Best B2B Appointment Setting Tips And Strategies

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BEST B2B APPOINTMENT SETTING TIPS AND STRATEGIES
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What is B2B Appointment Setting?
There are 3 prime phases of sale prospecting,
appointment setting, and closing. Prospecting is
the first stage where sales development reps
engage with marketing and sales-qualified leads
to determine if the prospect is a sales
opportunity. In the third stage, closing, when
the lead has their appointment scheduled, the
sales rep negotiates with them to close the deal.
In between comes the second stage appointment
setting. The lead is nurtured at the appointment
setting stage before closing the deal. The
appointment setter connects with the lead to fix
a time to review their final proposal with the
sales rep who is looking to close the deal. An
appointment setter can be a person from your
team, or this task can also be outsourced to an
external agency rendering B2B appointment
setting services in India to let your reps focus
exclusively on selling. You have to ensure that
an appointment setter is an experienced person
who can qualify the best leads to pass on to the
third and the last stage of the deal.
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1 0 Effective B2B Appointment Setting
Services Techniques to Close More Deals
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1. Target the Right Prospects
Thorough research is the key to finding the right
prospect and best leads. The appointment setters
must give enough time to research before they
reach out to specific contacts or bring in a
closing sales rep. Their deep research about the
potential buyers will help them know if the
leads are genuinely a good fit for their
offering. In addition, it will build the
confidence of the appointment setters and help
them be well-prepared for their qualifying
conversations.
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2. Be Considerate of the Prospects Time
Your time is valuable, and so is that of your
prospect. Therefore, the ideal thing is to call
the lead at a time when the chances of their
response are higher. For example, experts say it
is best to send an email on Wednesday morning (8
AM), and an appointment should be scheduled
between 5 PM and 7 PM on Monday or Friday.
Research says that Friday is not the right day
for calls and emails as the response rate
remains low. Moreover, before calling, you can
send an email as it acts as a warm-up, whereas a
social media touch warms up a cold email.
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3. Acquire Contact Information
While researching your prospect, do not forget
to find their contact information. Check the
companys website, Google the brands name,
their LinkedIn profile or look at their social
media accounts to find out who is the relevant
person to approach and if his or her contact
information is available (to avoid gatekeepers).
If you successfully find multiple information,
delve into knowing which is the best platform to
approach email, social media or a phone call.
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4. Prepare a Relevant Pitch
Preparing an appointment setting script is one of
the most essential B2B appointment setting
techniques. You never know what might happen
over the phone call. The lead prospects tone,
manner of speaking, or question can easily throw
you off when you are not ready with the pitch. An
appointment-setting script helps you deliver a
great pitch by boosting your confidence, dealing
with call reluctance, handling the conversation,
and preparing for the next call.
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5. Use Case Studies to Generate Interest
This is in connection with the above points.
Seeking help from case studies is a great way to
gain knowledge about any industry. Also, case
studies help you seek your lead prospects
attention. Case studies are about facts and real
stories, actual problems faced by businesses,
and effective solutions to their problems. Who
wouldnt be interested in that? An appointment
setter has two options either start the pitch
from a case study or use the same somewhere in
between their script.
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6. Avoid Disregarding Prospect Questions and
Concerns

• If your prospect has questions and concerns, that
  means the prospect is listening, and your pitch
  is working. But it is not only your prospect who
  only should do the listening. The rule also
  applies to you. You must carefully listen to
  your prospects queries and try to reply
  promptly. Also, if the question has been raised
  later, after the call, you must try to resolve
  it asap because a delay in communication can
  give a prospect second thoughts about working
  with you.

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7. Track and Evaluate KPI
This is a crucial technique whether you are into
B2B lead generation services or appointment
setting services. Enough time must be spent
studying the individual customer and business
profile to know the target audience. For
example, the requirements of an IT industry will
completely differ from that of an apparel. You
must be aware of their KPIs, pain points, etc.
You must know what issues they face on a daily
basis and what it is that they want to achieve.
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8. Build Trust with your Prospects
The reason behind the same is simple, it makes
it easier to close the deal. When you win your
prospects trust, you are not just another
salesperson or appointment setter for them. In
fact, there is a chance that when you approach
them next time with a new product, service or
deal, they might recognize you without any
introduction. And to build this trust, you must
keep in mind the points shared in this blog, such
as respecting your prospects time, addressing
their issues, considering all their objections,
respecting their questions and concern, and
being patient, not desperate.
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9. It may take Time, but be Persistent
According to the industry standard, a triumphant
sales cadence requires eight touches. Whereas the
truth is that 7 out of 10 sales reps dont
follow up with lead prospects after the first
unanswered email. Do not be among the seven
people who do not follow up (or give up) to get
more appointments. Please note, do not forget to
circle back to leads when they seem interested
but use the its not the right time objection.
After all, consistency and perseverance are the
keys.
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10. Find ways to Increase Lead Generation
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Referral is a great way to generate more and
more leads. Also, it is an efficient way to
accelerate the process of setting up an in-person
meeting. What makes it possible? The trust that
the lead has in the referee now lies in you, the
salesperson. Do not be the salespeople who often
forget to take advantage of referrals. Just
remember that customers who value your product
or service are more willing to refer you to a
family, friend or colleague.
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