Appointment Setting: Five Techniques for Mastering Successful Cold Calls

For companies that sell to other companies, appointment setting, and lead generation assistance, B2B Rocket has had numerous experiences. From complete closures to making more than 10 calls without connecting to anyone or finding enough good potential customers. Throughout all that reaching out to companies not known, we identified five strategies that all triumphant sales representatives and appointment arrangers should follow.

1. Be prepared

You need to have a list of likely connections, those with an authentic desire or authentic necessity for your client's product or service. Without any possible leads, you'll be speculating blindly. Generally, callers just get one to three minutes of somebody's time and it should be applied productively. Get to the point: catch them, involved, and set up the meeting. Have your introduction prepared, have qualifying inquiries, know how to recognize their needs, qualify them (or not) as a prospect, and set up the appointment.

2. Making it past the gatekeeper is key.

Everything comes down to creating connections. Address the first person you contact. with respect: be kind and truthful and communicate with assurance. Employ the first name of the first contact person and thank them for their support. Don't attempt to sell to the initial contact person. Mention how you previously had a connection, i.e. "I am following up," to give yourself credibility and get you through the doorway to the choice-maker.

3. Be patient

It takes around 8 cold phone attempts to get hold of a decision maker and transform them into a client. 44% of sales reps quit after just one follow-up. Don't. If you stop on a prospect after merely a handful of tries, you're passing up a possible sale. Our revenue team is successful because they keep moving forward. They're patient and persistent. You'll come across lots of objections- you've got to figure out how to work through that. Be patient. Work with the "no" and change that into a "yes."

4. Persevere. 

Contacting potential customers allows individuals to become familiar with your company and link it with their requirements. Keep ringing and maintain your energy. You manage the discussion. Instead of asking, "When are you available?” provide possible days and times for a meeting with the person you are speaking with. Attempt to eliminate the likelihood of them turning down. Possessing persistence. Not stopping trying and continuing to call possibilities will enable individuals to get to know your company and relate it to their needs. Don't lose your momentum. You control the discussion. Instead of asking, "When are you free?" provide your prospect with possible days and times for an appointment. Try to take away the possibility of them declining.

5. Give your full attention to what is being said.

Abilities to pay attention in discussions are required in product sales. Be conscious of and focus on every chat you have. To decide the best time to request an appointment, listen to what the prospective client is communicating, and discover their demands (i.e. telling them, “I can assist you with that”). Remember to have an exchange and listen as much as you speak. Include the prospective client in the discussion by asking “Do you have any queries?” or “Have you come across anything like that?”

These methods shall assist you in having thriving unplanned phone calls and shall steer you to set further meetings. Doing this for over 18 years has given GenSales the information and practice to recognize that these methods are effective.

So let's go outside and start scheduling additional meetings!