We all know that appointment setting is crucial.<\/p>\n\n\n\n
But, it’s not as simple as looking for someone with a golden voice that can follow a script.<\/p>\n\n\n\n
Lead gen isn’t that easy.<\/p>\n\n\n\n
In this guide, we take a look at the most essential <\/em><\/strong>appointment setting skills that your next hire should have.<\/p>\n\n\n\n These also apply to closers, SDRs, and other people manning the phones in your organization, so place close attention.<\/p>\n\n\n\n If a prospective candidate has most of these skills, you’ve got yourself a rockstar.<\/p>\n\n\n\n Don’t let them go.<\/p>\n\n\n Lead qualification appears in a lot of stages in the funnel<\/p>\n\n\n\n It usually starts with targeting your ideal customer profiles and can be subtly inserted into other prospect interactions like your landing pages.<\/p>\n\n\n\n If you\u2019re using a high-conversion landing page then chances are you\u2019ll limit the number of questions you\u2019ll have on the intake form to ease the flow of new prospects into your pipeline.<\/p>\n\n\n\n This means that your primary line of lead qualification is either going to come from your sales discovery\/triage or appointment setting call.<\/p>\n\n\n\n Basic scripts have lead qualification skills built into them, but there are also other techniques that your appointment setter can use such as BANT to prequalify leads.<\/p>\n\n\n\n Here\u2019s what.<\/p>\n\n\n\n Lead qualification isn\u2019t just about knowing if a lead has the resources or the interest to buy from your organization.<\/p>\n\n\n\n That\u2019s easy.<\/p>\n\n\n\n Lead qualification is a process that allows a prospect to be matched to a specific solution that\u2019s available from the organization and be given a lead score.<\/p>\n\n\n\n This way, the appointment setter can equip the next SDR in the chain with the right information so that they can ask the right questions to make the sale.<\/p>\n\n\n\n That\u2019s the critical part.<\/p>\n\n\n\n The more information that an appointment setter can wring out of a prospect, the more information a closer has to work with and this usually leads to better results.<\/p>\n\n\n\n This is what the perfect appointment setting script<\/a> template should look like.<\/p><\/blockquote>\n\n\n\n A great appointment setting skill to have is research.<\/p>\n\n\n\n They should be able to add to the information that they already have about a prospect during a call and even do research on the fly if a prospect asks them a question that they can’t answer.<\/p>\n\n\n\n You want someone on your team that has the initiative to take action and customize the way they speak to a prospect.<\/p>\n\n\n\n And, they can only do this through research.<\/p>\n\n\n\n Let say they’re trying to figure out what tone of voice to use, they can simply try to look up the prospect, check out how formal they conduct themselves on LinkedIn, and then take the appropriate actions necessary.<\/p>\n\n\n\n Research is an essential part of personalization, and it’s personalization that scores conversions especially in B2B markets.<\/p>\n\n\n\n Appointment setting is the first touchpoint where a prospect gets to talk with someone from your organization.<\/p>\n\n\n\n You have to make a good impression.<\/p>\n\n\n\n Bad English skills have no place in appointment setting.<\/p>\n\n\n\n But, here\u2019s the thing.<\/p>\n\n\n\n You don\u2019t necessarily have to hire someone whose native tongue is English.<\/p>\n\n\n\n There are plenty of great English speakers from different countries, and if you have a remote team, you open yourself up to a large roster of people to pick from.<\/p>\n\n\n\n What\u2019s important is:<\/p>\n\n\n\n And, that brings us to another important point, which is\u2026<\/p>\n\n\n\n Your appointment setters don\u2019t have to sound like native speakers as long as they have neutral accents.<\/p>\n\n\n\n You want to avoid heavy accents because they don\u2019t facilitate clear communications with your prospects.<\/p>\n\n\n\n However, it does help a little if your appointment setters sound like their prospects.<\/p>\n\n\n\n For example, if your prospects are from the UK, it would be detrimental if you put someone on that sounds like they\u2019re from the States.<\/p>\n\n\n\n Here\u2019s why.<\/p>\n\n\n\n People like speaking to people that are similar to them.<\/p>\n\n\n\n It\u2019s a natural instinct to trust someone that sounds like you.<\/p>\n\n\n\n A lot of marketers sometimes assign native speakers to their phones, but you\u2019ll find that many appointment setters from other remote parts of the world sound the same.<\/p>\n\n\n\n1. Lead Qualification Skills<\/strong><\/h2>\n\n\n\n
2. Research<\/strong><\/h2>\n\n\n\n
3. Great English Skills<\/strong><\/h2>\n\n\n\n
4. Neutral Accents<\/strong><\/h2>\n\n\n\n