Oct23

How to Best Work Your Appointment Setting List

How to Best Work Your Appointment Setting List

Working a list for appointment setting purposes can seem like a never-ending task. However, it also is an important way to gain new customers and increase revenue.

If you feel that you have been making call after call without any luck, it is important to persevere.  As anyone in the sales industry will tell you, results will come-eventually.

Working a list for appointment setting purposes can seem like a never-ending task. However, it also is an important way to gain new customers and increase revenue.

If you feel that you have been making call after call without any luck, it is important to persevere.  As anyone in the sales industry will tell you, results will come-eventually.

So why does it take so long for appointments to begin to fill your sales team's calendar? It all has to do with making sure you take the necessary steps to create a sales funnel that is filled with the most lucrative leads all in one place. These steps are as follows:

  1. Zone in on decision makers
  2. Determine whether that decision maker is worth pursuing
  3. Warm up that decision maker

While tempting, skipping steps in the process is never a good idea. However, you can vary your approach. One example would be to consider ringless voicemails as the first point of contact when going after decision makers. Ringless voicemails allow you to deliver your uniquely crafted message to a cellphone without that phone ringing. Instead, the recipient simply receives an automatic direct voicemail.

One of the biggest reasons that ringless voicemail is so effective is because people actually listen to the message. Statistics show that the voicemail listen rate for ringless is 96 percent. What's more, with ringless voicemail you bypass the dreaded gatekeeper.

No matter what your initial approach, the fact is that the best appointment setters are willing to do what is necessary to make sure they identify the decision makers. In other words, the ones who are most likely to convert. Further, the most successful appointment setters always make sure they take the appropriate amount of time when cultivating a lead. They also will not give up too soon.

Finally, working a list is something that involves a constant balancing act. Prospects are continuously sorted into categories that include cold, warm and hot leads, keeping in mind that today's cold lead may be next week's hottest lead and vice versa.

Like anything else in life-and in business-persistence pays off. By the same token, giving up too early or an unwillingness to do all that is necessary to connect with a decision maker is sure to end in failure.