Having conversations is the essence of B2B appointment setting. However, talking at prospects is not the best way to go. For instance, one must not talk for a long time and should instead try to engage prospects in a conversation that involves an exchange of ideas and opinions. It’s important to explain who you are, why you’re calling and how long the appointment is going to last. Mostly, recipients of such calls are not too intimidated when they are told that the appointment won’t last long. Asking quick and relevant questions for knowing more about the prospect and tailoring the call and offering the solution as per their needs makes for the ideal pitch. Asking specific questions like what, when, how, where, why is going to prevent them from giving one word answers.
Also, one must never be afraid to ask if something is not clear. Knowledge is the key to success and people often like to talk about themselves, so they would be happy to explain, which makes the B2B appointment setting process all the more easy. Also, if the prospect asks something and the caller doesn’t know, there’s no need to shy away. One should instead say that they will get the facts and get back to them, or connect them with someone who knows what the prospect is asking.