4 Best Ways to Close Appointment Setting Calls Successfully

best-ways-to-close-appointment-setting calls - Invensis

In a customer service or a client facing role, initiating and closing an appointment setting call is of the highest importance. In many cases, once a prospect has been identified, the only way to convince him or her to purchase your products or services, is to meet them face to face. This way, your sales people could explain why they should choose your products or services over those of your rivals. Many customers will also do business only with salesmen that they have met and have come to trust. Most customers might not like to enter into deals over the phone. Hence, appointment setting to facilitate the sales process assumes great importance.

Before meeting the client, it is important that the phone conversation goes well. At the end of the phone call, the prospect should have a good impression of your company. If the initial conversation goes smoothly and the end is bumpy, then the customer might hang up and never take calls from your agents again, or might even become averse to dealing with anyone from your company. At other times, the customer might not respond at the start of the conversation, however, due to the agent’s persistence and skill, they might grant the sales executive a meeting. So, always make sure to finish on a smooth note and set the ground before meeting the client face to face. Below are some points that need to be kept in mind while closing calls.

4 Best Ways to Successfully Close Appointment Setting Calls

  1. Understand the Value of Time: 

    The first thing to remember is that time is precious, both for you and the customer. The agent should give a sound reason as to why the company wants to meet the prospect. It should either benefit them in some way or solve one of their problems. Close the call by explaining how it is to their advantage if they were to meet your representative. Always make sure that it is about them, and not about your product or service. This way, the prospect might be inclined to say “Yes”.

  1. Offer Incentives: 

    There will be times when the customer might say “No” initially; however, they might reconsider afterwards, call back, and then give your representative an appointment. Hence, the agent should be advised to offer them incentives that would make them want to get back to you. This could include perks such as researching an issue for them or providing early bird discounts. Incentives or offers usually prompt customers to call back or at least ask more questions about your product or service the next time the agent calls them. So, always try and offer incentives to keep the communication channels open.

  1. Be Flexible:

    Do not be rigid while closing calls. It would be best to go with what the prospect wants. He or she might be happy conducting the meeting over the phone or they might redirect you to someone else or they might wish to see the specifications of the product over email. Be considerate about the prospect’s wishes and act according to his or her convenience. When they see that their words are taken seriously, they would be more inclined to listen to your agent the next time a conversation is initiated. They would also respond better to the sales pitch if the deal is discussed in the manner that they prefer.

  2. Be Ready for a“No”:

    At the end of a long and exhausting phone call, many prospects might just say “No”. Even though this might be frustrating, it is essential not to lose control. Ensure that the conversation is concluded on a polite note. The agent should inform them thatthey can contact the company any time they are ready to do business and that their needs would certainly be met. If the call is ended in a pleasant manner, the prospect might give you referrals even if he is not able to do business with you. Salesmanship is all about building relationships that help pave the way for more business. Ensuring that agents are always polite to the customer would also help in boosting the brand of your company.

In conclusion, it is best not to rush through appointment setting calls or try to force a meeting on the client. One must think long term for generating the best results. Even if you do not get an immediate appointment, you could still build a long term business relationship and you could still do business with referrals that the prospect might give. Therefore, train agents to make polite conversation, give incentives and ensure that they keep the channels of communication open, when they close the phone call with the client.

Read Also Related Articles:

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1 Best Practices of Appointment Setting in Sales Process
2 Top 7 Tips for Cold Calling Success in the Sales Process
3 9 Essentials of Excellent Customer Service

For more information on how Invensis Technologies will deliver value to your business through Appointment Setting Outsourcing Services, please contact our team on US +1-302-261-9036; UK +44-203-411-0183; AUS +61-3-8820-5183; IND +91-80-4115-5233; or write to us at sales {at} invensis {dot} net 


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