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B2B Appointment Setting - Part 2
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Continuing from the previous post…

B2B appointment setting calls for optimizing travel time to a large extent, since if one can’t understand the important of utilizing every moment, a lot of time would be wasted on trivial pursuits. So, to ensure that one reaches the objective faster, it’s best to ask the client to meet at a common place, or better yet, to come over to one’s office location, although the latter is more of a utopian scenario. Further, as suggested in the previous post, if one can avoid personal interactions altogether, or go for technology to take the step forward, it’s a much better and smarter strategy.

Next, too many professionals fall into the trap of not preparing for the appointment. Reading the necessary information, preparing presentations, and similar steps also need time. Hence, one has to leave room for the same if he/she is to succeed in achieving the desired objective. Experts also suggest that it’s best to leave time for a 15-20 minute session to prepare for the appointment. One can go through important information and other details that prove to be useful later. Also, after the meeting, one should leave time to analyze the results of the interaction. Such simple efforts pay off big time in the later stages!

 

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Continuing from the previous post…

During the course of B2B appointment setting, one must refrain from using some really high-tech software that nobody has heard of or is accustomed to using. Oftentimes, business executives, in a bid to show how up to date they are with the latest software, make the mistake of conversing over a platform the other person is not familiar with. The result? The latter spends most of the time trying to figure out how things work. There are regular deviations from the topic at hand, and the result is not nearly as satisfying as it should have been. So, it’s best to keep things simple.

B2B appointment setting, B2B appointment setting in india

B2B appointment setting, B2B appointment setting in india

Also, while B2B appointment setting is definitely a very lucrative proposition in interacting with clients, one has to figure out whether the appointment is actually needed or not. Having a face-to-face interaction just because one feels a more personal touch is needed would not serve its purpose. Reiterating the first point of this blog series, one needs to have an agenda in mind before fixing an appointment. For instance, there are many appointments that are set up just to hand over documents. If the document is short enough to be sent through post or emailed, and discussed over a phone call, there’s not a reason one should fix up an appointment for the same.

 

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B2B appointment setting, B2B appointment setting in india

B2B appointment setting, B2B appointment setting in india

Irrespective of the domain one is operating in, B2B appointment setting is one aspect of lead generation that would definitely feature in the overall sales strategy mix. So, it is important that one remembers some handy tips to get better results. This series of blog posts talks about such posts.

The first point is to have the agenda well established in one’s mind. It is essential to know what one plans to achieve with the appointment. Even though it can be extremely hard to keep other people on the same track, but if there is no concrete agenda, one might just spend the entire day on the same appointment, and that is anything but productive. Also, in case it is possible to have the agenda discussed beforehand, the appointment goes really well.

Also, while we are on the subject of B2B appointment setting, it’s imperative to talk about giving time and date options to the other person. While one must not sound imposing, i.e., in a tone that suggests that these are the only choices, giving such options as soon as the other party asks for suggestions helps get there faster and be on the fast track to achieving the desired objective.

 

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