Many businesses sometimes struggle with appointment setting. Either too few appointments are set, or the wrong prospects are in the sales funnel. There is no doubt appointment setting is quite challenging in a number of regards. Below, we take a look at a few helpful tips that can help you set appointments to improve your MSP marketing:
Pay Close Attention to the Prospects
Too many appointment setters fail to listen closely to their target prospects. The average appointment setter calls and hopes the conversation goes in a direction similar to the script. Yet, what is most important is engaging the prospect on a meaningful level. This can be done through listening and responding in a manner that shows the appointment setter actually listened. Appointment setters who listen closely to prospects will have an improved understanding of their priorities, needs, and desires. This information makes it that much easier to craft a proposal that is difficult to turn down.
Do not Lose Sight of Referrals
Word-of-mouth advertising and referrals from current customers and others can carry your business quite far. Maximize your word-of-mouth advertising and your lead generation efforts will prove that much better. This is especially true for businesses in their first year or two of operation. Recently launched companies do not have the capital for a far-reaching marketing campaign so those word-of-mouth referrals prove that much more important to the growth of the business.
Continue to evolve in new ways that benefit clients and your organization will ultimately increase its word-of-mouth referrals as time progresses. The bottom line is it is much cheaper and more efficient to let your current customers do the bulk of your advertising rather than shelling out your own cash for such purposes.
Always Have a Fallback Plan
The vast majority of lead generations expenses in the context of business-to-business sales are upfront. This means they are in the range of prospective clients who are slow in providing a positive response to script paths that result in appointment setting opportunities. Your organization can counteract the delay by requesting that they state when they will follow through on your offer.
Staff Should Be Provided with Refreshment Training
Adding to sales appointments is a key step in business-to-business development. Yet, if your staff is relying on the same old phone scripts, their interactions with prospects will sound and feel stale sooner or later. Employees should be provided with refresher courses on a regular basis. They should also be provided with updated phone scripts that help them better communicate with and understand prospective clients. This training should be provided annually at a bare minimum so staff members are provided with the time, information and practice necessary to refine their skills. Show your staff you care about their development and they will reward you with the work ethic necessary to catalyze sales.
Above All, Use Good Judgment
The amount of MSP marketing performed does not automatically determine the number of appointments set. What matters most are evaluation skills. The elite producers are not solely focused on making a considerable number of phone calls or refining the details of their pitches to prospective customers. The top producers show unparalleled judgment and prowess to enjoy sales success even with those challenging prospects. These superstars evaluate candidates, develop sales strategies during the phone call and pivot as necessary. If the evaluation shows pursuing the lead is not prudent, a true professional will recognize this risk and move on to the next target.
In the end, appointment setting is more challenging than most assume. It all comes down to results. If you are not getting the results you hope for, implement the advice outlined above and your MSP marketing just might take off. These are the appointment setting tips you need to ultimately enhance what matters most: your organization’s bottom line.