What is Reverse Appointment Setting?

The Lead Calyx Method

If you’ve been following our blog, social media, or website for any amount of time, you’ve probably heard us use the term “Reverse Appointment Setting.”

Reverse appointment setting is a dynamic and effective strategy for connecting with potential clients or customers by proactively engaging with them and nurturing relationships. This blog post will provide a detailed overview of this innovative approach, highlighting the key steps involved and the benefits it offers to businesses.

1. Building a Tailored Contact List:

The process of reverse appointment setting begins with creating a personalized contact list of individuals who match the targeted buyer persona of the client. This list is carefully curated, including essential contact information such as Calendly, Business Email, Mobile Phone, Job Title, Company, and other relevant details. Having a well-defined and comprehensive list is crucial for the success of this approach.

2. Client’s Selective Prospects:

One of the distinctive features of reverse appointment setting is that the client has the autonomy to hand-select which prospects they are most interested in working with. This empowers the client to focus their efforts on potential leads who align with their business goals and objectives.

3. Nurturing Leads on LinkedIn:

Following the creation of the contact list, the next step involves a two-week period of lead nurturing on LinkedIn. During this phase, the reverse appointment setting team engages with the selected prospects by:

• Following Company Pages: By following the prospects’ company pages, the team demonstrates genuine interest in their business, signaling a desire for a meaningful connection.
• Sending Complimentary Messages: The team connects with the prospects through personalized, friendly messages, fostering a sense of goodwill and warmth in the relationship.
• Liking and Commenting: Interacting with the prospects by liking and commenting on their recent posts or articles helps to establish an initial connection and engage in meaningful conversations.
• Endorsing Relevant Skills: Providing endorsements for the prospects’ relevant skills further solidifies your presence in their network and showcases your interest in their professional growth.

4. Booking a Meeting via Calendly: After two weeks of consistent interaction and engagement, the reverse appointment setting team moves to the next phase by booking a meeting through the prospect’s Calendly scheduling tool. This is done one week in advance to ensure that the process doesn’t feel rushed or pushy.

5. Email Confirmation and Personalized Loom Video: Once the meeting is booked, the team sends an email confirmation to the prospect. This email includes a pre-made template that often incorporates a personalized Loom video from the client. The video serves as a powerful tool for establishing a personal connection, conveying the client’s enthusiasm, and explaining the purpose of the upcoming meeting.

6. LinkedIn Follow-up: In addition to the email confirmation, a message is sent on LinkedIn to inform the prospect of the booking. This approach combines both email and LinkedIn engagement, ensuring that the prospect receives the message and is well-informed about the upcoming meeting.

Key Benefits of Reverse Appointment Setting:

• Personalization: Reverse appointment setting allows for a highly personalized approach, tailoring interactions to the specific needs and interests of the prospects.
• Relationship Building: By nurturing leads over a two-week period, this strategy prioritizes relationship building, ensuring that prospects feel valued and respected.
• Engagement: The use of LinkedIn as a primary platform for engagement leverages the power of social networking to connect with potential clients in a professional and authentic way.
• Timing: Scheduling meetings one week in advance demonstrates consideration for the prospect’s time, helping to avoid overwhelming them with immediate requests.
• Multi-channel Approach: Utilizing both email and LinkedIn messaging enhances the chances of the prospect receiving and responding to the communication.

In conclusion, reverse appointment setting is a strategic and thoughtful approach to connecting with potential clients, fostering relationships, and ultimately securing valuable meetings. By following the steps outlined above, businesses can position themselves for successful interactions and meaningful engagements in the world of B2B and B2C sales.Is this conversation helpful so far?