...In the business of increasing business
We are an award winning Marketing company providing a wide range of telemarketing services for business to business organisations, database updating, appointment setting, lead generation and seminar booking.

Appointment Setting

Would Appointment Setting be a Valuable Service for Your Business?

Making Appointments for your Sales Team

There are many types of appointment we keep in our business diaries and many of them every week will be to meet with people we already know. We might need team meetings internally with people in our own organisation or management meetings to discuss issues that have arisen from both internal and external circumstances that affect the smooth running of our business. If we run our own business or are involved in bringing in sales for the company we work for there is another type of appointment that is not so easy to set up. New prospects constantly need to be found and we need to build relationships with them before some of them will become customers.

Four main points underpin all successful prearranged appointment setting for business to business service providers:

  • Finding out who the decision maker is for your type of business service
  • Convincing the decision maker that an appointment with a top-notch specialist in your company would be beneficial
  • Arranging a convenient time and a place for an initial meeting to occur
  • Reaffirming the reason for the meeting and ensuring that the importance of it is clear to the decision maker

As you can see from these four points, there is absolutely no reason why this activity of appointment setting should not be carried out by someone other than the top-notch specialist who will be involved in the meeting. In fact, as you will see in the discussion that follows, having an appointment setting company making appointments for the specialist can provide a much more powerful incentive to regard that meeting as being more important than if they are already talking to them.

The first step in appointment making is so important that it should never be left out. Many unskilled appointment setters could make the mistake of assuming that the appointment needs to be made with the boss. They find out who runs the company and then try and get an appointment with him or her.

Yet this ain't necessarily so, as the song goes. B to B Services cover a wide range of activities so it is important to identify which department or branch of a company would most benefit from the specific service that is being offered. There is no point wasting time setting an appointment with someone who has no responsibility for the service area. The boss of the company may employ a manager to take on the responsibility for this. So this first step is so important that it is worth several phone calls or emails to help clarify. Usually it is a matter of getting past the receptionist, in order to talk to a head of department. What you certainly don't want to do is make an appointment with someone who doesn't have the responsibility to make a decision. This will just waste the time of the specialist. 

Having identified the right person, the next step is to convince them that it would be beneficial for them to meet with your specialist sales person. This is where knowledge of the benefits of the services on offer come in. An appointment making company will need these to be clearly identified. Exactly what is on offer and why that would be useful to the prospect. Being skilled at communicating these benefits is crucial for those involved in appointment setting.

Once it has been agreed that a meeting would be beneficial then the next phase comes into play. Setting the right time and place should be done immediately the benefits of a meeting have been established otherwise the reasons for the meeting may grow faint and have to be re-established. Successful appointment setters approach this third phase with even more care and attention than the first two stages. Would it be useful for an initial contact to be made on the phone? Would a visit to the prospective client's office be required for the sales specialist to size or measure requirements in order to provide a quotation? Would a face to face meeting better establish a long term relationship? Would a visit to the service provider's premises impress the prospect and create a better buying opportunity?

The final step, then, once an appointment time and place has been agreed, is to once again go through the reasons for the meeting. This can often be overlooked but it is vital to re-establish the importance of the meeting by going through the benefits to the prospect once more. This is where more doubts and objections may be uncovered. Is the prospect satisfied that your company can handle their business? Do they need to see testimonials from other satisfied customers? It may also be necessary to discuss the boundaries of the initial appointment, so that both parties understand what they are going to be talking about before they arrive at the meeting.

After all these phases have been completed the appointment needs to be confirmed. Preferably by the specialist sales person who is going to meet with the prospective client. It is important, however, that this is all that is done. A confirmation email or phone call should not attempt to start the selling process with further information or discussion. This is the way for appointments to be cancelled.

If you would like us to discuss appointment setting for your company then please contact us without delay to find out how inexpensive it could be to provide you with a constant stream of new appointments for your sales team.

 

 

 

Get News in Your Inbox!

enter your email below and get our monthly newsletter in your inbox.
 
Follow us on Twitter