Clare Redfield | clareredfield

B2B Appointment Setting Tips You Can't Miss

Nov 17th 2015 at 2:02 AM

Businesses need to implement the right appointment setting techniques in order to accelerate their sales pipeline. In B2B setting, people don’t have sufficient time to ‘get pitched’ by sales representatives. Whether the prospect is a CEO of a company or a data admin, it is necessary to use the right appointment setting technique to reach out to the prospects.

Telemarketing is one of the most effective B2B appointment setting techniques. However, there are various other factors and techniques that you can consider for successful appointment setting:
•    It is necessary to document your value proposition before you start the appointment setting campaign. You need to know why the target audience would be interested in giving you their time. Remember, not everyone out there would be interested in what you are trying to sell so first list out all the benefits and key features of your business offerings and try to understand why and how the target audiences’ interest can be ensured.

•    You need to make sure that your web reputation is on point and your brand message is clear. This needs to be done in anticipation that sales prospects will inevitably check out your business website or try to gather information about your brand.

•    Many people don’t like cold calling so you need to research your desired targets. Make sure you get past the gatekeepers in a professional manner. In case you don’t get an appointment, don’t consider it as a rejection. According to experts, normally it takes five successful contacts before a good prospect plans to buy from you.

•    Another effective b2b appointment setting technique is to be professional while trying to establish a sense of camaraderie.  Rather than pitching your product directly, it is recommended to offer an opportunity to help the prospect. This will help you pay the groundwork for closing the sale when you meet the prospect in person.

•    You can also offer an example of how other customers have already benefitted from your products or service. For instance, if your company offers medical billing software, you can tell the prospect how physician practices started maximizing revenue and minimizing claim denials with the help of your software. This will not only help in breaking the ice at an early stage but also encourage the prospect to show genuine interest in what you have to offer.

•    There is a need to do some research, identify needs and match them to the benefits you are offering through your products or services
•    Many companies prefer to hire services like appointment setting or b2b market research to a third party. If you also plan to outsource this task, be sure that the service provider is reputed and reliable. This is because they will be calling prospects or doing B2B market research on your behalf and your company’s reputation will be at stake. If they don’t handle the task in a professional manner, it will reflect on your business.

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