Appointment setting requires clearly defined goals to achieve positive outcomes. The process of setting targets is crucial for sales and marketing professionals since it helps identify what needs to be accomplished within a specific period. Otherwise, you may end up like ‘headless chickens’, disorganized and without proper direction.
A proven strategy for goal-setting is called the SMART approach – SMART, MEASURABLE, ATTAINABLE, REALISTIC, TIMELY. Here is how SMART GOALS can work for appointment setters.
Come Up with Doable Targets
Your objectives should be attainable. This is called sustainability. To explain further, you must be able to sustain or maintain processes continuously in the long run. Of course, challenges will always arise over time which can slow you down instead of progressing. In this case, the key is to collaborate and capitalize on your strengths to overcome the weaknesses of team members. It is a matter of putting each one in a situation to realize the team’s overall aims.
Think About Achievability
Goal-setting needs careful planning. Consider breaking down your ultimate objective into smaller daily or weekly tasks. Avoid establishing unworkable things to-do for your sales people. Doing this may produce negative results. Instead, be systematic by setting your schedules in advance. Identify your specific strategies and time frames. This will keep the sales team on the same page throughout the campaign.
Strategize in Working with Prospects
In appointment setting, there are four essential steps to undertake.
- Qualify your prospects by making sure that your product or service is ideal for these potential customers. If they fit into this criteria, it is more likely that they will accept your appointment invite.
- Use techniques in convincing these qualified leads to say yes and agree to a meeting with your sales person. Develop interest by offering a practical solution to the prospect’s problem or need. Determine the person’s pain points and use these to your advantage.
- Create a relationships and sustain this rapport with prospects. This can improve the chances of acceding to your appointment offer. You can maximize the short call with a convincing message and well-prepared proposal.
Consider Time Limitations
Remember that time is important. In your sales campaign goals, time restrictions should have been set up. Each goal needs an end point or final result. If not, you cannot achieve your objectives. At the same time, creating target dates will compel the sales team members to perform their tasks as required.
It is possible to implement time-based objectives in appointment setting by assigning your staff meetings to be attended every week. Team members must indicate the number of meetings they can handle and how much time it will take them in pushing leads through the sales pipeline.
You should give the sales team members sufficient time for each lead. However, motivate them to schedule multiple appointments daily or weekly. Allotting goals on a daily, weekly, or monthly basis will give them the confidence to attain annual targets.
PCS Connect
For companies that require appointment setting services, you can always call PCS Connect at 866-671-4344 during regular business hours.
PCS Connect is your one-stop global business solution for companies looking for customer service issues or seeking effective ROI solutions. Through the years, we have evolved into the leading BPO company in customer service, back-office support, lead generation, and sales.
