Appointment setting is all about preparation. If your business is not prepared to study prospects, offer to fulfill needs, and use insight to deliver value, then expect only a small chance of success. The process of qualifying business leads in appointment setting is all about just that. The problem is not too many salespeople care to make use of what is already laid before them.
Using Appointment Setting To Get Salespeople Moving
In the janitorial business, there should not be room for slacking off. The image of a lazy janitor only tarnishes the reputation of the industry as a whole. Your appointment setting campaign must consider it a goal to discourage (if not terminate) this behavior, starting with your salespeople and your marketers.
- Step 1: Gather information – Begin your appointment setting strategy by doing a quick research on your target market. What new demands are being made? What image can you project to show that you can fulfill them?
- Step 2: Get more information from responses – The information you have started with is still not enough to finish even a single appointment setting procedure. Instead, you must start getting more information from prospects who respond and only then can you use that information to strengthen the quality of janitorial leads.
- Step 3: Get prospect’s consent – Finalizing is one of the trickiest part of the appointment setting process. But once done, your salespeople will have less fear and more certainty because they are armed with enough facts. From their adequate budget to problems pointing towards needs, consent is the only thing left for you to push towards action.
- Step 4: Evaluate all information before meeting – Before the appointed date, your salespeople should review all that was learned so far in the appointment setting process. Could there be more to what was said? If the lead looks like an easy deal, how soon can it be closed? Can your appointment setting campaign generate more sales leads to pursue once it has?
- Step 5: Prepare for the unexpected – As implied in Step 4, there could still be room for the unexpected. But if your B2B appointment setting process got you this far, it should only mean such information is beyond their acquisition. Regardless, both of you should be prepared to help adjust to any surprise change of plans.
Related Content: Starting a Janitorial Business Step 2: Appointment Setting
- Step 6: Prepare for what work lies ahead – The appointment setting process never truly ends at the closed deal. Sure you have more money but you also have more work to be done. Everyone, from your salespeople, down to your employees, should remember this. Every ounce of information you gathered at this point should help you prepare for what you need to do.
Nothing improves the way you prepare like information. And since that is exactly what janitorial sales leads are you have to qualify them right and start using appointment setting to really get ready.