LEAD REACTIVATION & APPOINTMENT SETTER

LEAD REACTIVATION & APPOINTMENT SETTER

REMOTE | HIGH-TICKET SALES | PERFORMANCE-BASED

THE ROLE

We are looking for an experienced LEAD REACTIVATION & APPOINTMENT SETTING SPECIALIST to join our sales team.

This is NOT a general Virtual Assistant position.

We already have a database of prospects who have previously shown interest in our offer. Many of these prospects did not purchase for different reasons: they did not show, cancelled, postponed, had financial or timing concerns, needed more time, or simply stopped responding.

Your job is to go back into that pipeline and find the people who are STILL SERIOUS.

You will reconnect with prospects, have genuine sales conversations, understand what prevented them from moving forward, determine whether their situation has changed, qualify their current interest, and book qualified sales appointments directly onto Kad's calendar.

KAD IS THE CLOSER.

Your job is to create the opportunities for her to close.

This is a performance-driven sales position for someone who is comfortable making a high volume of calls, handling rejection, overcoming objections, following up consistently, and turning dormant prospects into genuine sales opportunities.

AVAILABILITY

You must be available during U.S./Canadian Eastern Time (ET).

Working hours may be split across morning, afternoon and evening calling windows to maximize contact rates with prospects.

Your exact working schedule and required coverage windows will be agreed upon before starting.

YOUR MISSION

Your mission is simple:

KEEP KAD'S CALENDAR FILLED WITH QUALIFIED PROSPECTS WHO HAVE A GENUINE REASON TO SPEAK WITH HER AND ARE COMMITTED TO SHOWING UP.

The core workflow is:

REACTIVATE → CONVERSE → QUALIFY → BOOK → CRM HANDOFF → PRE-CALL VA → KAD

You own the prospect through the BOOKING AND CRM HANDOFF stage.

The existing Pre-Call VA takes over after booking and manages appointment confirmation, application completion, preparation and show-up processes.

Kad handles the closing conversation.

THE LEAD DATABASE

You will systematically work through our historical lead database, beginning with leads from:

SEPTEMBER 2025 → PRESENT

These include prospects who:

• Previously expressed interest but did not purchase
• Booked an appointment but did not show
• Cancelled an appointment
• Rescheduled but never returned
• Asked to be contacted later
• Said they were interested but needed more time
• Had financial or timing objections
• Stopped responding
• Went cold after speaking with the team
• Were previously qualified but never moved forward

These are NOT traditional cold leads.

They have already demonstrated some level of interest.

Your responsibility is to discover WHO IS STILL SERIOUS, WHAT HAS CHANGED, and WHETHER THERE IS A LEGITIMATE OPPORTUNITY TO MOVE FORWARD NOW.

WHAT YOU WILL DO

1. REACTIVATE OLD LEADS

You will systematically work through your assigned pipeline using:

• Outbound phone calls
• SMS/text
• Email
• Structured follow-up
• CRM tasks
• Multiple contact attempts at appropriate times

DAILY OUTBOUND EXPECTATION:

80–120+ DIALS PER WORKING DAY, depending on connect rates, active conversations and pipeline volume.

This is a SALES ROLE.

You will spend a significant part of your working day ON THE PHONE.

If making 80–120+ calls feels excessive to you, this is probably not the right position.

2. HAVE REAL SALES CONVERSATIONS

We are not looking for someone who simply reads a script.

You need to be able to have a natural, intelligent conversation with someone who previously showed interest.

You should be comfortable discovering:

• Why they originally became interested
• What they were hoping to accomplish
• What prevented them from moving forward
• Whether that obstacle still exists
• What has changed since they last spoke with us
• What they want now
• Why they are considering taking action
• What is stopping them from taking action
• Whether now is genuinely the right time

You should be able to listen carefully, ask intelligent follow-up questions, identify the real objection and move the conversation forward.

3. HANDLE OBJECTIONS

You will regularly hear:

• "I'm not interested anymore."
• "I can't afford it."
• "It's not the right time."
• "Maybe next year."
• "I need to think about it."
• "I need to speak with my partner."
• "I've already spoken with someone."
• "Why are you calling me now?"
• "I'm still interested, but things have changed."

You must be able to distinguish between:

A GENUINE NO

AND

AN OBJECTION THAT CAN BE EXPLORED.

You should never pressure someone who genuinely does not want the offer.

But you should also never accept "not now" as the end of the conversation without understanding WHY.

4. QUALIFY BEFORE BOOKING

Not everyone who responds should be placed on Kad's calendar.

Your responsibility is to determine whether the prospect is genuinely worth Kad's time.

Before booking, establish:

INTEREST

Are they genuinely interested?

NEED

Do they still have the problem, objective or desire that originally brought them to us?

MOTIVATION

Why are they considering taking action?

TIMING

Why are they considering it now?

FIT

Do they meet the basic qualification criteria for the offer?

COMMITMENT

Are they genuinely prepared to attend a scheduled appointment?

FINANCIAL READINESS

If finances were previously the primary reason the prospect did not move forward, has something materially changed?

The setter should NOT promise financing, pricing exceptions or payment arrangements.

The objective is simply to determine whether the prospect's current circumstances justify another sales conversation.

The goal is NOT to maximize the number of appointments.

The goal is to maximize the number of QUALIFIED SALES OPPORTUNITIES.

5. BOOK THE APPOINTMENT

Once you have established that the prospect is qualified, you will confidently ask for the appointment.

You will:

• Book directly into Kad's calendar
• Select an appropriate appointment time
• Confirm the prospect's contact information
• Explain what they should expect from the call
• Establish commitment to attend
• Record the appointment correctly
• Complete the required CRM information
• Hand the opportunity to the Pre-Call VA

A booking is not the end of the job.

A QUALITY BOOKING IS.

6. RESPOND FAST TO HOT LEADS

Database reactivation is not only about working through a call list.

Sometimes a dormant prospect will suddenly respond:

"Yes, I'm still interested."

When that happens, that lead becomes a PRIORITY.

During working hours, actively responding or engaged prospects should be contacted AS QUICKLY AS REASONABLY POSSIBLE.

Do not leave a hot reactivation sitting unanswered for hours while continuing routine database dialing.

Your priority should be:

HOT / RESPONDING LEAD → ACTIVE CONVERSATION → QUALIFICATION → BOOKING

Then return to the normal outbound pipeline.

7. FOLLOW UP CONSISTENTLY

A prospect saying "not right now" does not necessarily mean "never."

You will maintain structured follow-up with prospects who are:

• Interested but not ready
• Waiting for a specific date
• Waiting for finances
• Waiting for a partner or decision-maker
• Considering their options
• Requesting additional information
• Temporarily unavailable
• Not currently responding

Every lead should eventually reach a clear outcome:

BOOKED / NOT INTERESTED / NOT QUALIFIED / NOT NOW / LOST

No valuable lead should disappear simply because one call was unanswered.

DO-NOT-CONTACT & COMMUNICATION COMPLIANCE

If a prospect explicitly requests not to be contacted, opts out, unsubscribes, or otherwise indicates that further communication is unwanted, immediately update the CRM and stop outreach through the applicable channel.

All outreach must follow company communication policies and applicable calling, texting and email requirements.

AUTHORIZATION & REPRESENTING THE COMPANY

The setter may NOT make promises, guarantees, pricing changes, financing representations, refunds, discounts, or other commitments on behalf of the company unless specifically authorized.

The setter is responsible for qualifying and booking the prospect, not for making unauthorized commercial commitments.

8. CRM OWNERSHIP & ATTRIBUTION

Accurate CRM management is part of the job.

Every assigned lead must be properly documented.

You are expected to:

• Record every meaningful interaction
• Document objections
• Record qualification information
• Complete follow-up tasks
• Maintain accurate lead status
• Record appointments correctly
• Provide useful handoff notes

LEAD ATTRIBUTION

Lead ownership must be documented in the CRM before outreach.

Performance credit will only be given according to the company's lead attribution rules.

The setter receives credit for leads that are:

• Properly assigned to them, OR
• Personally reactivated by them in accordance with company attribution rules

The following do not qualify for duplicate performance credit:

• Existing active opportunities
• Appointments already booked by another team member
• Leads already actively owned by another salesperson
• Duplicate records
• Opportunities that cannot reasonably be attributed to the setter

THE CRM IS THE SOURCE OF TRUTH.

9. CRM HANDOFF

Once a qualified appointment is booked, your responsibility is to ensure the Pre-Call VA and Kad have the necessary context.

The CRM handoff should include:

• Previous interaction
• Why the prospect originally showed interest
• Current situation
• Primary motivation
• Previous objections
• What prevented the original purchase
• What has changed
• Current level of interest
• Qualification information
• Questions or concerns raised
• Why they agreed to speak with Kad

Kad should not have to start the conversation asking:

"So, tell me, why did you book?"

She should already have the context.

IMPORTANT

You do NOT own the full post-booking show-up process.

The handoff is:

YOU → QUALIFIED BOOKING → CRM HANDOFF → PRE-CALL VA → KAD

The Pre-C