How does B2B appointment setting work? In general, contact center agents do cold calls and follow up top of funnel leads. They also set sales meetings for sales representatives to deliver closing sales pitches. This sales development activity helps sales team members to focus more on qualified leads
Need for Appointment Setting
In most cases, Business-to-Business firms need appointment setting for two reasons.
Sell pricey products or services
Selling expensive commodities or services as well as big deals involves multiple points of contact. These activities also require attracting numerous stakeholders by way of account-based sales. The process includes determining decision-makers and constantly following prospects until a sale is made.
Experience lengthy sales cycles.
Appointment setting helps shorten prolonged sales cycles by enabling salespersons to prioritize eligible prospects inclined to make a purchase.
Many enterprises prefer to outsource B2B appointment setting services for lower overhead. These companies also avoid the process of training in-house employees, spending on equipment, and leasing additional office space.
Pointers for Appointment Setters
Here are several tips that can help an appointment setter become more productive.
- Identify Target Audiences. Clearly identifying the preferred customers gives the agent the chance to offer personalized goods or services suitable to their business requirements. Besides, this procedure is critical in prospecting because it allows sales representatives and analysts to create a list of prospects that meet the perfect customer criteria. This step is important since appointment setters can customize sales pitches, formulate superior marketing collaterals, and understand highly effective value propositions.
- Know the Value of a Sales Pipeline. Understanding how the tool for converting leads into sales is essential in B2B appointment setting. The entire sales team will understand where the potential customers are in the purchasing funnel. By seeing where these prospects are, it becomes easier to make offers and follow-ups.
- Establish Lead Qualifications. Qualifying leads refers to the technique of finding out if prospects meet the ideal customer benchmarks. Proper lead qualification guarantees that the sales and business development teams will pursue leads that lead to Returns on Investments. Instead of running after leads that will not deliver results, sales personnel can build and strengthen relationships with prospects offering business opportunities.
- Evaluate the Appointment Setting Strategy. Analyze the appointment setting method to see if it will successfully work. A few questions that appointment setters should ask themselves are the following:
- How to find and access data of prospects?
- What are the technologies and tools to use in promptly obtaining such information?
- Are appointment setters supposed to find leads? Or, is there a need for another team to perform this task?
- What is the initial step in the B2B appointment setting process? Should this be an email campaign or cold calling?
- How does one identify key decision-makes in a business organization?
- What kind of software is needed to track and store data regarding leads in the sales pipeline?
- How can an appointment setter sustain relationships with target audiences?
- What kind of pitch should be delivered after key decision makers are identified?
PCS Connect
For companies that require B2B appointment setting services, you can always call PCS Connect at 866-671-4344 during regular business hours.
PCS Connect is your one-stop global business solution for companies looking for customer service issues or seeking effective ROI solutions. Through the years, we have evolved into the leading BPO company in customer service, back-office support, lead generation, and sales.
