I’ve been a salesperson for almost 10 years calling different parts in the Asia Pacific region. My experience in selling different kinds of products and services from software, laptops, tablets and solar panels to IT and financial consulting allows me to identify what’s important when doing appointment setting to either small, medium and even large company.
As a salesperson, I’ve noticed that the main challenge for small and medium companies is how to bring in new customers for their business. For those who do not have enough resources (money) and experience to compete with bigger organizations within their industry needs to be more creative in finding ways to gain enough customers.
Nowadays, many owners from small to large businesses use appointment setting to help them generate more leads and increase their sales. Yes, you’ve heard it right! Small and medium businesses can afford to do an appointment setting campaign.
So here’s an advice to those SMBs when setting up appointments to avoid having unproductive calls.
As a business, your main goal is to reach out to potential customers and help them solve their problems within their organization.
For example, you are selling software products.
- Focus on how your customers can benefit from your software
- Find out about their current setup
Ask questions such as:
- “What software are you currently using?”
- “How long have you been using it?”
- ‘Do you have any issues or problems with your current software?”
- “Are there any areas within your organization that you wish to improve?”
- “What are you looking for in new software?”
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Then, based on their answers, empathize and offer a solution about your product that could help them solve their problems. You can say,
- “I understand where you’re coming from. You see, we’ve helped businesses like yours improve (e.g. business operations/ accounting problems, etc).”
- “I see. Our solution can help you (e.g. automate your accounts payable and receivable).”
Sure, if you have more appointments, the better. However, there will come a time when you will say “I don’t need this deal”. On the prospect’s perspective, you need them more than they need you. So you must not let them hear fear (of rejection) when talking to them on the phone or in person.
The truth is, they need your product or service to provide solutions to their problems. You must have an “it’s not the end of the world” mindset whenever someone rejected you. Why? There’s no point in calling someone if you can help them solve their issues. After all, you’re not reaching out to them to get them to buy from you. If they won’t listen and drop the call, let go and move on to the next prospect.
For small to medium-sized businesses, it is important to achieve a successful appointment setting campaign to generate more sales and increase ROI for your business. So whether you’ve decided to develop your own team of salespeople or outsource a team of experts, utilize appointment setting to help your business and end up getting more in return.
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