Lead generation is a vital part of building your sales business, but in the end it is only the first step. Once you get a successful lead, you have to convert it into sale. To do that, you need to create a relationship with the client and close the deal. It is every bit as important to have a strong appointment script as it is to have a lead generation one. Here are some tips and tricks to creating an effective appointment setting script.
Introduce yourself, first and foremost. Make sure that your client views you as an honest, forthright and confident business person. Name yourself and immediately name and define your business. Never introduce yourself by title; always use your first name. It is important to let your potential client view you as an equal partner.
Explain Your Reason
After you identify your business, immediately explain the reason you are calling. Follow up the introduction with an emphasis on your value to the potential client. Tell them what your company does and list your qualifications.
If you have worked with many other companies like the client, list the companies you have served, or at least give them a number. Let them see you have a history of successful interactions. Personalize your script with references to specific ways you can help their company. This will show them you have done your homework and care about individual service.
Close the Deal
Allow for the lead to ask questions or seek more information about your company. Be confident and open. Direct the conversation towards deepening their interest in your services. This direction should be natural and easy, not forced. As they ask deeper questions, suggest a sit-down to discuss face-to-face what you can do for them.
When you suggest the meeting, be eager, but not pushy. Make it sound like your offer is best for them, and that it is in their best interest to actually have a face-to-face meet.
Setting the Appointment
When the client seems willing to have the sit-down, be assertive and move on to setting the actual appointment. Suggest times and dates that might work for both of you. Be sure to provide multiple options. Morning and afternoon choices will give them a strong and open range of choices. Take control of the deal at this point, but again, be careful to tread the line between assertive and pushy.
When you have an agreed-upon time and date, confirm their address and contact information. Always send out a written confirmation letter. If you can send a direct mail and an email this is even better, as an email will allow them to respond to your confirmation. This is vital to lock in your meeting and ensure that your potential lead has converted into a genuine sales contact.
Do you have any tips for generating an excellent appointment-setting script? We would love to hear them. Leave us a note below in our comments section.