Appointment Setting Blog from the Caponi Performance Group
Setting More Appointments in Less Time
The five ‘C’s of delivering the same message and techniques. Many sales professionals will tell you they like to ‘wing it’ on appointment setting calls because they don’t want to sound ‘canned’ or like the proverbial telemarketer. If you then role play a call with them (or listen in on a call) you’ll hear them … Continue reading “What is a Playbook and why is it required for setting appointments?”
How to Professionally Disengage from an unsuccessful appointment setting call So, you’ve made the call, attempted your appropriate Counters to the “No thank you” you heard and still failed. What do you do now to grease the skids for next time around? And you will try them again in the future won’t you???
Or, at least an effective one. A step by step formula. In a blog entitled, How important is it to ‘nail’ your opening statement? I suggested it just isn’t worth agonizing over the creation of a ‘killer’ opening script. I stand by that. What this blog attempts to do is give you a step by … Continue reading “How to create a killer opening script.”
Some exact wording that works. So, you think you’ve got someone interested. They tell you they can’t talk right now, but you can call them next week and they’ll take your call. After a bunch of calls where all you heard was ‘no’ or you’ve just left voicemail after voicemail, this is a pleasant departure, … Continue reading “How to handle, “Sure, call me next week” and actually have the conversation.”
Or should I hit ‘zero’ and be connected to the operator? If you’re not familiar with our philosophy and approach to appointment setting, we are all about being as effective as we can on each call so we are as efficient as we can be over time in the process of pursuing many targets simultaneously. … Continue reading “Dial by name directories – should I use it or not?”
Your own belief system may be holding you back. There is a concept in psychology called, ‘Learned Helplessness‘. It means that when we experience something often enough, we can develop a belief that supports that experience. With cold calling, we hear the following comments from people all the time. “Cold calling doesn’t work.” “Leaving voicemails … Continue reading “Cold calling…does it work or not?”
No—and here’s why. This actually happened to me yesterday. I received a cold call and my administrative assistant took the call. She asked if she could take a message and was told to tell me “It’s personal.”
How to find the Highest Executive Responsible for Buying within a target company. Many times acquired lists (or certainly lists of companies we compile on our own) will not have the name of the person we want to meet with. So, where do we go to get this information prior to placing the first call … Continue reading “Finding H.E.R.B.”
Why you shouldn’t block your outgoing Caller ID. So, you think you’re pretty smart and doing yourself a favor by cold calling with the Caller ID on your phone blocked? Here’s why we believe you are hurting yourself.
“Make more dials!” goes the typical sales manager mantra. But is that the best way to set more appointments? Many clients we’ve worked with originally only had their sales teams reporting to management each week the number of dials they were making to set appointments. Most also track the number of appointments set. But, even … Continue reading “Three Metrics required to manage the appointment setting process.”