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.
- Prospects that are interested
- Prospects that are not interested
- 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.
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.
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.
- 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
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
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
- 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
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