sales objections & how to overcome all of them.
Just after an SDR sets a date for a B2B(Business-to-Business service) sales appointment & it doesn’t mean it will happen. Every company tracks the no-show rate, & one way to prevent it from happening is to send a reminder. A few hours previously to the appointment, one reminder should be enough & though every outbound campaign is unique.
A skilled appointment setter also doesn’t give up spontaneously. A good lead generation campaign usually has at least a few things of follow-up emails after the first touch. However, a lot of sales reps do not answer negative or argumentative messages. That’s a rookie mistake for every answer is an opportunity.
To open a great sales pitch, an SDR should be fully aware of the value proposition & its impact on a potential customer’s business. Our advice is to put a human first, a “you” message instead of an egocentric “me” message that’s a great way. For more details, you may like to go here appointment setting.
Make your hoist pitch short yet full of value. Avoid pushing too hard; being “sales” is not a trend you want to hop on the hop.