Sunday, April 2, 2017

Do Different Appointment Setting Techniques Generate Different Appointments?

It’s only a matter of time before the business world has 100% embraced the multi-channel mindset (assuming it hasn’t already). But in case you still haven’t, you probably have several valid reasons. You don’t want to jump on the bandwagon. You care about the quality of the appointments generated in ways that you’re not accustomed to.
It does all take some getting used to and it’s perfectly natural when you think the risks aren’t worth taking. However, there is one assumption you might not want to hold on to: The idea that different appointment setting techniques generate different kinds of appointments.
 Now it would be unrealistic to say that different techniques don’t generate different appointments. It can if you’re not used to using one channel as well as another. But on the other hand, you just need a certain amount of skill and an appointment made through the internet may not be different from one set over the phone.
 It’s like protesting the use of emoji in online messaging. Sure, you can make the case that these things are unprofessional. On the other hand, does the fact that they’re unprofessional make them any less easy to understand?
 Is emoji really any that different from, say, sign language? If they’re good enough for an NBA professional, then they can certainly be appropriate in some circumstances.
 So really, how different would it really be if you’re just simply using a different channel to acquire the same details that make up a certified sales appointment? Maybe the differences that you’re so keen about could just be addressing some other things:
  • Prospect location – Maybe they’re at home. Maybe they’re attending a conference. Either way, a multi-channel mindset teaches you to be available whenever a prospect is considering a need for your particular product/service.
  • Lead nurturing – Signing up a contact form may not be considered a lead but that’s where another strength of the multi-channel approach comes in. Engaging a prospect can now occur over several channels (telephone, social media, email, webinars etc).
  • Duration – Alongside lead nurturing, there might be a timeframe factor where an appointment is made faster through one channel compared to another. Then again, this could still be just a manner of strategy and not so much about the end result.
Much like fearmongering over the internet, there can be a lot over which appointment setting method creates the ‘best’ sales appointments. The truth however is that these appointments are always the same in the end.

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