How to be a Successful Appointment Setter
Appointment setters can help a company achieve success. Their job is to prospect for new customers and make appointments with them over the phone. Although this job does not involve sales, it is intensive and does require some salesmanship skills. A friendly attitude, persistence and motivation are key attributes for success as an appointment setter.
Possess outbound calling experience. Most companies require at least one year of telemarketing or appointment setting experience. Due to the intensive nature of the job, appointment setters on a full-time schedule can expect to make at least one hundred calls a day.
Have data entry skills. Some companies expect their appointment setters to enter data concerning their prospects into a database. The required word per minute or key rate will vary by company.
Attend training. Appointment setters are usually required to attend training before the actual work begins. During training, you will learn the different aspects of the job and how to respond to various situations. The amount of training varies per company ranges from a few hours to several days.
Learn about your employer. Customers who might be interested in making an appointment will have questions about the company, its products and any available promotions. They are more likely to make appointments when they feel well informed.
Practice your telephone skills. Appointment setters need to be polite, well spoken and knowledgeable of general telephone etiquette.
Be friendly. Customers can sense your personality over the phone and are more responsive to friendly appointment setters.
Remain calm. A large number of people dislike receiving solicitous calls. You will need to have an even temperament in order to disregard rude responses.
Be resilient. Appointment setters must be able to continue making calls to potential customers in the face of multiple rejections.
Have time management skills. You must be able to follow up with potential clients in a timely fashion.
Consider learning a second language. Bilingual appointment setters can reach a wider audience. As a result, they usually receive a higher rate of compensation than others.
Practice the script until you know it by heart. Clients can tell when the caller is reading a script. You will have a higher rate of success if you can sound natural on the phone.
Stick to the script. Each script is carefully constructed to include information that has been tested for success. In addition, there are strict laws in place for telemarketing companies. These scripts are also carefully crafted to achieve the company’s goals without breaking the law.
Learn more techniques. There are a large variety of publications with information on how to be successful with cold calling. For instance, Art Sobczak shares useful tips for telemarketers and appointment setters in “How to Sell More, in Less Time, With No Rejection: Using Common Sense Telephone Techniques” (see Resources below).
Resources:
For more successful tips for appointment setters, read "How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 1 (How to Sell More, in Less Time, with No Rejection)" by Art Sobczak.
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