05 Apr

6 Important Tips for a Successful B2B Appointment Setting Process

6 Important Tips for a Successful B2B Appointment Setting Process

B2B appointment setting is one of the processes a company needs in order to establish partnership and generate profit from other large businesses. It involves an activity where in-house sales representatives or outsourced appointment setting services connect to executives and company decision makers through cold calls, emails or reach them out online.

Though the process may take days, weeks or even months, it is considered a success when they are able to schedule appointments with their prospects.

Rev up your company’s B2B appointment setting by following the 6 important points below.

1. Make a research

An effective appointment setting requires extensive preparation. Make a research so you’ll know what to say. Know their pain points and offer your service as the solution. Surprising them with facts will make them more interested to take the call. Also, a good research will help you determine if you’re targeting the right person.

2. Explore different mediums

Appointment setting isn’t about reaching out to prospects through phone calls. Technology offers a wide range of mediums that companies must take advantage of. This includes websites, creative email newsletters and social media. Note that using multiple mediums will increase your chances of getting a reply.

3. Consider your prospect’s time

Don’t rush into your sales pitch right away. Instead of forcing them to listen to what you have to say, ask if they have enough time to talk or request for a more suitable time and reschedule the call.

4. Avoid being aggressive

Remember that you are trying to communicate with executives who usually don’t have time to talk to a salesperson, and numerous attempts are required before they respond. Success needs patience. They may not pick up the phone or reply to your email at first try, but that doesn’t mean you should permanently delete them on the list. Contact your prospects at least every month. You can always tell stories, use encouraging languages so your prospects won’t feel annoyed and pressured while communicating with you.

5. Develop a good script

When making scripts, try not to sound like a salesperson. A carefully crafted script will help you remain on track and guide you with all the necessary points to emphasize during the conversation. Situations may be different during every call, improvising or making a little tweak is necessary.

6. Outsource your B2B appointment setting

B2B appointment setting requires strenuous time and effort. Therefore, many businesses today opt to acquire appointment setting services from third party companies rather than securing an in-house team that needs extensive training. Outsourcing for an appointment setting service ensures accumulation of highly qualified leads and skilled professionals that understand and are capable to penetrate an organization.

Discover the benefits of an outsourced B2B appointment setting process. Talk to us at bd@athl.com.hk

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