There are many business executives who are entrusted with the responsibility of B2B appointment setting, but don’t really know how to go about it. This series attempts to explore the different facets of this ubiquitous practice and how one can get better at it with simple, ease to implement tactics.
To begin with, sharp focus on every prospect matters most. Often, executives are so concerned about productivity that they drop cases very fast, in the hopes that the next person would give them a better response. Particularly in case of high profile leads, this kind of approach does not fare well, and one can soon find himself out of leads with no business. Persistency is the name of the game when it comes to B2B appointment setting, irrespective of whichever domain one is looking for more business in.
The next point is about rejection. Surely, there are going to be quite a few clients who would not be interested in the product or service being offered. Although this is more of a self-motivation scenario rather than a strategy, it’s nevertheless very important, since it can lay the foundation for a successful campaign, or otherwise.
More in the next post…