Issues can still arise even if your appointment setting approach works well. In fact, having too much success can create its own problems. When your SCM software services are popular, it’s likely that multiple prospects will seek your assistance. Think of that scene from Robots where the main character has a long line in front of his place after word spreads about his ability to fix bots. You can also relate this to the common experience of waiting in line to see a doctor.
Putting A Control On Your Appointment Setting
You might think that generating business leads can be a far cry from a retail store with a long line. But guess what, so long as that process does any of the following, they have a lot in common:
- You are helping current clients while also trying to gain new ones – Your resources are focused on serving the client in front of you. You can’t use those same resources for the next client in line. You need to concentrate fully on current projects. Putting customers first means knowing which ones to prioritize. Don’t attempt to satisfy everyone at the same time, or you won’t complete anything.
- Other customers have to wait – This is not always a bad thing. It only means your appointment setting process should consider the timeframe for current projects while scheduling client meetings. Again, with resources being focused on those projects, you cannot serve anyone else until it is done. That is why work is at an all-time high. You need to generate, qualify, and close. After that, everything must be done to help the prospect with their SCM issues. Naturally, you just cannot stop and risk losing productivity.
- Activity is high – Speaking of which, you cannot keep customers waiting for long. That is why all your activities must be for the sake of getting them what they need and then moving on to the next prospect. Your appointment setting services are your ticket to a highly active and highly productive business. Furthermore, working nonstop is not always healthy. Everyone needs a break which leads to a stronger need to let prospects know when you are next available.
So as you can see, so long as you are highly active in terms of attracting and serving clients, you are not that much different from either a doctor or a retailer. A system needs to be in place to make sure your firm’s software resources are not stretched too thin. That is why appointment setting needs act as a control. It takes in mind your current projects and also makes indirect deadlines for them because you still need to serve other clients (that or you need time to blow off some steam).
Without that control, you will have difficulty giving service to anyone. Customers get frustrated with delays. This eventually leads a decline because only fewer and fewer prospects come in. Obviously you would not want that happening so do not ignore the rest of your SCM software leads. Let them know when you are ready!
