How to Become an Appointment Setter: 7 Steps PLUS Interview Question Prep

April 7, 2024

To get started in appointment setting, follow these 7 steps:

  1. Ensure you’re qualified to apply for an appointment setter job
  2. Earn a formal certificate or go through appointment setter training
  3. Decide what type of appointment setter you want to be
  4. Build appointment setting experience
  5. Craft a compelling resume and cover letter
  6. Apply for higher-paying appointment setting jobs
  7. Continue developing your appointment setting skills

Appointment setting works by contacting potential clients to arrange meetings or calls for sales teams. This role facilitates the sales process by bridging a company and its prospective customers. A statistic from The Appointment Setting Pros highlights that effective appointment setting can increase a company's sales by up to 20%, especially for a B2B appointment setting service. This shows that being an appointment setter is a promising career choice for those with strong communication skills.

Appointment setters typically communicate with clients via phone calls, emails, or social media platforms. Their primary goal is to secure a commitment for a meeting, often requiring persistence and a tactful approach. For example, appointment setter coach Balázs Károlyfi from Budapest, Hungary has successfully leveraged Instagram to make over $227,000 in his career. 

In this article, we will guide you through how to become a successful appointment setter in 7 steps. We’ll also share key interview questions you should prepare for when applying as an appointment setter. At the end of the article, we’ll introduce a more profitable business model than appointment setting.

How to Become an Appointment Setter in 7 Steps

1. Ensure You’re Qualified to Apply for an Appointment Setter Job

The qualifications you need to be an appointment setter is at least a high school diploma, a formal training certification, and at least an entry-level experience in sales according to Indeed and Upwork. This basic education shows potential employers that you have the skills needed. It’s a plus if you've worked in customer service or sales before. This experience means you're likely used to talking with people and solving their problems. It helps if you know how to use computers and CRM programs because it helps you organize customer information for scheduling appointments. 

2. Earn a Formal Certificate or Go Through Appointment Setter Training

It takes a few weeks to be hired as an appointment setter if you already have a certificate. Having a certificate proves you're trained, and this can make you stand out from others who haven't had formal training. What you learn in training can help you do better in job interviews and at work. You can also look for these certification programs and trainings online, like the appointment setting training course from the MTD Sales Training. In these trainings, you learn how to get ready for a call, start a conversation, convince prospects to set up an appointment, and deal with clients who might not be sure or interested.

What Are Appointment Setter Skills?

The essential appointment setter skills are:

  • Sales Skills
  • Lead Qualification
  • Excellent Communication Skills
  • Customer Service Skills
  • Lead Qualification
  • Objection Handling
  • Phone Etiquette
  • Product Knowledge
  • Organizational and Time Management Skills
  • Technical Proficiency
  • Scheduling Skills
  • Emotional Maturity and Professionalism
  • Adaptability
  • Persistence and Patience
  • Empathy

These skills are important for an appointment setter. Sales skills and lead qualification help identify and convert your prospective client. Good communication, listening, and customer service make it easier to connect with people and understand their needs.

Knowing how to handle objections and having product knowledge are key to explaining services. Being organized and good at managing time, along with scheduling and sales development skills, makes the work efficient. Emotional maturity, professionalism, adaptability, persistence, patience, and empathy are necessary for dealing with different situations.

5 Best Appointment Setter Certifications

  • The Certified Sales Professional (CSP) program teaches detailed selling techniques. It includes training on improving sales, managing time and areas, setting goals, and finding new clients. To get this certificate, you need more than two years of education after high school and work experience. There's an exam and you have to renew the certificate every three years. It's a certificate that people like telemarketers and sales representative often get. 
  • The Customer Service Specialist (CSS) certification shows you have good skills in customer service. It covers many areas like safety, ethics, respect, teamwork, and how to communicate well on the phone and email. It also teaches problem-solving, how to get along with people, and basics in sales and marketing. You don't need more than two years of education or work experience after high school, but you do have to pass a test.
  • The Certified Customer Service Representative (CCSR) is for financial service professionals who have completed the AIB Customer Service Representative Certificate. This certification is suitable for those working as customer service representatives. It doesn't require more than two years of education or work experience after high school, but passing an exam is necessary. The certification must be renewed every three years. 
  • Create Official Appointments Using Calendly is a Coursera-guided project by Emmanuel Ibekwe. It's designed for beginners who want to start an appointment setting service. The project teaches how to use Calendly for scheduling one-on-one and group meetings. Skills practiced include scheduling business meetings and call appointments. The course offers hands-on learning with expert guidance, and no prior experience is needed. 
  • The Complete B2B Sales Masterclass: 6 Courses in 1 is a Udemy course that teaches a new, ethical way to sell, based on how the brain makes decisions. It avoids old, pushy sales methods. Instead, it focuses on understanding customer behavior, asking the right questions, and building trust for B2B appointment setting. The course covers product positioning, marketing, and sales techniques. It's about making customers want to buy, not feeling forced to. The course is for improving your B2B appointment setting skills.

3. Decide What Type of Appointment Setter You Want to Be

There are two types of appointment setters: inbound and outbound. Inbound setters contact every qualified lead who has shown interest by clicking on forms on company websites or social media. They manage these leads and reach out through email, SMS, or phone calls to arrange appointments for the sales rep.

Outbound setters proactively contact potential clients through cold calls, emails, voicemails, SMS, and direct messages on Facebook, Instagram, WhatsApp, or LinkedIn to set up appointments. Depending on what's needed, effective appointment setters handle both inbound and outbound tasks.

4. Build Appointment Setting Experience

You don’t need experience to become an appointment setter, but improving your skills and gaining sales experience can help. There are many resources available online, from YouTube videos, podcasts, and paid appointment setting courses. Learn from people who have done this job like Mike Vestil from 7 Day Remote Closer who has reportedly earned $1.9 million from appointment setting commissions.

There are also various forums on Reddit and Quora where you can ask people questions about the job and their experiences. When you have meetings or calls, try to get feedback about it so you know the areas where you can improve and become more effective. You can also try entry-level jobs in sales or customer service to add to your resume. 

5. Craft a Compelling Resume and Cover Letter

According to TeamStage, 63% of recruiters like to see resumes made just for the job they're offering. When you’re applying for an appointment setter job, make sure that you highlight the skills and experiences for it. Make sure that you use clear and easy words. Focus on your skills in talking to people and helping customers. List any jobs where you spoke with clients and achieved goals.

Mention any training or certificates you have. Talk about how you handle hard situations and your understanding of basic CRM software. In your cover letter, express your eagerness to work with customers and learn quickly. Explain why you would be good at being an appointment setter by highlighting your strong communication skills, expertise in cold calling, and knowledge of the sales process.

6. Apply for Higher-Paying Appointment Setting Jobs

To become a high-ticket appointment setter, you must be good at talking to people, clearly explain why costly products or services are worth it, and quickly build trust with potential big-spending clients. You can start applying for companies that are looking for a B2B appointment setter since these have a higher base pay and commission rate.

Learn about high-value niches like luxury goods, high-end real estate, and premium business consultancy. Then, offer your services to businesses that sell these high-ticket items. It's good to take special training in high-ticket sales. This helps you handle big deals and shows you're skilled in this area. Being professional and knowing how to persuade clients is key for this job.

Read Appointment Setter Reviews

Before sending your application, read up on appointment setter reviews to learn about the company. Look at reviews from their past and current appointment setters to find out their experience, salary, and the type of work they do. You can also check appointment setter reviews on the Better Business Bureau (BBB) to see which companies have a good reputation.

7. Continue Developing Your Appointment Setting Skills

To stay ahead as an appointment setter, continue to develop your appointment setting skills. Keep up with the latest in sales and customer service, and attend trainings and workshops for new ideas. Use CRM software to manage client information efficiently or learn new software if you are not familiar with it yet.

You can also attend events where you can network with professionals or meet people in your field to learn more and even meet potential clients. Ask and listen to feedback from your clients and co-workers to know how you can improve your methods. Keeping up to date with the market trends and the needs of your clients will help you maintain your competitive edge in appointment setting. 

6 Appointment Setter Interview Questions to Expect 

Some possible questions you can expect for an appointment setter job interview are:

  1. Give an example of a time when you had to deal with a difficult or irate prospect during a call. How did you handle the situation, and what was the outcome?
  2. What tools or software have you used in the past to manage your leads and the appointment setting process? Can you explain your proficiency with them?
  3. Can you describe a specific sales technique or strategy you've used in the past that improved your appointment setting success rate? How did you implement it to schedule appointments, and what were the results?
  4. How do you ensure you have a deep understanding of the products or services you're promoting for appointment scheduling?
  5. Have you attended any specific training programs or obtained relevant certifications that you believe have enhanced your appointment setting skills? If so, could you describe the most valuable training or certification you've completed and how it has benefited you in this role?
  6. Can you discuss your approach to researching and understanding the businesses or individuals you'll be contacting before making appointment setting calls?

4 Appointment Setting Tips to Increase Sales

  • Make your messages personal and helpful: When you talk to potential customers, make sure you know what they need and like. Send them information that is useful for them. This way, you can get more people interested in buying your product, and it costs less money to find each new customer. Forrester Research says companies good at keeping in touch with potential customers get 50% more leads and spend 33% less on each one.
  • Maximize the use of CRM tools: Using CRM tools allows tracking of each potential customer's history, preferences, and responses, which aids in personalizing the sales approach. CRM tools also streamline scheduling and remind both the seller and the customer about appointments and follow-ups. This improves engagement and reduces missed opportunities. By maintaining regular, tailored communication, CRM tools help build stronger relationships, ultimately leading to increased sales.
  • Follow a structured sales call process: This means covering various topics but under a few main themes to keep the conversation focused and flowing smoothly. Plan your calls, deciding what topics you'll discuss and how they connect. This organized approach, used by top salespeople, makes your calls more effective and keeps you on track. According to, the best salespeople in their companies, those in the top 5-10%, use a more organized and consistent way of making sales calls than others.
  • Continuously refine your approach: This means tracking the success of different strategies and techniques used during calls. Pay attention to patterns in what leads to successful appointments and note any approaches that don't seem to work. Use this information to make adjustments in your methods. This could involve changing your script, trying new ways to engage clients, or altering how you follow up. By consistently evaluating and improving your techniques based on real outcomes, you can increase your efficiency and success rate in setting appointments.

Is Appointment Setter Legit? 

Yes, being an appointment setter is legit because it’s a job that has a growing market demand. Appointment setting offers job flexibility, often as a side hustle or remote work with flexible hours. Many positions are commission-based, and it's an entry-level role not requiring formal education. This job improves communication skills and provides learning opportunities across various industries. It's beneficial for those aiming to develop sales and negotiation skills and serves as a stepping stone in a sales career. 

Josue Pena 


Appointment setting is legit one of the greatest gigs you
can take on if you have zero followers, no leverage,
and no money to start. 

- Learn how to send a DM

- DM accounts that need the service

- Take a 10% commission for all sales closed

Josue Pena, a 7-figure marketing and sales consultant from Miami, Florida, shares that appointment setting is a legit gig that you can start with no money. You only need to send DMs to businesses in need of a specific service then charge 10% commission for all closed sales. He explains that you only need a social media account. All other skills can be learned.

While many people earn from appointment setting, there are still scams and deceptive job offers, so you still need to be careful. Watch out for companies that don't offer a base salary or proper training. The job can be flexible and doesn't require a college degree, but be careful of misleading income claims and high upfront costs. 

Appointment Setter Salary

Appointment setters make between $7,000 and $15,000 per month according to Aaron Martinez from Remote Closing Academy. The average appointment setter salary is $15.32 per hour as per Zippia. Luke Martinez also adds that a successful appointment setter on a specific offer can earn you $300 to $600 in commissions.

Appointment setter salaries can vary. You often get paid an hourly rate or base salary. If you work on commission, you can earn more. This means if you are good at your job and set up a lot of successful sales meetings, you make extra money. 

How Local Lead Generation Transcends Appointment Setting in Earning Potential

Local lead generation transcends appointment setting in earning potential because it leverages the power of digital marketing and SEO to attract a steady stream of leads. Unlike appointment setting, where income is typically based on the number of calls or meetings arranged, local lead generation can generate continuous revenue without the need for constant direct interaction. This model taps into the growing reliance on online searches for local services, positioning your lead gen sites to capture and monetize this traffic.


Local lead generation offers scalability that appointment setting struggles to match. You can create multiple lead gen sites across various niches and geographic areas, each serving as an independent income source. This diversification reduces the risk associated with relying on a single stream of income and allows for greater financial stability and growth potential. Each lead gen site you create can earn $500 to $2,000 per month.

Once your sites are well-established and ranking high on search engines, they need minimal ongoing maintenance. This contrasts with appointment setting, where constant outreach and follow-up are necessary to secure and retain clients. Overall, local lead generation stands out as a superior option for those seeking a more passive, scalable, and potentially more lucrative approach to online earnings. 

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Ippei Kanehara

$52K per month providing lead generation services to small businesses is for digital hustlers, industry leaders and online business owners.

His #1 online business recommendation in 2024, is to build your own lead generation business.

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