Appointment Setting Best Practices

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<h1>Appointment Setting Best Practices</h1><strong> Author: <a href='http://www.articleseen.com/profile_Kristina Murray.aspx'>Kristina Murray</a></strong><br /><p>If you use a lead generation company to find customer appointments for you, be sure you are getting the best bang for your buck. The bottom line is you need appointments with decision makers. The calling agents need to know and use appointment setting techniques and strategies that can get you to the decision makers. So what strategies are we talking about? Here are some of the things you need to consider. Confidence not pushiness – It’s important your appointment setting team know their stuff, and they need to let the potential client know they know their stuff, without being pushy and presumptuous. It’s a fine line they need to walk. A good thing to look for is the ability to be able to qualify candidates without it sounding like a survey. If a rep has the ability to have a conversation with a potential client, they are more apt to come across as confident and professional, not pushy. Direct approach – Your appointment setters need to be straightforward with the prospect and let them know why they are calling. The best way to start the call is to introduce your company and to just see if it makes sense to set-up a meeting. Get to the decision maker – Once your tele-rep confirms that it does make sense to set-up a meeting, make sure they are booking the meeting with the actual decision maker. It makes no sense at all to meet with the computer guru if he won’t be making or influencing the decision. Your sales rep will not be able to close the deal meeting with that person and will have to try and reschedule with the real decision maker. That’s not productive for anyone! Positioning and testimonials – Be sure your appointment setting reps are customizing your message by discussing your company’s expertise, how you’ve helped other companies like theirs (name dropping may help) and highlighting your company’s industry knowledge. Sharing testimonials from clients will help to build credibility with the prospect and position your company as a business partner. This will distinguish your company as a leader and set you apart from all the others. Get them to say YES! – Good telemarketers can set the appointments because they don’t come across as generic telemarketers. Getting them to say yes to a meeting is a gradual process in the conversation. The first step is getting them to say yes that they need your product or service. This goes back to the first bullet point of being confident without being pushy and the previous bullet point of positioning and testimonials. If your tele-team can pull everything discussed here together, then they can get prospects to say “Yes” to a meeting. Timing is Everything – Think about the times the reps will be calling to schedule appointments. Monday morning is probably not going to be the best time, people have emails and phone calls to catch up on, they are busy planning their week. Avoid lunch time and end of day when people are more likely to be in a hurry. And, Friday afternoons may just be the right time to reach hard to reach customers since they are probably in the office. They might even be in a good mood, TGIF! Take time to check out the strategies and techniques your call center service reps are using to set appointments. Your business can only get better if you get quality appointments from the start. </p><strong>About the Author:</strong><br />http://www.leadmasterdirectmarketing.com<p> Article Source: <a href='http://www.articleseen.com/Article_Appointment-Setting-Best-Practices_38382.aspx'> http://www.articleseen.com/Article_Appointment Setting Best Practices_38382.aspx</a></p>

Article Source : http://www.articleseen.com/Article_Appointment Setting Best Practices_38382.aspx

Keywords : lead generation, sales generation, appointment setting, outbound telemarketing, telemarketing lead generation, appointment se,

Category : Business : Sales