Coaching Session 8: Lead Generation and Appointment Setting

Lesson Notes

Time Stamps:

00:05   Video Introduction

02:23   Lead Generation Process

08:18   What is Lead Generation?

11:47   What is Appointment Setting

17:01   Core Responsibilities of Lead Generation and Appointment Setters

  • Communication Skills
  • Teamwork
  • Adaptability and willingness to learn
  • Resilience/tenacity
  • Proactive
  • Highly Organized
  • Product Knowledge
  • Computer Savvy

27:28   Portfolio 8

 

 

I. Lead Generation process

(https://www.business2community.com/sales-management/3-hot-tips-managers-improve-lead-generation-process-0632360)

Lead Generation Process:

  1. A stranger discovers a business through a website, blog, or social media.
  2. That stranger becomes a visitor when the Call-To-Action (button, image, or message) is clicked.
  3. Call-To-Action takes that visitor to a landing page or a web page that is designed to capture lead information in exchange for a valuable offer.
  4. On the landing page, that visitor fills out a form in exchange for the offer.
  5. The form filled out and sent becomes a new lead.
  6. Lead Generation Specialist filters out the lead and looks for qualified hot leads.
  7. Lead Generation Team sends through hot leads to the Appointment Setting Team.
  8. Appointment Setting Team communicates with hot leads through call or email to book appointments with Sales Consultant.
  9. Sales Team turns hot leads to valid deals.
  10. Valid deals become customers.

 

II. What is Lead Generation?

(https://www.searchenginejournal.com/how-do-you-know-what-types-of-lead-generation-are-best-for-your-business/65854/#close)

Lead Generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company’s product or service.

Lead Generation Team looks after all the inquiries by responding to email, chat or phone calls.

Lead is a person or a company that shows interest in your company’s product or service.

How do leads show interest?

  1. contacting through chat on social media
  2. sending email inquiry
  3. calling to ask for more information
  4. filling out an inquiry form

Basically, lead is someone you can trail because you have captured their contact information (email, contact number, social media account).

When a visitor communicates to a company, this visitor transitions to becoming a lead.

Hot Lead is  a qualified lead who is highly interested in your product or service and is ready to talk to a salesperson.

 

III. What is Appointment Setting?

(https://www.business2community.com/strategy/appointment-setting-outsource-0628405)

Appointment setters are those who introduce your company and discuss the products or services to prospects, nurture those prospects, and pass them off to the sales team to close the deal.

Appointment setters are not to sell a service or product but to generate the interest of potential customers.

 

2 types of Appointment Setters:

  1. Inbound Appointment Setters
  2. Outbound Appointment Setters

Inbound Appointment Setters – answer any questions the prospects might have and set up appointments for the prospects to speak directly to a salesperson.

Outbound Appointment Setters –  make calls (cold calling) or send emails to their hot leads, answer questions, and schedule or reschedule appointments with a salesperson.

The appointments they set vary from in-house demonstration, over-the-phone consultation, or private meeting at the office or home of the interested party. They are expected to determine the level of interest of a lead and the lead’s ability to pursue further.

This is then followed up by the sales professional who can provide more details about the product or service and eventually close the deal and convert hot leads to customers/clients.

 

IV. Core Responsibilities of Lead Generation and  Appointment Setters

1. Communication Skills
  • If there is one skill that is absolutely essential to successful lead generation and appointment setting, it is the ability to communicate effectively. This means communicating effectively through both written and spoken words.
  • The ability to communicate with consumers has and always will be an integral part of the selling process. CSR must not only be comfortable but confident as well in writing emails or responding to queries and speaking with potential leads.
  • Actively listen to what the leads are saying. Listen to the tone of the voice and pick up on cues the leads are sending out.
  • CSR is expected to know how to express one’s thoughts or ideas to get a message across.
  • Great call handling skills, phone or email etiquette.
2. Teamwork
  • This is about the ability of the CSR to work with others.
  • Most lead generation specialists require working with teams like appointment setting and sales.
3. Adaptability and willingness to learn
  • The ability to act or think as fast as the CSR can to solve problems as they arise.
  • Being able to adapt to different situations, produce results despite challenges, as well as adjusting to suit the needs of others, etc. play a crucial role in the campaign.
  • Be a fast learner.
4. Resilience/Tenacity
  • Handle objections well by anticipating them. Be prepared for rejections and ready rebuttals.
  • “Be quick on your feet” and deliver the right rebuttals.
5. Proactive
  • Do not rely on the materials given.
  • Make a research about the target market to gain more insight about their goals, habits, and everything else you can discover about them.
  • Be creative in looking for ways to qualify a lead and book an appointment.
6. Highly Organized
  • They need to work with the schedules of multiple salespeople. As such, they are highly organized employees and always know what’s going on with each salesperson.
7. Product Knowledge
  • CSR must be well-versed about the company and its products or services to determine which products or services are suitable for leads whether interested or otherwise.
8. Computer-savvy
  • This involves the use of the computer and everything else. It means being able to navigate, surf the net for pertinent information, or perhaps hardware usage that may be necessary for the work.
  • Comfortable working with devices and social media tools.

 

Portfolio

Task 1: Create a script for an outbound call to convince your customer that your gym is a better option than any other gym in the area. Send your script and do a recording using  Vocaroo. (https://vocaroo.com/)

Scenario:

“GymBuff left a message on your social media account asking if the gym is open after 10 pm weekdays and if there is a personal trainer available for her. As an Appointment Setter, how are you going to convert Gymbuff from lead to hot lead?”

 

Portfolio submission template:

Batch # CSSS Portfolio – Lesson #

 

PORTFOLIO SUBMISSION GUIDES:

1. Full Access Students
Send your portfolios to courses@surgedigital.agency.
Please submit individually per coaching session.

2. Premium Members
Submit your portfolios to courses@surgedigital.agency
Please submit all required portfolios as one, in one email (attach your Google Drive).

3. VOD Access Students
Submit your portfolios to courses@surgedigital.agency
You can submit individually per coaching session or submit all required portfolios as one, in one email (attach your Google Drive).

 

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