Appointment setting is a job that sounds simple. However, it entails more than just booking a meeting. It involves the art of listening, negotiation, influencing and masterful communication. Some business owners recognize that they need someone who is highly skilled in these matters. They hire their own personal appointment setter.
Others choose to outsource their appointment setting to the Philippines. There is an abundant supply of call centers and BPOs are offering this service. Still, others take it upon themselves to set their own appointments with their prospects.
While it is true that there are some people who are gifted with the knowledge and skills that contribute to a successful appointment setting. Anyone can learn to effectively set appointments, given the right information and with enough practice. If you are one of the business owners who want to master the art of appointment setting, you will be happy to know that there are easy and proven strategies that experts in appointment setting employ.
Read on for the experts’ four tips for easy appointment setting over the phone:
- Be polite enough to ask for your prospect’s time. Always remember that your prospects are not exactly expecting your call. They are likely to be in the middle of running errands, doing household chores, working or resting. After a quick introduction of yourself, immediately ask them if they have time to accommodate your call. Asking them this simple question works both ways. First, it shows that you respect them, their privacy and time, which will make them think you are a professional. Second, after establishing your high level of professionalism, they may be more receptive to your invitation to set an appointment. it will lead to more successful appointment setting results. And if they say they do not have time at the moment, you can quickly give them an alternative date or time.
- Remain focused on why you called. Remember that you are on the phone to set appointments, not to bombard your prospect with information about your company or product. This makes the call more organized, which will make you more productive, and faster, which your prospect will appreciate. Be direct to the point about who you are and why you are calling. Your prospect’s time is valuable, and so is yours.
- Listen intently, especially to objections. It would be wise to expect objections from your prospect. Also, it will be wiser if you have a ready answer for each of them. World-famous speaker and author Brian Tracy is often quoted as saying, “Objections are not rejections but requests for further information.” Your job when your prospect states an objection is to listen well, so you can better respond to it.
- Offer specific options. When your prospect states they do not have time at the moment to accommodate your call, offer them a specific, alternative date and time when you can call back. This is a proven way of leading the conversation and guiding them to commit to an agreed time in the future when they will be more prepared for your call. This also makes it easier for them to know more about your offer, and possibly say yes to it.
Follow these four easy tips today for a more productive and positive appointment setting experience!
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