Appointment setting is crucial to any kind of service provider or business that requires a large clientele. Most people would think that making the call and getting people to answer is the hardest part. However, responding to the common objections in appointment setting would probably make the calling bit look easy as pie. No matter who you’re approaching, you should always be aware of the common objections that people raise, such as the ones mentioned below and be prepared. Remember, forewarned is forearmed.
I Have Quite a Busy Schedule
Most people will try their best to get rid of you by saying their goodbyes and shutting the phone before your brain has even started processing the situation. Do not let them get away without having the chance to play your cards first. Make a short introduction as soon as you call them and ask them if they could make time for a lunch phone call someday. If they say they are busy then just remind them politely that lunch breaks are much needed by everyone and you won’t be taking much of their time anyway. Don’t forget to thank them for listening to you!
But I’m Happy with My Own Service Provider
Many of the people you approach are likely to be buying the same kind of service already. Start by giving a brief description of your own service. Then proceed to highlight all the features or points that make your service better than your competitors. It is also wise to do you research beforehand so you know the flaws in the existing services out there. You can then highlight these as well and make your own offerings look like much better options. People who are made to doubt the competency of their own service providers are the most likely ones to switch.
Can You Provide Any References
Don’t expect people to just accept that you’re good at what you do without some proof or evidence. Do your homework and get hold of some great references. Now whenever someone asks you for them, all you’ll have to do will be to agree on sending them ASAP.
Just Send the Details
Never easily agree to send the details to just anyone, whether by email or post, without putting up a fight. Chances are that they’ll discard them without even a second glance. If you get the feeling they’re just humoring you, don’t ignore your gut! Instead, get a more seasoned appointment setter on line or if that’s not feasible at the moment, just let them know that you’ll be connecting them with your manager who would love to provide them with details tailored to their specific needs. A good practice is to have the details ready, just a button push away, so when they ask, you send at once.
I Have No Need for Your Service
If a potential client says this to you, then you let them know about all the other people who said the same but are now happy with your service. Do your research on such clients and develop a list of all the situations in which your service would have made their lives much easier. Presenting your proposal in such a light would surely get them to consider your offer instead of rejecting you straight out.
So what do you think? Are you in a better position now in dealing with these objections?