Finer Points in B2B Appointment Setting

What is B2B appointment setting?

This is the function of scheduling a meeting between a ‘qualified sales lead’ and sales representative acting as closer. This takes place in business-to-business relationships. Smart salespersons must carefully plan these appointments to sustain their good relations with prospects.

This is the opportunity for them to provide clients with more specific details regarding products or services, draft contracts, and consummate sales. It is the stage between initial prospecting and concluding meeting of the lead-generation process.

Appointment-Setting Phases

1. Prospecting means looking for prospects through research, developing a list of contacts, and making initial calls based on the list. Information included contact names, email addresses, phone numbers, positions, and potential clients’ companies planning to purchase the product or acquiring the service of the B2B company.
2. B2B appointment setting is the phase wherein sales agents hold several meetings with potential customers to build affinity and perform screening based on several benchmarks. After this, the salespersons set up the final meeting with the closing sales representative.
3. Culmination of the deal means the stage when the sales representative answers additional questions from the lead and convince the prospect to sign the contract.

Some B2B sales teams do the appointment-setting tasks themselves or outsource these functions to an external provider.

Tips in Appointment Setting

How should appointment setters proceed with their duties?

1. They must be fully prepared before making a call. It is important to understand the target audience to find out their choices and requirements. A competent appointment setter is knowledgeable of the product or service and look forward to the demands or concerns of the lead. Conduct research to determine the industries that the B2B entity serves. The more information that is available, the better the agent can respond to the inquiries and needs of likely customers.
2. Sales representatives must be ready to offer the problems of B2B prospects. Their focus should be providing answers that will make life easier for the potential customer. For example, prove that the product can meet the unique needs of the user.
3. Do not rush in making a sales pitch. Ask first if the prospect has time for a conversation. This is a way of showing respect for the person. If the prospect is busy, reschedule the meeting to a more convenient time for him or her.
4. Outsource to an expert third-party provider of appointment services. External companies can better support the B2B organization’s prospecting and appointment setting initiatives. These professionals are properly trained in distinguishing eligible leads. Hence, the internal sales agents can concentrate more on closing deals and customer retention efforts.
5. Finally, build and maintain rapport. A pleasant relationship supports interactions with leads and prospects. Appointment-setters must remember that they only have a few seconds to catch the attention of a cold prospect. Take this opportunity to strike gold and pave the way for a possible sale.

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.