B2B appointment setting is a commonplace tactic in today’s sales landscape. On average, it takes around 18 dials to connect with a single prospect. The chances are the first call made to contact won’t necessarily lead to a sale. However, setting an appointment where a prospect is ready and willing to talk about an opportunity can improve your chances of success.
With sales appointment setting, you ensure your salespeople have the full attention and focus of their prospect, as well as time to plan for a successful interaction.
B2B appointment setting, or simply “appointment setting” is business growth and sales strategy. It involves using sales appointment setting professionals to reach out to prospects and arrange a time when they’ll be willing to speak to a sales representative.
Specialists reach out to lists of cold or warm prospects with the intent of generating interest in a product or service. During the initial call, they collect information about the lead they can pass onto a sales professional, and arrange a specific date for a follow-up.
While setting appointments to discuss options with a prospect can take a little longer than simply cold-calling or warm-calling and hoping for the best, it can improve your chances of conversions.
Sales appointment setting has grown increasingly popular in recent years, as many B2B buyers simply don’t have time to listen to the full pitch of a sales professional when they call unannounced. B2B buyers are busy people with hectic schedules. If your call disrupts them at work, they’re less likely to be willing to discuss their needs with you and negotiate a deal.
Appointment setting in the B2B world also allows companies to identify the warm leads more effectively in their pipeline, and build a strategy for how to convert those prospects. Once an appointment has been set, a sales professional can begin researching the client and building a personalized sales pitch to match their specific needs.
Notably, the person responsible for setting an appointment between a sales prospect and a salesperson won’t necessarily be the individual responsible for making the pitch.
An appointment setter is a dedicated professional responsible for making the initial calls required to arrange appointment times, and schedule conversations for sales professionals.
The key responsibilities of an Appointment Setter include determining the level of interest a potential client might have in a product or service, then scheduling a time for sales reps to meet with the client. These experts need excellent communication skills, and must be able to organize their time effectively.
Although the appointment setting services cost charged by some outsourcing agencies might be enough to deter some sales professionals, many companies do find it helpful to use a third party. Outsourcing the appointment setting process to another professional means you can ensure all of the members of your sales team are focused specifically on conversions.
Working with an outsourced specialist also means companies can leverage the latest techniques and strategies for setting appointments from experienced staff.
However, it’s important to ensure the people you work with are prepared to deliver the right results. Appointment setting specialists will need access to marketing strategy guidelines and scripts, information about your target audience, and details on your products and services.
B2B appointments setting can be an excellent way for business leaders to improve their chances of conversions in a challenging marketplace. However, like any sales strategy, there are steps companies need to follow to ensure they’re getting the right results.
Some of the most important sales appointments setting tips you can follow include: