APPOINTMENT SETTER: Definition, Job Description, Salary & How to Become One

Appointment Setter
Insurance Journal

Appointment setters are in charge of calling potential consumers and scheduling appointments for their company. A position as an appointment setter is often entry-level and is an ideal opportunity to get your foot in the door with a new organization. An appointment setter will collaborate with one or more coworkers to ensure that the company’s clients are satisfied and receive the finest service possible. In this blog, we will cover all on an appointment setter, a sample job description, the salary involved, and also get to know if you can work from home.

What Is an Appointment Setter?

An appointment setter serves as a go-between for sales personnel and customers. They make and receive calls from customers in order to schedule appointments with sales personnel. Their responsibilities include becoming acquainted with key details of our products and services, calling prospective clients using a list of numbers provided to them, accepting calls from prospective clients as they arise, and fielding basic questions and concerns about the products and services they provide.

The appointment setter schedules meetings between prospective clients and sales representatives, maintains a detailed log of calls, including those that are not answered, attempts to contact prospective clients who have been unable to contact them, and notifies the manager of recurring product-related complaints that require attention.

They should have strong communication, interpersonal, and computer skills, as well as exceptional listening and attention to detail, good phone etiquette, a professional and courteous demeanor, and be persuasive and results-oriented.

What Does an Appointment Setter Do?

Setters do three things in the big picture:

#1. Prospecting

The initial task of the setter is to compile a list of contacts based on persons who have previously expressed interest in the company’s product or service. These could be individuals who have:

  • Booked a call before but didn’t show up
  • Downloaded a whitepaper
  • Registered for a webinar
  • Filled out a form
  • Or even interacted with the brand on social media

As a result, they rarely have to make cold calls. All of the prospects they contact will be familiar with the company and more willing (warm) to take a call.

#2. Research

Once the setter gets a list of prospects, they look for precise information that will allow them to tailor their outreach to each individual. They comb through company websites, social media profiles, and other resources to gather as much information as possible. What exact information are they seeking?

Examples include:

  • The prospect’s previous experience with their company
  • Initiatives in which they are involved
  • Their ultimate professional objectives

This enables setters to deliver ultra-personalized outreach to each prospect, significantly increasing response and conversion rates.

#3. Outreach

Finally, the setter locates the correct contact information for each prospect and contacts them. This is commonly done via email, LinkedIn, or phone, and the setter works from a template or script that they can customize with personal information for each prospect.

Appointment Setter Salary

An Appointment setter can make a lot of salary. Setters who have completed Remote Closing Academy can earn between $5,000 and $10,000 per month.

The precise amount you can earn is determined by:

  • Your expertise
  • The company for which you work
  • The number of high-quality visits you schedule each month

And becoming a setter allows you to advance to the position of closer (the people who make the sales on those appointments). Closers can earn between $20k and $30k each month.

Payment Structure for Appointment Setters

Setters often earn around $1,500 per month, depending on the offer and the company with whom they work. They also receive a commission of 3% of the offer price. Based on the data we’ve gathered over the years, we discovered:

  • The majority of appointment setters schedule 20 appointments every week.
  • Closers will typically close 30% of those sales per week (about 6 of the 20 appointments).

If you schedule appointments for a $10,000 offer, for example, you will earn approximately $1,500 plus $7,200 in commission for a total of $8,700. Extra bonuses for meeting performance goals are common in businesses.

How to Become a Sales Appointment Setter in 3 Steps

The three primary steps to becoming an appointment setter are as follows:

#1. Learn Sales

You don’t have to be a sales guru to be a successful appointment setter. After all, you’re only making appointments, not sales. To thrive as a setter, you must have a good fundamental knowledge of sales and persuasion.

When it comes to learning the necessary sales abilities, you have two major options:

  • Make use of free resources – there are numerous YouTube channels and books available to help you understand the basics rapidly.
  • Learn from someone who has done it – there are a plethora of excellent courses that will show you exactly how to become a setter or a closing.

#2. Find the Right Offer

The deal you sell can make or break your appointment-setting success. Because your income is directly related to people’s interest in booking calls and ultimately purchasing the offer, you must ensure that each offer you consider:

  • Has already been authenticated (meaning the person who created it has sold it numerous times)
  • Is there a qualified inbound lead flow? (The company already has warm prospects in the pipeline that you can contact.)

It can be tough to locate these bargains. Most of the time, you’ll have to network a lot and apply to a lot of job posts.

#3. Hustle

This is not a “get rich quick” program. You must work for this opportunity. Because the remote closing profession is developing, there are a lot of other closers and setters out there hustling.

As a result, you can’t afford to stop learning and developing relationships. Learn from other neighboring closers and setters. And work hard to become closer so you may triple your revenue.

Sample Job Description for Appointment Setter

Use this Appointment Setter job description to fill open positions and attract skilled candidates. Feel free to change this Appointment Setter job description tasks and requirements to meet your specific needs.

Appointment Setter Brief Job Description

We are searching for an Appointment Setter to join our team and assist our sales professionals in completing their monthly meeting targets by contacting prospective clients via phone and email.

An Appointment Setter responsibilities include determining whether or whether potential clients are interested in our product and service, then scheduling meetings with each possible client one-on-one or in groups with our organization’s Sales Representatives.

Finally, you will interact with customers to schedule appointments for our sales team members.


  • Respond to basic product and service queries and concerns.
  • Set up meetings between the prospective client and a Sales Representative.
  • Keep a careful record of every call, even those that went unanswered.
  • Make an effort to call prospective clients who you have been unable to reach.

Requirements and skills

  • Work experience as an Appointment Setter or a related function is required.
  • Excellent verbal, written, and interpersonal communication abilities
  • Excellent listening abilities and attention to detail
  • Excellent phone manners
  • A professional and respectful demeanor
  • Convincing and results-oriented
  • It is preferable to have a high school diploma or equivalent.

4 Factors to Consider When Creating an Appointment Setter Job Description 

There are numerous appointment makers accessible. Before you hire, you must first determine what you require. Consider the following aspects when selecting the best fit for your company:

#1. What Type of Appointment Setter Do You Need?

There are numerous appointment setters accessible for various types of appointments. Some appointments are scheduled for an outside sales team to see the prospect. Others are assigned to an inside sales team, who will make phone calls to conduct an online demonstration.

Furthermore, some sales cycles, such as those for heavy equipment, are complex. In these cases, appointment setters should have greater experience, provide product information, and manage outbound calls and outbound sales. Less sophisticated sales, such as personal insurance, may merely require basic appointment-setting skills.

Whatever appointment setter you choose, make sure their background and experience match your industry and experience needs.

#2. Employees vs. Agencies vs. Freelancers

Appointment setters might be hired internally, through a contract agency, or as freelancers. If you’re aiming to develop a long-term team of employees, in-house appointment setters may be sufficient.

Hiring through a contract agency is ideal for assembling an experienced team without the commitment of full-time employment. Because they do not require time commitments and may offer good results on both short and lengthy projects, freelance appointment setters provide a balance in terms of skill and complexity of the job.

#3. Experience

Experience is a useful tool for evaluating potential hires. An unskilled, entry-level appointment setter is better suited for calls when specialized knowledge is not required and the sales cycle is short.

For lengthier sales cycles and more complex products or services, a senior appointment setter is more suited. The sort of product or service an appointment setter will sell, as well as the intricacy of the sales cycle, will influence how you choose to set appointments for your sales staff.

Appointment setters should also have experience working in telemarketing and call centers. Cold calling, answering incoming calls, and proving the ability to close new customers are all part of the job.

Appointment setters who work in a call center selling highly technical items and services might become quite informed about the brand for which they work. Furthermore, if cold calling is involved, more experienced appointment setters should be capable of establishing trust with their target audiences while navigating past gatekeepers to connect with their target.

#4. Industry

Appointment setters can be an important part of any firm in a variety of industries. Insurance, industrial sales, healthcare, fleet sales, computer and electronic sales, education sales, energy sales, and transportation are all business segments where inside and outside sales are critical. Choose an appointment setter who has experience in your sector or who has the ability to swiftly grasp the peculiarities of the industry.

How to Be a Good Appointment Setter?

To gain an appointment setter position, there are a few difficult prerequisites, but being good at it demands some skill development. You should get entirely at ease with your script, not reciting it rotely but rather using it to guide a natural discussion with the potential buyer. To answer the customer’s issues, you must appear sincere and excited about whatever product or service you are marketing. Appointment setters must have good judgment and be able to predict whether or not a contract will convert to a sale.

Is Appointment Setter a Legit Job?

Yes. If you’re searching for your first job in sales, an appointment setter could be a suitable fit. Appointment setters are in charge of setting sales meetings between a company and a prospective client.

How Do Appointment Setters Make Money?

The majority of appointment setters are compensated in two ways. Appointment setters are paid a base hourly rate that is guaranteed. They are also compensated with bonuses or commissions for each successful sales deal. This is the salary that is commensurate to the employer’s earnings.

What Are the Qualifications of an Appointment Setter?

Appointment Setter requirements include the following:

  • A high school diploma or its equivalent is required.
  • Experience as an appointment setter, sales representative, or other similar position will be advantageous.
  • Computer savvy.
  • Excellent verbal, written, and interpersonal communication abilities.
  • Excellent listening abilities and attention to detail.
  • Excellent phone manners.

What 3 Qualities Do You Have as an Appointment Setter?

The following are the Top 3 Necessary Qualities:

  • Self-motivation and dedication are required.
  • Conversational and soft skills are required.
  • Getting Over Rejections and Objections.

Why Should We Hire You for Appointment Setter?

Hiring appointment setters frees up your internal staff to focus on developing the perfect sales presentation and delivering a pitch that resonates with the leads’ wants and needs. This enables your internal sales team to attend valuable meetings without having to worry about increasing your company’s sales funnel.

What Is the Most Challenging Tasks of Being an Appointment Setter?

The first problem in an appointment setting is identifying and communicating with the appropriate decision-makers inside the company. It might be difficult to identify who makes the decisions, especially in larger organizations.


Are you interested in becoming a setter? If you’re on the fence, I advocate taking action RIGHT NOW. Whether you work from home or not, becoming an appointment setter can revolutionize your life. You must take a leap of faith and allow this guide to lead you through each phase.


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