Appointment,Setting,Illusion,E business, insurance Appointment Setting Illusion #2 - Expectation of Perfect App
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Establishing aneffective appointment-setting and lead generation processis a key component of any successful inside sales. While it's possible to just pick up the phone and start"dialing for dollars", making calls without preparation or strategywill yield poor results. So what is your expectation of perfect appointment? First of all, make sure that the telemarketer who is calling on your behalf knows whatto say and how to say it. This keeps your message consistent and effective, andit all begins with an effective call script. Once you have the call script, Istrongly encourage you to purchase a prospect list. This prospect list shouldbe filtered and scrubbed based on relevant criteria such as your desired targetmarket, specific location, size and type of business, etc.The next step in theappointment-setting and leadgeneration process consists of your agent actually callingyour perspective client to set the appointment. At this stage, your Agentshould be well versed in your business, and know exactly how to engage thedecision-maker and/or how to warm up the Gatekeeper. You Agents primaryresponsibility is to establish a relationship with the decision-maker and preparethe decision-maker for the marketing pitch. During the call, it is very important that your Agent sets theappointment for the first sales call or face to face meeting correctly.Remember, the goal and objective of each appointment is to ultimately close asolution or services opportunity for your business. Your Agent must beefficiently trained, coached and mentored to properly prepare the prospect tobe closed while simultaneously setting the appointment for you to meet with theprospect. In order to accomplish this, your Agent should be candid and informthe prospect of your objective which is to meet with them to find out if thereis a fit for you to engage in a long term relationship as the prospectssolution or service provider. Setting the appointment becomes easier as theprospect is informed that the visit is free and there is no obligation on theirpart during or afterwards.If the Agent issuccessful and an appointment is set on the first call or any follow-up callthereafter, there is one more very important step to follow that will increaseyour chances of closing the opportunity. This step is for your Agent to send athank you email to the prospect that also confirms the appointment through acalendar invitation. This step serves multiple benefits, including theexecution of another marketing touch. The more marketing touches you deliver tothe prospect, the better your chances of closing business with them.The final step is to email and call the prospect again 24 hours before theappointment for a final confirmation. As decision maker schedules changefrequently, it is important to make sure the prospect will still be availableto meet. This step again displays excellent customer service and follow-up anddemonstrates the value placed upon the prospects time as well as yours.
Appointment,Setting,Illusion,E