Based on our extensive experience and deep industry knowledge, many marketing business development strategies simply miss the target. These flawed sales campaigns tend to include too much unnecessary information / data / statistics about the business and the service or product being offered. Without a doubt the prospect needs to comprehend the purpose of the appointment, however, understanding the true objective of the first call is paramount in designing the right conversation approach.
It is absolutely critical to emphasize that we use the term Call Guide instead of Script due to our belief that every Sales Agent / Appointment Setter must free flow the conversation with the prospect, and use the Call Guide purely as a reference for key information, statistical data, and industry specific terminology.
Example I:
Multi-Focused Appointment Setting Call Guide:
My name is Adam Fridman. I am calling from Idea2Result, a Chicago based Appointment Setting Service Provider. Our company was founded 7 years ago, we provide Appointment Setting Services and Business Development strategic advice to small and medium size businesses. Our single most critical objective is for our Appointment Setters/Sales Agents to fully integrate themselves into our clients organization. We strive to ensure long-term sustainability of our clients marketing campaign. We also showcase available agent profiles on our website to help our clients identify the right chemistry candidate. Are you available tomorrow at 3:00 PM?
Comments: you have lost the prospect at Hello, by the time you finish, the prospect will only remember Adam. Keep in mind, this is only the first call, most peoples this is a sales call radar is immediately activated, they have mentally tuned you out, and they cant wait to end the call for one simple reason, they are not interested to purchase your product or sign up for your service.
Example II:
Single-Focused Appointment Setting Call Guide:
My name is Adam Fridman. I am calling from Idea2Result, a Chicago based Appointment Setting Service Provider. I would like to set up a time to speak with you for only 15 minutes and share the success we have had with ABC Company in your industry, and illustrate how it might benefit your business. Are you available tomorrow at 3:00 PM?
This is a straight forward demonstration of honesty, confidence, assertiveness, directness, and respect for someones time. There are three possible outcomes from this type of Single-Focused Call Guide:
Yes Response mission accomplished, confirm information, and get on the next call, you are on fire!
No Response and Hang Up tough to counter this one, once the phone goes dead, game over.
No Response to the Objective great, now its getting interesting! This is a perfect opportunity for the really dedicated and driven Appointment Setters with a solid track record to shine and demonstrate above average conversion. Staying on point, respecting prospects time and intelligence is key! No gimmicks and no what if
I could save you $1,000,000,000,000, wouldn’t you be interested!
Couple possibilities for responses, depending on the established objective:
Know enough about the product or service to answer all basic questions
If technical objections or questions arise, a possible response great question, I would certainly want to know more about [their comment]! This is exactly why we are looking to schedule an appointment with our expert, would tomorrow 10:00 AM work for you?
It is absolutely critical to ask for an appointment at the end of every response by the prospect, and not let the conversation hang, there should be no awkward silence, not even for a second! A successful Single Focus call should not take more than 3 to 5 minutes until next step is established, and a follow up appointment is scheduled.
Remember, this is the first call, everyones this is a sales call radar is activated and they cant wait to end the call for one simple reason, you are not there to purchase their products.
Appointment Setting Call Guide Single-Focus:
My name is Adam Fridman; I am calling from Idea2Result a Chicago Based Appointment Service Provider. I would like to set up a time to speak with you for 15 min and share success we have had with ABC Company in your industry and how it might benefit you. Are you available tomorrow at 3:00 PM?
Honesty, directness and respect for someones time and assertiveness. There are three outcomes from Single-Focus Call Guide:
Yes Response mission accomplished, confirm information and get on the next call, you are on fire!
No Response and Hang Up tough to counter this one, once the phone goes dead, game over.
No Response with Objective great, now its getting interesting! This is a place for successful
Appointment Setters to shine and demonstrate above average conversion. Staying on point, respecting prospects time and intelligence is key! No gimmicks and no what if I could save you $1,000,000,000,000, wouldn’t you be interested!
Couple possibilities for responses, depending on the objective:
Know enough about the product to answer all basic question
If technical objection or questions, possible response great question, I would certainly want to know more about [their comment]! This is exactly why we are looking to schedule an appointment with our expert, would tomorrow 10:00 AM work for you?
It is very important to ask for an appointment at the end of every response to the prospect and not let the conversation hang. Single Focus call should not take more then 3-5 min until next step is established.
Idea2Result provides a tactical plan to
bring your vision into reality. You are great at your business, we are great at
ours. Business Development is a key ingredient to successful growth, given many
options for branding, marketing, advertising and salesmanship, our involvement
will help to avoid many “pitfalls” and get you faster to the finish
line.
Appointment
Setting, Telemarketing, Call Center, Lead Generation, Outside Sales,
Telemarketing Services, Call Center Services, Appointment Setter, Sales Lead
Generation, Outsourced Sales, Outbound Call Center, Telemarketing Companies
, Business Process Outsourcing.
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