What are lead generation and appointment setting?
B2B appointment setting is a business growth strategy where appointment setters (such as sales development reps or other sales team members) contact potential buyers, pitching a company’s product or service offerings, and schedule sales appointments between their company and the prospective client. Lead Generation is finding new potential clients who might be interested in your product or service.
Top appointment-setting lead generation companies like The Global Associates shoulder the responsibility to get their clients on the same table with the desired decision-makers to help them grow their businesses in the year 2022 and beyond.
The ever-changing realities of the business world make the job of lead generation companies very difficult and challenging in this era where decision-makers are extremely busy and very well-informed.
To make the matters worse, other factors might come into play, like low-quality leads or a lack of proper research about the prospect. It’s important that you keep monitoring that the entire process is working efficiently to be able to create enough appointment-setting opportunities. For example, you should keep an eye on whether:
· Are you reaching the desired decision maker?
· Are you doing your homework before calling?
· Do you work with a complete, error-free contact list?
· Are your sales reps well trained?
Once you are certain you are doing these things right, identify the main challenges you have to overcome to improve your results. Some of these challenges are discussed here.
1. Getting past the call screeners efficiently
The toughest challenge faced by appointment-setting lead generation companies is the presence of layers of gatekeepers and call screeners to prevent them from reaching the decision-makers. Today’s decision-makers are extremely preoccupied, they develop a natural aversion to unsolicited calls or visitors. You must devise effective ways to slip past these doorkeepers to be able to reach the top executives without wasting too much time.
2. Convincing the decision maker to grant an audience
You cannot hold the attention of the decision-maker for long unless you keep them interested. Plan your conversation well to leave a good first impression if you want to succeed. Have something worth their time to keep the call going, you need this time to convince them to grant an audience.
The success of appointment-setting lead generation companies depends largely on the way they face the challenges offered by today’s changing business environment. Learning to devise ways to effectively slip past the call screeners, and offering something valuable to the decision-makers to convince them to grant an appointment will improve your results by leaps and bounds.