Broadly classified, appointments settings are of two types–B2B (Business-to-Business (B2B) and B2C (Business-to-Consumer).
As the name suggests, in a B2B appointment setting, the interaction takes place between two organizations, whereas in a B2C appointment setting, a direct communication takes place between a business and its target consumers.
For an effective B2C appointment setting, it all depends on an individual’s ability and tools used for outreach.
Today, a buyer is much harder to reach compared to a few decades ago. Thus, once you have landed your connection, you will need to ensure you are at the top of your game to fix a B2C appointment.
Here are some tips to get you started.
Is it a good time to talk
This is such a valid question that you always need to start your conversation with. In a typical B2C appointment setting, most of the time you are reaching out to decision-makers in a business. Chances are they have a jam-packed schedule and your one call means you are practically asking them to snatch some time off for a little chat.
Also, sometimes, you may land up your call when the decision-maker is in a different time zone, and hence, it is important that you ask the question upfront to confirm his availability for the moment.
Do your homework right
According to a market study, more than eighty percent of decision-makers in a business feel that B2C sales reps are underprepared. A seasoned B2C appointment setting executive is well aware of why he or she is vouching for a product or service and has enough answers to all rebuttals anticipating the concerns of the prospect.
Always show empathy
Empathy can win you places. When you put things in the same perspective, you automatically secure the attention of your prospect who feels that you are interested in working out a solution for his/her problem with your product or service on offer.
The key is to be as human as possible and cite real-life examples to establish the efficacy of your products or service line. In essence, the client always wants to know one thing–what’s in it for him? If you have a good, satisfactory answer for the question, you have got the deal made.
Avoid being too pushy
A market research study depicts how more than fifty percent of prospects consider salespeople to be pushy. So, it is quite apparent, if you pitch in too hard, your client may go adrift feeling uncomfortable, and if you are too soft, they might just snub you anyway. Thus, you will need to steer clear of that oily salesman persona and embrace a neutral attitude as a B2C appointment setter.
Show them proof
In a typical B2C appointment setting scenario, sharing proof like mentioning a couple of high-net-worth individuals who have opted for your services can really help up your game. This will not only establish your credibility but also garner added interest for your products and services for your client.
Wrap up
So, you see, as a B2C appointment setter, things can always be a tad bit tricky. Hence, you will need to come up with good research, commit to yourself, get your best tactics together to seal the appointment.