Business-to-Business B2B appointment setting service refers to the business growth strategy where appointment setters or sales team staff do the following tasks:
- Connect with potential customers.
- Pitch the company’s product or service.
- Arrange appointments or meetings between the sales representatives and prospects.
Many B2B firms employ third-party providers of B2B appointment setting service because the task is not easy. It requires the resourcefulness and competence of experts. Moreover, there should be a carefully planned and formulated strategy for appointment setters. The business growth approach may not produce the desired results without regularly connecting with prospects. More importantly, it is crucial to build relationships with leads in the sales funnel.
Many B2B companies fail in their appointment setting efforts for failing to identify things that do not work for them. Here are some of these reasons why businesses struggle in this area.
Lengthy Sales Cycle
There is always the tendency to prematurely stop appointment setting initiatives before seeing quantifiable ROI. On the contrary, these call for endurance, particularly when the sales cycle takes several months. However, it does not mean that the process must be rushed or the company does not modify sales campaigns according to various stages of decision-makers’ journey. Once this happens, the sales efforts can be counter-productive.
Ideal Customer Profile
Another reason is failure to target the so-called Ideal Customer Profile. It is imperative to determine the right customer personalities before commencing sales campaigns. This can mean a mismanaged outreach which is targeted toward the wrong audience. The result is B2B firm ends up losing key opportunities, slow down growth, and damaged brand reputation.
Unproductive Follow-up Strategies
Capable appointment setters should understand that a sound follow-up technique can lead to multiple appointments. Unfortunately, some sales teams commit the mistake in producing an effective strategy. The secret here is to make follow-ups based on parameters such as interest level, types of reaction or response, timelines, and action items. Not preparing a persuasive plan will certainly reduce the odds of securing appointments.
Different Platforms
Experienced providers of B2B appointment setting service know the different platforms for connecting with business owners and decision-makers.
First is through cold and warm calls. B2B firms need to realize that this traditional way is very effective in finding new business opportunities. Cold and warm calling helps sales people to create awareness, develop brand credibility, and understand the prospects’ frustrations with an existing product or service offering.
Second is personalized emails. It is not easy to reach key decision makers over the phone. Henceforth, an email marketing strategy is necessary to get the right customer at the right time. For one, it provides an appointment setter with another mode for communication. Emails must be personalized to increase the chances of prospects to accepting a sales appointment.
Third is to send high-quality marketing materials. With enticing collaterals, appointment makers can guide leads through each stage of the sales cycle. This is from awareness to customer loyalty.
PCS Connect
For companies that need assistance regarding B2B appointment setting service, 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.
