Are you working to get clients through cold calling?
Then, you probably know the importance of sales engagement and how it impacts the overall sales call process.
It must be noted that reaching out to a massive number of prospects isn’t the only thing you should focus on. The quality of your outreach matters. How do you ensure quality? It basically depends on your abilities and the tools you work with.
That being said, in the current times today’s buyers are relatively harder to reach. A report given out by the Sales Development Technology Report stated that it takes an average of 18 calls to connect with a buyer. And note that usually it’s more than 18 calls!
Connecting with the buyer is also an achievement in itself, and when you do, you must ensure that you’re putting in your best. Here we have listed some expert tips to enhance your appointment setting services on prospect calls.
1. Take Care Of The Time
As an appointment setter, time has a very crucial role in your job. At the same time, you must know that time is highly valued by every prospect you’re contacting. This is why you want to catch your target contacts at the best times. The last thing they’d want is you calling them at dinner time.
While we’re talking about finding the right time, make sure you’re aware of the time zones. It might be time for work at your end, but the prospect you’re reaching out to has reached their bed to recharge for the next day.
That said, you don’t want to interrupt your prospects’ downtime or, worse, sleep. Try and set your calendar for every prospect on your list before you start dialing.
It might be possible that you’re working to get clients from an industry you’ve never worked with. So, it’s alright if you’re not aware of their downtimes. Do your homework. Start by finding out typical hours your target decision makers will be available in the office and only call in those times.
It’s important to know when the business is open, when you call them to set up a sales demonstration or consultation appointment.
2. Ask If They Can Talk To You
Business etiquettes always come before goals and skills. You should know that you’re practically disrupting your prospects’ work, their schedule, by calling them. This is why a lot of them will straight up tell you they’re not willing to talk, without even listening to your proposal.
This is why it’s super important that you ask them if they have a few minutes to talk. When they see you’re being considerate, they will most likely allow you to speak for a few seconds, giving you the chance to deliver your pitch.
However, if they tell you they’re occupied, ask them what’s the right time to call. Since you’re most probably reaching out to the decision-makers, there’s a high chance that they won’t have the time to talk to you there and then. Their tables are mostly packed with a very busy schedule!
But, since you’ve been considerate and you’ve shown them how you respect their time and work, they will be willing to rearrange the call and they might give you their calendar.
3. Show Interest In Their Products/Services
More than 30% decision-makers in the B2B industry prefer to talk to salespeople who understand their business and offer clear solutions.
Once you’ve earned the chance to talk to your prospect, make sure you go in with high levels of empathy and show interest.
Make efforts to understand their needs, and what issues they are facing. Don’t just pretend to be interested. People can very easily judge such behaviors. Do your research beforehand and try to be very interested in the life or business of the person you’re calling.
The only difference between a successful and unsuccessful appointment setter is the fact that the former is able to connect real-life human experiences and bring to light all situations that are troubling or challenging for the client.
Remember, you’re there to solve their problem, not to just sell your service. Any client would always want to know what’s in it for them. You will have to work really hard to earn their trust, and for that you will have to communicate the value proposition very clearly.
4. Don’t Ever Be Pushy
According to Hubspot, 50% of prospects are not interested in talking to salespeople because they are pushy.
While there’s no doubt that you will have to apply some pressure when you’re setting an appointment. But make sure it’s never too much. If you step a little further than you should, you will make the prospect feel uncomfortable and they’ll just write you off.
Just as we stated above, start by asking them if it’s the right time to talk, before you dive into your pitch. Proceed by asking a few questions that show your interest. Try and get them to talk about their work, and the issues they are facing rather than just bullying the prospect into setting an appointment.
If you use positive customer stories and persuasive language with courteousness, you might have a good chance to set a sales appointment.
5. Build Trust With The Prospects
Why do we trust machines? Because they don’t let us down and get the job done!
Channel your inner machine, folks. Remember, your potential client deeply values their time, and they won’t give it to you if they don’t trust you.
While you’re working on setting an appointment, work by building trust with 2 strategies:
a. Be Human
If your prospect preferred talking to a robot, or listening to automated responses, they would have never attended your call in the first place.
Nobody wants that. People love to talk to people. Therefore, don’t be all professional and robotic. You hear their cat in the background? Ask what they named their pet. You heard their toddler singing a poem? Talk about it.
Remember, you only have a few seconds to build your rapport with a cold lead, which is why it’s important to help your prospect loosen up. You should definitely ask the right questions and be on point, but don’t lose empathy in the way.
b. Your Goal Is NOT To Sell
Believe it or not, appointment setting calls are meant to attract a prospect enough to get them to a meeting. Don’t ever forget – your job was to set an appointment, not to sell anything.
It’s completely understandable that as sales folks, we all want to sell as soon as we get to talk with a potential client. But just as we stated above, you don’t want to push the prospect. You don’t have to pressure them into buying anything at first. You do that, and you lose them right away.
You should go into this call with a genuine desire to help, and allow the rest to flow naturally.
All said and done, patience and persistence is the name of the game. Don’t be demotivated if you’re not getting appointments. The rule is to keep dialing until you land one. Once you start executing the tips mentioned above, you will definitely start flowing in the right direction. Lead appointment setting might be a difficult task, and honestly, a bit daunting for first timers, but once you get the hang of it, there’s nothing more fulfilling and satisfying than closing a sale!