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2013 April | B2B Lead Generation,Inside Sales,Appointment Setting,Telemarketing and Outsourcing | The Global Associates
From the monthly archives: April 2013
B2B appointment setting

B2B appointment setting

The next point in successful B2B appointment setting is to ensure that one asks the right questions. The ideal scenario is when one asks direct questions, but one also needs to give the prospect a chance to choose between the opportunities of setting up an appointment. For instance, one can say “is Friday morning ok with you, or should we do it on Monday?” This way, one can keep the conversation flowing and ensure that there are no problems with regards to controlling the direction in which the discussion is going. Also, it gives a hint of whether or not one can influence the other person’s decisions.

Setting up an early appointment is another great tactic used by B2B appointment setting professionals to get their way around things. It’s tantamount to making the most of what one has at that point in time. Since one already has the prospect’s interest, it’s best to utilize it in the best possible manner. Ideally, the maximum interval between a call and the appointment setting date is three days. Setting an appointment after a week will lead to the person losing interest, or just forgetting all about it, which is certainly a chance nobody wants to take.

 

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B2B appointment setting

B2B appointment setting

There has been quite a lot of brouhaha about how B2B appointment setting is only a matter of doing the same thing repeatedly to achieve success. However, the fact is that nothing could be farther from the truth in an actual business scenario. One of new-age marketing’s most important and imperative lifelines, B2B appointment setting has certainly been the undisputed king of closing the deal for many organizations. The only concept one needs to grasp is how to predict the customer’s preferences, and it’s really not that difficult. However, convincing them is another ball game altogether. The thing to look out for is that there are signs and red flags that one needs to recognize and analyze.

The first thing in ensuring B2B appointment setting campaigns deliver the kind of success one wants is to listen carefully for the signs that show the person is genuinely interested. The most obvious one among these is when a person starts asking relevant questions. However, it’s important to not give in to the temptation of answering all the queries. It’s best to generate their curiosity and then leave a cue for an appointment. Just this simple measure will make sure that everything falls right into place.

 

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B2B appointment setting

B2B appointment setting

It seems that the ­­concept of using the term ‘technical difficulties’ is being used a little too often to cover up for inappropriate B2B appointment setting. Whenever something gets in the way of communication or there’s some snag in the email filter that blocks out a prospect’s mail, there are certain elements that can prevent one from using such accidents to cover up for a poor strategy.

If one draws analogy from a video game, technical difficulties are somewhat of a bonus pick up that can be used to get out of a situation whenever one has bitten off more than they could chew. However, be it B2B appointment setting or video games, such situations are categorized under certain segments. It could be rare that one had to experience this kind of an incident like the phone line getting cut, but then that’s not something one experiences on a regular basis. The second segment is a list of identifiable errors. Truth be told, there’s a fine line between coincidences and a constant rate of mistakes. And the latter is what gets clients really upset. And lastly, if the issue is constantly coming up, clients expect the company in question to resolve it ASAP, not use it as a shield.

 

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