Things to Consider for Designing an Effective B2B Appointment Setting Process

By: Aedan Robbert

The fact that we feel irritated when we are relaxing at home and the serenity is disturbed by a phone call made by some random tele caller, cannot be denied. Well, understandably the tele marketer is just doing his or her job. But unfortunately, very few people care to think about business when they are in a tranquil setting, enjoying probably a well deserved break. However, business owners and decision makers tend to display a much more open mind when they are at their respective offices and are focusing all their thoughts on the betterment of the business, more specifically, on how to generate lucrative business to business leads.

In case you are sick of cracking your brains about how to formulate a marketing campaign that would fetch you some profitable leads, take a moment to pause and look back at the scenario presented above. Try to imagine yourself in the shoes of a tele caller who is trying to set up an appointment. Only now would you understand the importance of calling the prospective customers at the right business hours and not when they are busy spending quality time with their family and friends. There is hardly any business expert who would deny the truth in the statement that appointment setting services provided by renowned lead generation companies can really open up new channels for a business and take it to new heights. Why so? Well, it is simply because of the fact that issues are better approached and queries are better answered in a face to face conversation rather than one taking place over telephone. The increased clarity provides an added advantage. It leaves no stone unturned in making the clients see your point – the point that emphasizes the factor that your products or services can take the prospect’s business towards more profitable successes. Yes, B2B appointment setting, if done properly, can prove to be immensely advantageous; the key words here being ‘if done properly’.

Now, one might think that this appointment setting cannot be too difficult a job. It is just calling people and asking for a bit of their time in order to set up a meeting, right? And there are many tele-sales tips available online that can make the job even easier. Well, one who holds such a notion could not have been be any further from truth. The instance cited at the beginning clearly points out that tele callers are met with disappointments more often than not. A slight difference in the time of calling can actually mark a distinct point between positive advancement and negative roadblocks. Ace tele marketers, who talk to their clients all the time, are still left wondering why it is so hard to set up an appointment.

Sometimes, the easily available tele-sales tips fail to emphasize a simple truth - diversity is the key to success. The main thing to consider in this regard would be that no two tele marketing campaign are alike – they cannot be. So approaching them in the same way, with the same script at hand would not be a very wise step. In a B2B appointment setting attempt it is downright wrong to fuse the concepts of lead generation and appointment setting. Though related, they are not similar and thus, just focusing on a few metrics and a limited number of areas would not get the job done. A good marketer must also understand that a huge storehouse of data is nothing short of power. As long as the client is somewhat impressed by the data provided to him or her, it should not be too difficult to smooth out the rest of the process.

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With huge years of experience in web industry, Aedan writes articles for IT industry ad have also organized different seminars related to b2b telemarketing and b2b demand generation.

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