Category Archives: Appointment Setting

How to set an appointment through phone with an Australian Prospect

How to set an appointment through phone with an Australian Prospect

Choose your cut of meat, marinade then grill, broil or pan-sear is the generic process to cook a steak. However, such may not guarantee a perfectly-cooked steak, rather may be dependent on one’s preference on how the meat should be done: rare, medium rare, medium, medium well or well done.

Setting a phone appointment through the phone with an Aussie prospect may partly differ from the Malaysian, Singaporean or American Prospect. So the best way to do this is to get to know each of them better before calling.

Take a look at some important things you have to note according to TodayTranslations. This could be a helpful reference for telemarketers on how to set appointments through a phone with Australian prospects. Let’s follow a basic call flow.

Greetings

Use casual or traditional greetings like “hi” or “hello”, not necessarily pushing it the Aussie way as “G’day, mate”. Like Americans, address them by their first names, however, if you address them by the last name especially when speaking with senior or many mature prospects, affix a Ms. or Mr. before the last name to show respect while sounding casual.

Related: Earn Appointments with These Cold Calling Scripts for All Industries

Rapport

Generally speaking, small talks can help you build rapport and make you feel at ease on the call but this may not be necessary at all times with Aussie prospects. They are mostly straightforward so you have to be quick to gauge if there’s a room for rapport building or should you proceed to the reason of the call. They might just be too busy to talk about the weather.

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

Active Q&A

Listen, and actively listen to your prospects’ answers and queries. Aussies would not quite like it when you get them to repeat what they’ve said over and over again. Who would like that anyway? Grab the chance to gain his trust by exerting effort on showing how interested you are in helping him better his business by actively listening and acknowledging his concerns.

Related: How Marketing Automation Increased My Client’s Appointments in 30 Days

Adding Value

I bet you’ve done your assignments before you called today but plainly speaking what products and services you are offering are underrated. Add value to your product knowledge by citing benefits, thus giving your prospect the reason why he should spare your specialist a segment or hour of his working schedule in a coming couple of days. Do this with confidence.

Related: IT and Software: Mastering Product Knowledge Before your First Sales Pitch

Cease The Call

Propose an exact date and time for the appointment and gain your prospect’s approval unless he has other preferred schedules. Quickly summarize what transpired during the call and never forget to thank him for his precious time.

Related: How Do You Know You Need A New Appointment Setting Campaign?

Aussies are generally straightforward but receptive to new ideas. Establishing a  long-term rapport isn’t necessary in order to engage them in business. Seeing your products and services beneficial to business improvement is enough reason for them to move forward.

So before you grill, broil or pan-sear the steak, know your customer’s doneness preference first in order to serve him well.

 

 

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

 

 

Related:

Don’t Get your Company drown with Unqualified Australian Leads

10 Warning Signs from Decision Makers that You won’t Close the Deal

What Appointment Setting Strategy Will Work For Australia?

 

 

Follow Friday: A-Lister Salespeople who Have Set a Good Example

Follow Friday: A-Lister Salespeople who Have Set a Good Example

 Do you believe in, “the early bird gets the worm”?

I’ve been a salesperson for more than 10 years. I know from my experience that what’s important is to understand your prospects and find out when to call prospects.

The best days to connect with your prospects in Australia are from Tuesdays to Thursdays. They’re busy on Mondays planning for their week. Not to mention a few meeting here and there. While on Fridays, they look forward to the weekend and are not interested to talk about business.  

Sales is a long process and finding new opportunities require nurturing. 50% of prospects with opportunities need relationship building in order for them to consider doing business with you.

If you’re one of those who feels stressed and rewarding at the same time even after a long day of talking and prospecting. Here are my top 10 salespeople who have set a good example and inspired me to keep going.

  • John H. Patterson, CEO, and Founder of The National Cash Register Company.

He is known as “The Father of Modern Sales Training” because he is one of the first entrepreneurs to organize sales training programs. He provides scripts to his people and taught them that the sales cycle has 4 stages.

  • The initial approach
  • The proposition
  • The product demonstration
  • Closing the deal

Related: The 7 Things We Did to Make Our Australian Clients Feel Special

  • Mary Kay Ash, Founder of Mary Kay Cosmetics, Inc.

Was recognized as America’s greatest woman entrepreneur. She created a marketing plan which provides women opportunities to achieve personal and financial success.

  • Larry Ellison, Co-founder, and CEO of Oracle Corporation.

In 2014, he’s known as the 5th wealthiest person in the world. Many aspiring entrepreneurs were inspired to work harder because of his rags-to-riches story.

Related: 25 Business Quotes That Will Push you Through Limits

  • Zig Ziglar, an author, salesman and a motivational speaker.

He helped shape the modern vocabulary of sales. He motivates and encourages salespeople to commit in continuing learning. His books include; Zig Ziglar’s Secret of Closing the Sale, Top Performance: How to Develop Excellence in Yourself and Others, Success for Dummies; Selling 101: What Every Successful Sales Professional Needs to Know.

  • Ken Krogue, President, and Founder of insidesales.com

Ken is a strategic thinker, sales, and marketing tactician. He was recognized among the Top 25 Most Influential Inside Sales Professionals in 2010 and 2012 by the American Association of Inside Sales Professionals (AA-ISP).

Insidesales.com was the first company to combine hosted CRM with built-in phone dialer software.

Related: Leaving your lead generation campaign to the expert?

  • Steve Jobs, Founder of Apple, Inc.

Steven Paul Jobs was an American entrepreneur, businessman, inventor and industrial designer. He was never a traditional salesperson but his achievement as a salesman is the reason why Apple became a success.

  • Matt Heinz, President, and Founder of Heinz Marketing, Inc.

He is considered as one of the Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers. He has 15 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor but his actionable and motivating takeaways.  Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.

Related: Are you a Sales Pro or a Sales Wannabe?

8

  • Paul Greenberg, President of the 56 Group, LLC

He is also an author of the best-selling CRM at the Speed of Light: Essential Customer Strategies for the 21st Century.

The 56 Group is an enterprise application consulting services firm, focused on CRM strategic services and a founding partner of the CRM training company, BPT Partners, LLC, a training venture composed of a number of CRM luminaries.

9

  • Michael Pedone, Founder, and CEO of SalesBuzz.com

Michael is well known to many in the world of online business. He launched an internet marketing company during the dot com meltdown and defied the odds by turning it into a massively successful venture. A large factor in its success was Michael’s ability to teach his proven phone sales techniques to his ever-expanding staff, creating swift growth for the company.

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

  •  Sean McPheat, Founder and Managing Director of MTD Sales Training.

He was referred to as the thought leader in modern selling. His passion and expertise lie in his ability to generate increased revenue and profits for his clients.

How about you? Who’s the salesperson who influenced you to do better in sales? Feel free to comment below.

 

 

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

 

 

Related:

Don’t Get your Company drown with Unqualified Australian Leads

10 Warning Signs from Decision Makers that You won’t Close the Deal

What Appointment Setting Strategy Will Work For Australia?

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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