There is no doubt that making appointments on the phone has become increasingly harder in some ways but because of the emergence of email and targeted marketing there are probably less salespeople trying to get meetings with customers on the phone. The issue is in getting through to someone in the first place so I am going to spend some time looking at that before we look at what to say when we do.
Firstly - Have a name to call. Do not be afraid to look on a website find the person you want to talk to or someone equally important and ask for that person. It is far easier to start this way than asking "Who is the person who does.....?"
Secondly - Treat everyone with respect, I like many smaller businesses, work with my wife or in many businesses the person who answers the phone is important. Irritate this person at your peril and you will never get through and if you do get through ,do not surprised if you get abuse. I take personal offence to people being rude to my wife to get through to me and I do not think I am alone in this.
Thirdly - Call at different times of the day. Early morning, lunchtime or early evening can be a good time to get through to people.
Fourthly - Call back when you say you will, I will often ask people to ring me at a certain time and I will not take their call if they ring back at another time
Fifthly - Have patience - If you do not get through on the first attempt just try again
More Appointment making tips to follow
Graham Price