Using an Appointment Setter for Lead Generation
Appointment Setters can follow a specific script for the purpose of getting interest in the services or products on offer, arranging private sales calls or otherwise generating interest in the company's products or service offerings. They organize and process the delivery of sales documents like brochures, brochure or sample products. With an efficient appointment setter, there is no need for you to do so yourself. Your appointment setting services provider will take care of all the tedious paperwork and the necessary follow up.
A successful appointment setter will ensure that the prospecting work is followed up from start to finish. Once a prospect has expressed interest in your services, the setter will begin seeking out potential clients. This is where the setter can get in touch with prospective clients. The setter will find clients on the Internet, Yellow pages or through other means of direct marketing. The setter will then send out mailings or cold calling to prospective clients who have expressed interest in your company's products or service offerings.
Once the initial contact period has expired, the appointment setter will begin the process of creating a dialogue between yourself and the prospective client. The set contains all information regarding your company, your name, your website and your contact details. In some instances, the set may contain a section titled 'About Us'. This section will provide information about the owners and staff of the company. It will also show relevant photographs and videos that will show the core strengths and selling points of your company, and how you can best serve customers.
Once a prospective client has visited your website, they will most likely be asked to complete a survey. In this survey, they will be asked a series of questions related to your company, and to their individual needs. If your sales objections are highlighted in the answers, it is possible that the prospect will become less interested in continuing to contact you via the telephone, as they will view the sales objections as being unimportant to them. However, if the sales objections are not addressed in the survey, and the prospect continues to visit your website, it will be more difficult for you to continue to market your services to them.
The appointment setter will use the information provided in the lead or to build a database of potential prospects, based on the responses they have provided during the initial phone call. Once the database has been built, the appointment setter will record the date on which the lead sent a message, or called you. At this point, the sales objection data in the database will be compared with the data in the set to identify any sales objections, based on similar situations previously. If there is a match between the two data sets, an automatic message will be sent to the prospect to seek clarification, or to ask for a follow up conversation.
An appointment setter will not automatically provide follow up service for every lead generated by the crm software. If a lead does not want to receive follow up service, they should indicate this in their 'registry' so that the system can be configured to send out follow up messages at a later date. Most companies that use appointment setting also include a feature that will allow their customers to enter a time frame in which they would like to receive a response. The appointment setter will then pre-determine the appropriate follow up process, based on the time frame entered. An example of this could be setting up a follow up period of one week, followed by a standard 'Thank you' message.
Using an appointment setter for lead generation offers significant advantages over other traditional lead generation methods, such as direct mail and telemarketing. Incoming sales can be generated within minutes, rather than over weeks or months as is the case with traditional methods of generating leads. Another advantage is that it allows the lead to 'save money', as they will not need to buy advertising space to advertise themselves. This has obvious benefits in terms of brand recognition, but also saves the company in costs associated with buying media. Many companies have reported saving hundreds of thousands of dollars through the use of appointment setters.
An appointment setter is a valuable tool for increasing sales efficiency, as well as helping to provide long term sustainability for a company. By automating processes such as lead generation, sales representatives are able to focus on selling and making more sales. A lead who receives a response from a lead automation tool will feel more satisfied and likely to pass on their information to others in order to receive follow up services. However, using an appointment setting service can be complicated, and it is important to use the right software and to train all sales people using the same techniques.