1. Identify your core value
When prospecting and trying to set appointments, you only have a couple of minutes to work with to get a prospect’s attention. As a result, you must be as efficient and attention grabbing as possible and focusing on the value that you have to offer can help with this.
2. Identify your ideal prospect
To improve how to set appointments, we must know what prospects we should spend our valuable time talking to and which ones we need to avoid and walk away from.
3. Write some soft qualifying questions
In order to make sure we are dealing with ideal prospects, need to be sure to ask some qualifying questions to identify that it makes sense to continue talking. Write out three to five questions that you could ask prospects to make sure it makes sense to meet with them when calling them to set appointments.
4. Identify some pain points
Key to getting appointments set is identifying pain that the prospect is experiencing. If there is not pain, there is no reason for the prospect to meet with you.
5. Write some building interest points
At some point, we must build a little interest on the prospect’s side. In order to help with this during the tight window that we have to work with during a cold call, we can develop a list of silver bullet points that we can share with the prospect to build interest. This could be points on what we do, how we differ form the competition, threats from not purchasing from us, etc.
6. Identify some name drops
We will need to develop some sort of credibility for when trying to improve how to set appointments. One way to quickly do this is to name drop other businesses that we have worked with.
7. Write a script
Once you have gone through all of the previously described steps, you can take all of those points and put it on the same piece of paper and you have something that can be used as a cold call script or call outline.
8. Pick up the phone
The only thing left to do at this point is pick up the phone and make it happen.