With the insights collected through the sales journey, the representative should be able to present a unique and compelling offer tailored to the prospect’s specific business requirements. This stage is crucial since information about the prospects will help you personalize your outreach and increase your chances of converting them. We’ll get everyone together at a time that works for everyone in your organization. If you come on too strong, you’ll likely drive the prospect away.
They know how to initiate and carry a conversation naturally. A B2B appointment setter will primarily be dealing with calls, and it’s only logical to invest in a person that can converse with prospects well enough to convince them to try. Although salespeople are indeed an essential task force, you’ll want to keep their roles clear. Just because they’re good at what they do doesn’t mean they should be left to handle every single detail of the sales process. Bear in mind that different representatives mean different areas of expertise, and if utilized correctly, could mean success for your business. Within the Business to Business world often an appointment is needed to make a connection.
Whether making a call or sending an email, do your best to show a prospect how you can solve their problems. And a prospect’s response to it will help you understand whether it is a dead-end or if there is still a chance to close a deal. You can even attach this agenda to a calendar invitation that you send over. This trick will remind them why they agreed to this meeting in the first place and will keep them motivated to show up.
If you move straight from the last marker of Stage 1, the Reason for the Call, to the Questioning Stage you could lose the prospect. You’ve got through to the buyer, and you’ve completed the Introduction Stage of the appointment setting call, and they’re still listening. I used the money saving feature and benefit of it automatically tilting and every last pint of beer could be used, which meant there was an extra 2 pints per keg sold. The reasons I selected this benefit were because the money saving benefit would be of interest to everyone.
You can add a line about how you are saving the prospect time, by asking them a few questions to see if they would benefit from what you sell, before you arrange to meet with them. Here is an example of the feature and benefit that we used earlier as a Reason for Calling now being used as a Motivator. In the example we are using the potential benefits the prospect could gain, and the features that deliver them, in a motivating statement that will help us to move smoothly to the Questioning Stage. Before you try to arrange a sales appointment, you want to make sure that the prospect could become a customer. This is known as Qualifying the Prospect, and you do this at Stage 3, the Questioning Stage.
You only have a limited attention time from the prospect, so every word has to add something positive to the call, if it doesn’t – take it out. Information that makes you stand out from other sales callers. Something in common with the prospect could help to build rapport. Your experience or specialisation could be seen as beneficial to the prospect. Good, natural sounding, and can infer, wit the right tone, that you’ve previously spoken to the person. There are several ways to tell a prospect who you are and each one has a different impact on them.
I have not asked a question, and I have only said that it is worthwhile us meeting. There is nothing for the prospect to answer yet, and unless they are strongly against the idea of a meeting it would be unusual for them to object at this point. When you have all the Want to Know information you require, or you sense the attention time of the prospect is waning, you stop asking questions and move on to the Gaining Agreement Stage of the call. Look at your list and choose the information you are going to elicit first to start qualifying your prospect, then create a question that will get you that information. Using the example above you can see that to create your Motivator you select a benefit, it usually works well when using the same benefit you used for your Reason for Calling. Then select a feature that provides that benefit and put the two together as a question, your Motivator.
Yet, some SDRs may feel uncomfortable asking for an appointment, especially after an www.addtoany.com/share_save?linkname=&linkurl=belkins.io objection from the prospect. Our advice is to try to handle the objection and offer a non-obligatory meeting to get more information. According to Salesloft, the worst time to schedule a meeting is in the morning from 8 a.m. Conversely, the best time to set appointments is at the end of the day, from 3 p.m.
They’re used to needing quick, professional responses to set appointments right away. That’s exactly what we provide, with an experienced team that’s ready for anything. Our team gives us 24-hour coverage to meet you with whatever you need, whenever you need. Whether that means contacting a partner or prospect while you’re in another meeting or scheduling a call the moment you hear “yes,” we’re ready for you.