Appointment Setting Services

Appointment setting is the final step in the lead generation process. At this stage, a prospect has moved through the lead generation funnel, been qualified, and has expressed interest in speaking to a sales representative. We carefully screen the prospect for the following:

• Are they the decision-maker?
• Do they have the needed budget?
• Are they likely to purchase your product or service?

We may also include additional screening depending on the criteria specific to your business. 

Now, our representatives coordinate the prospect’s calendar and availability with a sales representative and set the appointment. The prospect and sales representative receive an invitation, schedule the appointment, and confirm their availability.

An appointment setter’s primary job is to drive sales-qualified leads and prospects to the sales team. They aim to make an appointment with a prospect who has met a list of criteria.

The difference between an appointment setter and a sales representative is their goals. The appointment setter wants the prospect to speak with a sales representative. The sales representative wants the prospect to purchase their service or product.

While an appointment setter may have a great deal of information on the product or service, they won’t have the depth of knowledge the sales representative does.

For example, an appointment setter may understand a software program’s various features and benefits. However, a sales representative will be able to demonstrate the software program and show prospects exactly how to use the software.

An appointment setter and a sales representative are members of the same team. During their qualifying calls, an appointment setter may learn critical information about the prospect’s motivations for buying, their concerns, and what features they care about. The appointment setter can relay that information to the sales representative, who can then structure his pitch or demo.

An appointment setter utilizes a process to reach out to prospects, qualifies those prospects, and then grades the prospect. Once they have determined the quality of the lead, they then reach out to the prospect to set up an appointment.

This process can require multiple touchpoints, including calls and emails, to coordinate schedules and remove gatekeepers.

Appointment setters do not want to set up appointments with people who are not the ultimate decision makers, but they may have to speak to several of these people along the way to get to the decision maker.

This journey requires lead nurturing to help get the lead ready to buy. Once the prospect has reached that critical juncture, the appointment setter works to set up the appointment.

Appointment setting services vary by the project. Your needs may differ from one project to the next and will depend on the project’s scope. The types of leads and appointments needed can impact the cost. For example, it may cost more to set up appointments with CEOs and COOs than it does for a consumer of a household product. Generally, the more gatekeepers between the decision maker and the sales representative, the higher the cost.

Our reporting system helps you see the data and the ROI. At Launch Leads, we will provide a quote once we have thoroughly assessed your needs and project. Furthermore, we will be transparent in how that money is being spent and used to develop and qualify your leads.

We offer two pricing models:

• Monthly retainer
• Pay for performance

Contact one of our sales representatives to learn what services and models best fit your needs.

Several indicators may alert you that your business should hire an appointment setting service. One of the most significant indicators is your conversion rate.

If your marketing team is driving leads, but those leads aren’t converting, it may be time to hire a professional service that can better qualify your leads and improve your bottom line.

Another key indicator is if your sales team is having difficulty connecting with key decision-makers or the sales journey is taking too long. These inefficiencies can kill your ROI and conversion rates, and an appointment setting service can help improve those numbers.

If your retention rates are down, you may be selling, but you may not be selling to the right audience. An appointment setting service can better qualify leads, so they reach out to customers who are likely to buy again from your company.

Finally, if you don’t have the resources or talent to generate leads and set appointments, it’s better to outsource these services than try to hire and train an in-house team. You may lose out on opportunities while trying to build out your internal resources.

Hiring an appointment setting service is just as critical as hiring new team members. We are, after all, an extension of your team.

Set up an initial needs assessment and consultation to hire the right appointment setting service. Determine whether the company is a good fit by looking at what they focus on.

They should focus on understanding your goals, your company, and how they can help you improve your bottom line. A good company will be transparent about its process and plans to achieve those results and provide up-to-date data and reports on its efforts.