The Appointment Setting Process
Appointment setting is a part of a sales life cycle. It helps to increase sales for business clients through lead generation, outbound sales calling, setting appointments with potential leads for their clients. The qualified potential leads assist the company to obtain clients. An appointment setter schedules meeting with the decision maker of the company to initiate the sales pipeline. The appointment setting processes are outsourced so the organizations can concentrate more in converting the qualified leads and therefore there is an elevated growth in accelerating revenue and increased sales.
What is Lead Generation?
Lead generation involves the understanding of the target audience’ interests and obtaining them through a successful conversion strategy.
Appointment setters should establish a consistent relationship with interested clients as they add value to ensure a successful sales process. This is a crucial step to engage the potential customers to keep them interested with the most relevant data until they reach the scheduled meeting time to discuss and make a successful sale conversion.
Appointment setters play a huge role in the marketing process, it is important for a marketer to be enthusiastic even at the end of a tiring day as no one is interested to discuss business with an ill-tempered telemarketer.
Appointment settings involves three key metrics
o The number of dials made by the appointment setter
o Conversation Ratio – Th ratio between the number of conversations made with the decision makers and the number of actual dials made.
o Appointment Ratio – The ratio between the final number of appointments made with the decision makers with the number of conversations made with the decision makers.
These three metrics play a vital role as it helps the appointment setters to gauge the performance of the sales process
1. Number of dials shows a clear picture of the appointment setter’s effort while it keeps a track of their calls.
2. When the conversion ratio is too low – it could be one among the following three reasons
o The calling list does not contain any potential leads
o There are no voicemails left to reach out to the missed potential leads
o Challenging to convince the gatekeepers to reach out to the decision maker.
3. When the appointment ratio is low – it could be one among the two reasons
o The target list does not have potential leads
o The appointment setters are not able to convince the potential leads
Benefits of Outsourcing Appointment Setting Services
Most businesses outsource appointment setting process as there are managed service providers to offer dedicated appointment setters who are exclusively committed to get the process done effectively. This allows businesses to concentrate on sales conversion and other management aspects. It is challenging and daunting for businesses to meet the sales demands as it requires a lot of effort, investment of time and money to effectively manage meetings. Appointments and presentations with qualified leads. An outsourced appointment setting service can benefit in several ways:
Mitigates cost for every sale – If you outsource appointment setting process it certainly reduces the cost per sale as they can generate more appointments from potential leads.
Increases Revenue – If you screw up with the scheduling of appointments – you end up losing a potential customer. Taking advantage of an outsourced appointment setting service would enable a flawless process of setting and scheduling appointments. This helps you scale up your business and therefore ensure increased substantial revenue.
Gives You More Time for Business – Business involves different aspects. Shuttling between each aspect of business with no defined process yet can count you down. Outsourcing appointment setting services, would help you concentrate on other critical aspects of business that requires more attention.
Maintains Brand Image – Outsourcing appointment setting services ensures to improve brand awareness to your target potential leads. The appointment setters introduce your company to the target audience when he discusses about your company’s product/service. If the it interests the audience, they would also recommend about your company’s product/service to their peers. Therefore, it improves your company’s brand image.
It is therefore important to identify a reputed B2B professional appointment setting services provider to benefit the best out of them to reach out to more potential and qualified leads and therefore ensure an increased sales flow.