Don’t Be Passive-Aggressive in Asking for a Meeting
The simplest yet often forgotten technique in appointment setting; after your pitch, don’t ask your prospects if they’d like an appointment with your sales. Proceed to giving out politely the date and time your sales representative can talk to the prospect and ask whether they’re free on that schedule. Doing this would display that you’re eager to discuss and do business with them as soon as possible. After all, if the prospect isn’t really interested, they will decline or if they aren’t available with the arrangement you’ve given, they’ll say so and might give you a schedule they prefer.
When giving out the date and time your sales representative can talk to the prospect (as mentioned above), provide sets of it that are likely convenient for the latter. By doing this, you’re giving them options and will eliminate you from sounding like you’re trying to force a schedule that they may not be available. As a matter of fact, whatever will be decided all boils down to the prospects’ preference. Prioritizing them as much as possible is an imperative aspect in appointment setting.
Though appointment setting typically occurs over the phone, there are other ways to reach your prospects. Exploit emails, live chat, mobile texts, and the social media. Even appointments per se don’t have to be over the phone. It can be a face to face meeting or through online. The bottom line is, be flexible. Tread the places where you can contact them and make sure you make back up arrangements in case a situation arise that requires the use of one (e.g. time conflicts, venue issues, technical problems, etc.)
Remind Without Nagging
Once you have already successfully made an appointment with the prospect. It’s given that you need to remind them afterward so they wouldn’t forget. However, don’t overdo it. Constant reminding might bother them and cancel the appointment. You can try calling or emailing them a day before the appointment. Confirm whether they’re still able to attend. Or, you can ask them after you’ve made an appointment confirmation when is the best time to call them for a reminder.
B2B appointment setting should be deliberate and skilfully done to ensure proper engagement and connection with prospects.