Top B2b Appointment Setting Tips & Tricks
With DemandZEN, you can be sure you’ll only meet up with highly qualified leads. We will make sure that you always talk to a decision maker who understands your business and its value. In a B2B setting, sellers often don’t have the luxury of an unlimited prospect pool.
I would much rather make warm calls to follow-up with a client than reach out to a brand new client that you are trying to sell services too. As such, your team needs to be proactive at keeping in contact with potential buyers, sharing with them the bits of information they need to know to convince them to make the purchase decision. This is something that an appointment setting service can greatly assist in.
The sales reps in charge of this process are called appointment setters. B2B appointment setting is essentially a sales development process, which entails the need for specialized representatives. They are tasked with cold calling and follow-ups, particularly those that are already deemed as quality leads. Their end game is to schedule appointments and sales meetings, where a closing sales representative can deliver a more detailed sales pitch. This shall be the final process of the sales journey, where a client can finally make the choice. If you don’t have the bandwidth to source and set your own appointments, you can outsource the task to an experienced group of sales development representatives.
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So the benefit you select should be wide enough to grab attention from fooyoh.com/nowwatch/watch/w9hDAiUoobA a wide range of prospects, but still be of enough interest to make them listen. The objective is to select a benefit that is of interest to the greatest number of prospects, and to word it in a way that grabs their attention and makes them want to know more. Benefits are what features do for the user, but they are not necessarily wanted by all users. Let me give you this guideline, only add something more about you if it adds something positive to the call. By positive I mean, it is of some benefit to the prospect or supports your message and adds credibility. Those are the key markers so let’s now look at each one and start creating your script or reminders for each marker point of the Introduction Stage and get your call off to a confident start.
Those who have experience with setting up appointments don’t give up after the first or second attempt. Whether a lead was hesitant to commit in a previous call or rescheduled multiple times, feel free to reach out if you have interesting updates to share or value to add. Remaining persistent with outreach ensures you never miss out on an opportunity to close. Every appointment setter should be responsible for ensuring that only qualified sales leads are passed to a sales rep. Once the appointment is set, it’s time to put everything into action. Contrary to popular belief, those who moved away from in-person meetings are faring better.
For some segments, tools like LinkedIn Sales Navigator, Hunter.io, and Snov.io will be more than enough. The difference in ownership of siloed SDR teams can cause confusion for reps, miscommunication between teams, and issues when it comes to attributing opportunity- and revenue-generating activities. This is another reason an all-bound SDR team is the better option for many organizations. This, too, is a tactical time where both parties get an option to reschedule if needed.
This is the second marker of this stage and it follows straight on from the previous one where you explained why you should meet. Here you’re going to ask for agreement to the meeting but without asking for commitment to a meeting. If you have used benefits in your call so far then the buyer is already aware of how they may gain from meeting with you, but they may not yet have all the details of what you can do for them. You’ve asked questions that have qualified the prospect as someone that could buy from you. There is the possibility of a benefit for you and for the buyer, the win – win we spoke about earlier at the Reason for Calling marker. The best way to ask for agreement to a sales meeting, is to not ask for agreement to a meeting.
You are giving the prospect a reason why they should answer your questions. What you are saying to the prospect is, in your own words, for you to establish if you can offer them the benefits of what you supply, you first need some information from them. Some parts can be merged if you think it sounds better, for example, the first two markers, the Introduction of You and the Introduction of the Company. This could be appropriate if you are a small business or a self-employed service provider where you are the company. In practice I usually see people writing a full script at certain marker points, for example the opening lines, and just reminders at other marker points, such as the company information. If not, you’re probably trying too hard, or you’re worried about not selecting the best one.
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But there are several reasons that I think make it more beneficial to ask them straight after you have qualified the prospect, and before you gain agreement. Without me knowing what your sales offer is it’s left up to you to understand what the minimum criteria for having a possible need for your offer is. The only things to include in this Need to Know information are those that are a must-have. Some of the Need to Know information could be related to the services and products that you sell. The primary objective at this stage of the call is to question your prospect to gather information that you need for you to qualify them as a potential customer.
These representatives reach out primarily through calling, but they only usually follow up with warm leads. A huge aspect of the role entails sorting through the leads in place, making sure that the prospects remain are good fits for the product. They also need to be decision-makers, as these people are ones with purchase authority. The majority of your team will likely be talented prospectors, capable of initiating conversations with potential clients – all without breaking a sweat. Others could be better closers, as their strength lies in listening and persuading deals to happen, no matter the circumstances.