Category Archives: Appointment Setting

What Appointment Setting Strategy Will Work For Australia?

What Appointment Setting Strategy Will Work For Australia?

In a competitive business world, the company to reach the prospects first wins. All you need to do is to develop a plan on how to do it.  For over 10 years of experience of doing appointment setting campaigns, not just in Australia but all over Asia Pacific, I found out that there are 3 different types of prospects.

  1. Prospects that are interested
  2. Prospects that are not interested
  3. Undecided prospects

Regardless what type of business you’re into, generating appointment plays an important role in your company’s revenue.  Every region has different culture and how you do appointment setting campaigns is different.

Related:  Assess your Sales Leads: Is Hot, Warm or Cold?

If you are to call Australia, how do you plan a strategy that works? Here are our appointment setting strategies that you can use for your next campaign.

Best days and times to call

According to the Fax Marketing Industry Standard found on ACMA website, it’s best to call on the following times.

Research Calls

Weekdays: Between 9AM-8:30PM

Saturday: Between 9AM to 5PM

Sunday: Between 9AM to 5PM

Other Telemarketing Calls

Weekdays: Between 9AM to 8PM

Saturday: Between 9AM to 5PM

Sunday: No Calls on Sundays

NOTE: NO calls should be made during National Public Holidays such as New Year’s Day, Australia Day, Good Friday, Easter Monday, Anzac Day, Christmas Day and Boxing Day. This includes a day given in lieu of one of these public holidays.

Related: Why You Shouldn’t Ask, “Is this a bad time to talk?”

Delivery

  • Callers must provide the name of their company at the start of the conversation for prospects to have an idea about the nature of the call.
  • Be business like and direct to the point

Related: Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

Developing Rapport/ Building Interest

  • Address prospects by their first name
  • When talking on the phone, prioritize the needs of your prospects. Only mention the features and benefits of your product or service in response to their needs.
  • Listen more than talking

Related: Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

Choice of words

  • Don’t use Ma’am, Sir or Madam
  • Use “G’day” to greet someone
  • “Mate” is a synonym for friend
  • “How ya going?” means “how are you?”

Setting the Appointment

  • Make it easy for prospects to say yes. How? By proposing a specific time and date

Example: “Our Consultant will be in your area next week, can he drop by Monday at 9:00 a.m. or Tuesday at 2:00 p.m.? What works best for you?”

  • Don’t suggest dates that are too far

Related: Drive Large Pool of IT Appointments in Australia The Whole Year Round

Follow through

  • Australians are very particular with time, so make sure to call on the scheduled date and time discussed during your initial conversion.
  • Evaluate and plan what to discuss and what questions to ask before making a call.

 

Professional sales people have skills and are good in setting up appointments. But how you handle your prospect is important in order to deliver results. So use these appointment setting strategies when calling Australia. It helped me increase my sales and I hope it will do the same for your business..

 

 

So how do you handle your marketing plan today? Comment below.

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 

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B2B Marketing in Australia: The 7 Rules to Stronger Appointment Setting Results

B2B Marketing in Australia- The 7 Rules to Stronger Appointment Setting ResultsAppointment setting should always be an important component in every Australian company’s marketing campaign. How else are they going to turn their leads into paying customers if they lack a mechanism that makings the transition possible?

Without appointment setting, businesses are less likely to increase their revenues, much less establish a substantial presence in their respective markets.

In this highly informational post, Biz Coach Terry Corbell explains the numerous ways businesses can turn their B2B appointments into pure gold (not literally, but you’ll get the picture):

1. Train for a marathon. Most people don’t like cold-calling, so make sure you’re prepared mentally to act with confidence. Research and know your elevator pitch to get your foot in the door, and when you meet with the CEO to set an appointment. Research your desired targets. Know who the chief decision-maker is at each company. First impressions are crucial. To get past the gatekeepers, make sure you have professional demeanor – you have to look like you’re on the same level as CEOs – with a well-tailored suit and shined shoes.

2. Resolve to be resilient. If you can’t get in the door, remember it’s not a rejection. If a CEO does say no, it’s OK. That means you’re closer to selling to someone else.

3. Celebrate any and all accomplishments. To help you stay resilient and mentally sharp after even small victories like getting an appointment, take time to relish your success. Give yourself a stroke for being tenacious,  and knowing what to say and when to say it.

4. It’s vital to be yourself. True, you’ll want to impress the CEOs, but don’t worry about being a chameleon. Simply listen intently and take notes in sales calls. Answer questions honestly with value propositions. Avoid using the latest buzzwords.

5. Be detail-minded. Ask open-ended questions. Pay attention the person’s opinions. Remember CEOs have a unique job with few sounding boards – people with whom they can confide. Become that person. If you’ve taken good notes, you’ll be in better position to present your ideas so that they can be easily understood and appreciated on an emotional level.

6. Stay focused in your presentation. Don’t ramble. Use an economy of words in providing your introductory benefit statement and your value propositions in your pitch. Encourage questions.

7. Make selling fun and be consistent and tenacious. Enjoy the ride. Keep smiling even when you don’t feel like it.

How To Check If Your B2B Appointment Setting Plan Will Succeed?

How To Check If Your B2B Appointment Setting Plan Will Succeed

Making plans are important. There is no substitute in marketing for a good business plan.

The problem here is in the carrying out part of the plan. You see, in today’s ever changing business environment, the B2B appointment setting plans you made today may not be a relevant plan tomorrow. If you want to be successful in your marketing activities, you have to know where exactly you should start your campaign.

Actually, the success of your marketing efforts would be dependent on your ability to evaluate the soundness of your plans. If you see anything wrong in the initial stages, then you can change it quickly. That would save a lot in terms of time and money that you would have to invest.

Here are some questions to serve as your guide:

Will you do everything you can to get your sales leads to make a purchase?

You see, if you believe that what you have is precisely what your market needs, then you would do everything within your power to make them see the truth.

Without this conviction, you would not be able to sell your products or services as intently as you would have wanted. A good marketer would know how to sell the products with the confidence and conviction that will be felt by the other side.

The question here is, do you have that conviction for yours?

Related: The True Definition of “Engagement” in B2B Marketing

Have you talked to stakeholders about your plans?

Sometimes, a little nitpicking with the other people in your company will lead to some interesting conclusions. The most important part is the alternative viewpoint.

You know that it is important to get more B2B leads coming your way, so you would want to make some really good plans to achieve that goal. But, equally important, is that you consult the others, like those in your telemarketing or promotions team. They might give you some ideas on how to properly carry out your objectives. It helps to ask a different on how to solve a problem you are dealing with.

You just need to ask.

Have you considered licensing the idea?

No good plan goes unrewarded, so to speak.

Even if you have no means to carry out your plans for your own business, but you do have a working model for it, why not try putting a license on it and let others do the task. For example, you are a small mobile applications provider, but you want to enter a really big market. You do not have the means to do that on your own. So, why not ask the help of bigger distributors?

Let them sell your products for a price, so you can concentrate on what you do best: making excellent mobile software applications for other businesses.

Have you contacted retailers and other distributors about your product?

If there is demand, you can certainly provide the supply.

And you can only know that if you ask distributors and other outlets if they are willing to carry your merchandise. If they say yes, then good for you. If not, well, you did ask. You might get some ideas for a better offer.

Just some ideas to help with your B2B lead generation plans.

Related: Is B2B Lead Generation really just about the numbers?