Five Myths that Derail Appointment Setting Success

Appointment setting is one of the most effective ways to maximize sales efforts. Unfortunately, many people look at appointment setting as something to dread rather than an avenue to success.

There are many myths that revolve around appointment setting that lead to subpar results. In order to make sure that your appointment setting efforts are productive, it is necessary to debunk these myths.

Myth #1: The more calls you make, the more leads you will get.

Reality: Sales is indeed a numbers game but it is important that just as you qualify sales leads so that you can concentrate on the best ones, you need to establish a criteria for appointment setting candidates. In other words, you need to target those individuals and companies that are most likely to respond positively to your request for an appointment.

Myth #2: You must be pushy if you want to set appointments.

Reality: The key to getting someone to listen to a sales presentation is not by forcing him or her to talk with you. Rather, you need to establish a rapport with that person. The most successful appointment setters listen to the needs and concerns of those they are calling and are able to have a real conversation instead of just pushing for an appointment.

Myth #3: Appointment setting is a job no one wants.

Reality: If you view appointment setting as a challenge and an opportunity to offer prospects something that will really benefit them, appointment setting instantly becomes less of a chore.

Myth #4: Gatekeepers are the enemies of appointment setters.

Reality: Contrary to popular belief, gatekeepers are often an appointment setter’s best friend. Unfortunately, many appointment setters spend so much time and effort trying to avoid or get around a gatekeeper, they miss a golden opportunity to establish a powerful ally. Remember, most gatekeepers have the ear of the decision maker. When a gatekeeper respects and trusts you, they are much more likely to work on your behalf to set up an appointment.

Myth #5: Setting your own appointments makes the most financial sense.

Reality: Appointment setting doesn’t come naturally to everyone. Partnering with a professional telesolutions firm is often the best way for salespeople to get in front of prospects. Such firms are better able to ferret out the most promising appointments. Further, experience counts when it comes to appointment setting. Therefore, salespeople—who understandably want to spend their time selling and not setting appointments—don’t have the time necessary to hone their appointment setting skills.