Scheduling an appointment, whether for a meet in-person or a conversation over the phone, is one of the most elemental parts of a business.With increasing uncertainties in the business world, enterprises have realized the growing need to draw a tailored approach to their sales cycle.
Establishing new business relationships starts with engaging the prospect on a personal level. Appointment setters are the key people in influencing the success of a telemarketing campaign. The prospects they interact with can be anybody from the IT Administrator to the CEO of the company.
- Be prepared
Amidst all the sales and marketing propositions that business personnel receives every day, preparation is the key secret to effectively set a business appointment. To persuade a prospect for a meeting, physical or virtual, it is necessary to anticipate the conversation and provide a problem-solving solution. The value proposition of the telemarketing campaign should also be laid down along with the target audience who the products or service may be relevant to. Not everyone would be interested in what is being pitched and many don’t appreciate cold calls. Hence, marketers need to be more prepared than ever and alter the pitch as per the prospect’s environment.
- Acquiring a database
Along with having the right demeanor, having a database of prospects’ information, is imperative for successful B2B appointment generation. Through extensive research, businesses must decide who their potential customers are; the ones who find the product or the service valuable. The appointment setting campaign can hit a standstill if precious time is spent calling the wrong people. Sales conversions are troublesome to achieve if half the time is spent cleaning the database of crucial contact information.
- Ask permission for the prospect’s time
The most basic 101 of setting up an appointment with a prospect, is seeking the permission to speak with them with them rather than aggressively jumping to the sales pitch. Marketers could use phrases like “Would this be a good time to speak?” or “Do you have a quick couple of minutes to spare?” More often than not, if the salesperson receives an approval the chances of him being heard are much greater, as opposed to when the prospect is forced to listen into listening. If the prospect is busy, this is the best opportunity for the marketer to re-schedule a call-back or appointment for some other time. Another practice could involve presenting the prospect with available time slot so that the most convenient one that suits their schedule could be chosen
- Multi-channel approach
Setting a business appointment is not merely about cold calling. It can take more than a dozen attempts to get a prospect to respond to you. Since the prospects are the final decision makers and are busier than ever, marketers need to be where their prospects are. Thanks to the volume of media available, marketers now have the opportunity to reach out to the prospects multiple number of times by utilizing multiple touch points. Leaving voicemails, sending e-mails or even dropping a note, are various channels that could be adopted to ensure appointment generation success.
It would be very naive for a marketer to embrace a one-script-fits-all approach. Each prospect is unique and so are their requirements. In spite of having a good script, it is very easy to stray away from the goal. Having a sales script handy helps in keeping track and highlighting the predominant points of the offer, nonetheless, each conversation is different and hence, should be tailored as per the prospect’s requirements or needs.
- Leveraging Referrals
Referrals are an asset. When a client refers you to a prospect, the trust that the prospect has for the referee is delivered to you. It also allows the buyer to further engage in an open conversation. Instituting relationships with new clients and reaching out to decision makers and key buyers in the enterprise may prove to be challenging at times. Asking for an internal referral can ensure long term success.
- Follow-ups and rescheduling
The most underrated aspects of B2B appointment setting are the timely follow-ups and reschedules. It is surprising how many follow-ups or reschedules need to be fixed for a sales representative to make contact with a decision maker. It is paramount that the date and time for the follow-up or reschedule be documented carefully and with timely call back arrangement. The prospect should not be bullied into setting an appointment and a follow-up strategy must be in place to cater to the prospects’ busy schedules. Some amount of time must be taken to better understand the prospect’s interest by engaging in a question-answer while providing a solution.
B2B appointment setting enables business enterprises to lead prospective clients into permanent ones. The process allows parties to engage in a two-way, solution-providing open conversation. Being able to get the first meeting is a composition of well-invested time on the prospects, recognizing the most beneficial opportunities and delivering the desired results. If not you may makeshift and look in to hiring a professional B2B appointment setting service provider.