A perfectly crafted script is just as important to The Global Associates B2B Appointment Setting Services as it is for staging a successful play.
Training your sales people is of course paramount; however, calling prospects without having a good script is never advisable for B2B appointment setting services.
We all know that everything is pre-planned in a theater play from dialogues to stage positioning; similarly everything should be planned by the appointment setters, only the delivery should be spontaneous and natural to connect well with the customer.
Following are a few reasons why you should have a good script before you call for an appointment.
1. Structured working:
Talking extempore often leaves out a lot of important things and fails to impress the decision maker as a result. A good script allows you to ask the right questions, provide necessary information and counter the prospect’s queries.
2. Insurance against costly slips:
B2B appointment setting services get only one chance to impress the decision makers most of the times. If you fumble, a golden opportunity slips out of your hands.
Having a good script is an insurance against making any costly omissions and ensures that you convey every bit of necessary information to the prospect. It also helps you to elicit the necessary information.
3. Consistency to the process:
It often gets difficult to prioritize the leads and contact the decision makers accordingly.
Sales lead scripts enable sales people to adopt the same means and methods, thus providing this much needed consistency to the qualification process. It makes it easy to rank the leads across the board and simplifies the entire process.
4. Provides continuity:
B2B appointment setting services are at a loss if the person pursuing a particular appointment leaves the organization or cannot continue with the same lead for some reason.
If a system is in place and a script is available, next rep can easily pick up the lead from where the previous one has left it.
It’s easy to know perfectly well what has been covered till date and where and how to start the next conversation with the prospect.
Sales lead script is a powerful tool for B2B appointment setting services, however, over dependence on the scripts can be counter-productive.
A sales script is just a starting point, it’s not the process; one should make all the efforts needed to make the appointment setting campaign a success.